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I'm gonna show you two patterns of deception, and then we're gonna look at the hot spots and see if we can find them ourselves.
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"I did not have sexual relations with that woman, Ms. Lewinsky."
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OK.
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Studies show that people who are overdetermined in their denial will resort to formal rather than informal language.
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We also heard distancing language – "That woman"
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We think liars fidget all the time.
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Well, guess what? They're known to freeze their upper bodies when they're lying.
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We think liars won't look you in the eyes.
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Well, guess what? They look you in the eyes a little too much.
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We think warmth and smiles convey honesty, sincerity.
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Can you all spot the fake smile here?
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You can consciously contract the muscles in your cheeks but the real smile's in the eyes.
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The crow's feet in the eyes, they cannot be consciously contracted.
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Can you tell what's happening in a conversation?
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Can you start to find the hot spots to see the discrepancies between someone's words and someone's actions?
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Attitude is by far the most overlooked but telling of indicators.
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An honest person is going to be cooperative.
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They're going to be on your side; they're going to be enthusiastic.
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They're going to be willing and helpful in getting you to the truth.
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And if you ask someone honest: "What should happen to whoever did forge those checks?"
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An honest person is much more likely to recommend strict rather than lenient punishment.
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Now, let's say you're having that exact same conversation with someone deceptive.
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That person may be withdrawn, look down, lower their voice, pause, and then they're going to tell their story in strict chronological order.
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And what a trained interrogator does is they come in,
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and in very subtle ways, they will ask that person to tell their stories backwards and then track which questions produce the highest volume of deceptive tells.
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We rehearse our words, but we rarely rehearse our gestures.
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We say yes, we shake our heads, no.
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We tell very convincing stories, we slightly shrug our shoulders.
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Now, there are going to be times when someone makes one expression while masking another that just kind of leaks through in a flash:
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Your new joint venture partner might shake your hand, celebrate, go out to dinner with you, and then leak an expression of anger.
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There's one I can teach you that's very dangerous and that's easy to learn.
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And that's the expression of contempt.
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When anger turns to contempt, you've been dismissed.
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It's associated with moral superiority and for that reason it's very very hard to recover from.
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It's marked by one lip corner pulled up and in, and in the presence of contempt, look the other way, go the other direction,
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say, "No, thank you. I'm not coming up for just one more nightcap, thank you."
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We know liars will shift their blink rate, point their feet towards an exit.
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They'll alter their vocal tone, often making them...making their vocal tone much lower.
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Thank you.