Saturday, November 28, 2020
Hy Smart People.. This article title is Deception and Persuasion - NLP Applicative, I hope Useful For you
DECEPTION
One of the main ethics of good communication is honesty. Without it all communication is polluted.
People are bad at detecting lies, but they think that are pretty good at it.
Deception is an example of persuasion – trying to persuade someone that something is true that is not true.
WHY DO PEOPLE LIE
There can be sound reasons to lie. Common reasons for deception include:
1. Lie to benefit someone else.
2. Lie to get someone to affiliate with them.
3. Lie to avoid giving private details.
4. Lie to avoid a conflict.
5. Lie to impress others.
6. Lie to protect yourself.
7. Lie to benefit yourself.
8. Lie to harm someone else.
KINDS OF LIES
1. Distortion or equivocation.
2. Omission or concealment
3. Falsification.
BEHAVIORS WHILE LYING
The assumption here is that people behave somewhat differently when lying, so knowing these differences can help us detect lies.
Four factor model – Zuckerman
1. People re more aroused or anxious when telling lies. This is the idea behind the polygraph, or lie detector. Not 100% accurate, and some people conceal their anxiety better than others.
2. People do not want to get caught lying, so they try to control their behaviors when lying. We try to control, but we cannot control all, and sometimes some of the signals leak out.
3. Deception triggers guilt, as our society teaches us that lying is wrong.
4. Lying requires more thinking that truth telling. With the truth, you just let it come out, with a lie you have to think very carefully about the construction of the untrue message.
Interpersonal deception theory
Liars and their listeners both are active in the transaction.
1. Liars strategically create messages with certain characteristics: manipulate the message to dissociate themselves from it, convey uncertainty or vagueness to avoid detection, or withhold information, control their other behaviors, manage their image (smiling or nodding).
2. They cannot control all of their behaviors, and so some cues to lying can and do leak out, such as blinks, pupil dilation, vocal nervousness, speech errors, leg and body movements, shorter responses.
SUCCESSFUL DECEPTION
Machiavellian personalities. Niccolò di Bernardo dei Machiavelli (May 3, 1469 – June 21, 1527). This kind of personality is not interested in interpersonal relationships, manipulates others for selfish purposes and has little sense of social morality. They tend to be much more effective at deception because they are harder to detect, but reveal themselves through time.
High social skills make it easier to lie effectively. If you are good at matching your communication to the situation, if you are good at communicating basic emotions, people who are expressive and socially tactful and excellent actors you can lie more effectively.
Males are more successful at lying than females. Men tend to control their nonverbal behavior better. But, they are only a little better at it than women
Prepared lies are more successful than spontaneous lies. They can better prepare and control their behaviors that might signal a lie.
Very highly motivated lie is more successful. More motivated liars were more successful in a study of a “mock crime” if they got to keep the $50 they stole than those who would get $10.
Successful liars look people in the eye. Most people believe this is a sign of truth telling, but it is not. Liars know to look you in the eye.
WHY CAN’T PEOPLE DETECT LYING VERY WELL?
1. Inaccurate stereotypes
2. Focus on content instead of how it is presented.
3. Truth or lie bias
4. Unfamiliarity with the liar.
Being suspicious hurts detection
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