Chapter Summary

This chapter examines research on the enactment and perception of deception. Interpersonal deception theory argues that a liar’s communication consists of both intentional (strategic) attempts to appear honest and unintentional (nonstrategic) behaviors that are beyond the liar’s control. The chapter suggests that many scholars have expressed skepticism about certain assumptions contained in interpersonal deception theory and other models. It discusses the ways in which characteristics of the liar—in addition to characteristics of the lie being told and the deceptive situation—affect the process of deception. The chapter examines the opposite side of the coin: deception detection. It also examines possible ways to improve deception detection.

Quiz

1. 

During a job interview, Tina notices that her candidate, Raj, avoids eye contact and fidgets nervously. Tina assumes he is being dishonest, but in reality, Raj is telling the truth and is just anxious about the interview. Tina's assumption is an example of the:

Othello error

Lie bias

Truth bias

Probing effect

None

2. 

During a team meeting, Carlos notices that his coworker, Nina, avoids eye contact and shifts in her seat while explaining a project delay. Carlos concludes she is being dishonest. What mistake is Carlos making?

Carlos is focusing on one cue instead of clusters of behavior

It is impossible to tell if someone is lying based on nonverbal cues alone

Avoiding eye contact always signals lying

Carlos is ignoring cultural differences in communication

None

3. 

“People who lie always fidget with their hands, while honest people keep their hands still.” This statement is an example of:

The four-factor model

Mimicry deception theory

The opposing effects model

The wrong subjective cues hypothesis

None

4. 

Brett's partner asks him where he was last night. He was out at at party flirting with very attractive people. He tells his partner, "I was out with some friends." According to information manipulation theory, Brett is manipulating…

Quality of information

Quantity of information

Manner of information

None

5. 

Marcus suspects that his coworker, Tina, has been leaking company information. When Marcus confronts Tina, she becomes flustered and avoids eye contact because she's nervous about being accused, not because she's guilty. According to research on the Othello error, what is Marcus most likely to believe?

That Tina did not leak the information

That Tina might or might not have leaked the information

That Tina leaked the information

That Tina should buy him a taco.

None

6. 

During a job interview, applicants are asked questions about their qualifications. According to the four-factor model of deception, which of the following is expected when comparing honest applicants to those who lie on their resumes?

Honest applicants experience less cognitive load

Honest applicants show more signs of duping delight

Honest applicants are higher self-monitors

Honest applicants speak faster than liars

None

7. 

During a team meeting, Maria feels frustrated but smiles and nods politely to her coworkers. This behavior is an example of:

up-display

down-display

lateral display

central display

None

8. 

At an awards show, an actor is not really offended by a joke told by the host. When asked why he wasn't offended, he pretends he was actually very angry and starts yelling at the host. This is a/an…

up-display

down-display

about-to-slap display

central display

None

9. 

During a workplace audit, Carla becomes suspicious that her coworker may be falsifying reports. According to the opposing effects model, Carla's suspicion is most likely to:

Improve her ability to detect both lies and the truth

Make her worse at detecting both lies and the truth

Improve her ability to detect lies but make her worse at detecting the truth

Make her worse at detecting lies but better at detecting the truth

None

10. 

The behavioral adaptation explanation" has been used to explain duping delight"

True

False

None

11. 

The motivational impairment effect suggests that people who are more motivated to lie successfully may be easier to detect

True

False

None

12. 

The opposing effects model suggests that suspicion improves your ability to detect lies and impedes your ability to detect truth

True

False

None

13. 

The Four-Factor Model suggests that several factors affect a person's behavior while lying. These four factors include attempted control, _ , cognitive difficulty, and felt emotions

14. 

The positive emotion associated with successfully deceiving someone is known as _ delight.

15. 

Asking liars for more information tends to make observers less successful at detecting the liars' deception. This is known as the _ effect.

Time’s up

Essay Questions

1. The text offers several different answers to the question, “What is deception?” One approach distinguishes deceptive acts based on the type of lie told. Another examines liars’ motivations. Yet another examines the strategies for manipulating information. Discuss two of these approaches and provide examples of the different forms of deception each distinguishes.
2. Using what you know about the Four-Factor Model and Interpersonal Deception Theory, explain how a police interrogator might go about deciding whether a suspect was lying or telling the truth. Be sure to discuss each component of the model/theory in your answer.
3. Why do people tend to be lousy lie detectors? Discuss some of the factors that prevent them from accurately judging veracity. Are some people better at detecting lies than others? If so, who and why?