Hunting down lies
Lying is a common practice that erodes your team’s trust and effectiveness. Thinking you have an infallible nose for spotting lies could be your downfall.
The men and women who invested in the Madoff scheme thought they could spot a lie too, which only demonstrates that lies can be both costly and difficult to spot. But there are ways you can limit the risks:
- Start by observing things carefully in a “normal” context: So-and-so always averts his gaze, but you shouldn’t see that as a sign that your colleague is lying.
- Ask precise but open-ended questions based on a negative assumption: “What are the problems on this project?” The person will find it harder to evade the truth.
- Increase the other person’s cognitive load to make it hard for them to lie: Ask off-topic questions and request insignificant details or even add some background noise.
- Look for unusual behavior and discrepancies between what is being said and nonverbal language. Try to spot if they’re trying to find a way out of an embarrassing situation. Some people will stare at the door or their watch.
- Don’t trust people who overdo things, justifying themselves beyond what’s necessary or pleading honesty in an exaggerated manner.
To go further
« Recognizing deception : How to spot a lie »
Adam Galinski and Maurice Schweitzer, (Knowledge @Wharton, 24 august 2021).
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