Spotting When Company Heads Lie in Research
Few of us would doubt that lying can be a useful skill. Still it was surprising to see this month’s Harvard Business Review report on a study that offered some tips to executives on the subject – both on detecting and hiding the clues.
The research by a professor at the Columbia Business School revealed that successful lying requires the confident assertion of power: “A sense of power buffers individuals from the stress of lying and increases their ability to deceive others.”
There are distinct involuntary and physiological clues exhibited by people who are lying, telltale signs that can be spotted by those trained to detect them: “involuntary shoulder shrugs, accelerated speech, . . . cognitive impairment, and emotional distress.” So those who can suppress these signs or cover them over with contrary signals have a real advantage. On the other hand, the average person’s ability to know that he is being lied to is no better than chance.
“Powerful people like CEOs are better liars, and most people are bad at spotting liars.”
In a recent AFS SME study we set up leaders by asking firstly whether they thought their organisation was 'Environmentally Friendly' – 75% Yes' then checked this against questions on their actual activity – result - less than 20% friendly.
Clearly, the greater likelihood to lie or spin propaganda has an impact generating research data, especially where claims cannot be as easily cross checked or verified.
But why has lying now become such an important subject of research?
Why in business schools?
Why reported in HBR?
One obvious answer to all three questions is that lying has become increasingly common. We see obvious examples in Wall Street executives testifying before congress, evading tough questions about their responsibility for the recession and coming up with disingenuous arguments against regulation. Similarly, energy companies have economized on safety, a fact exposed by the recent mine disaster in West Virginia and the oil leak in the Gulf of Mexico. Tobacco companies suppressed information about lung cancer, etc. etc. The naked self-interest of many is becoming more and more difficult to conceal. Even our Opposition leader admits he could not be taken on face value sometimes.
So appearing to believe what you say gets to be more and more important, and conviction becomes a skill to be studied and taught. HBR, as usual, is just trying to be right where the action is. But this propaganda effects research, impedes truth, protects illusion.
How accurate are most people at spotting liars? 50% to 60% Chance.
Barely better than random guessing. It’s unsettling to combine those two facts: Powerful people like CEOs are better liars, and most people are bad at spotting liars.
Average number of shoulder shrugs made by a high-power person when lying: 1.4
Average number of shoulder shrugs made by a low-power person when lying: 4.3
At the very least researchers should know what to look for...
Verbal and Non-Verbal Cues
The nonverbal cues are extremely reliable to people who are trained to detect them. When people commit a high stakes lie, they do involuntary, unnatural half-shrugs and speak faster. Control questions about the weather can indicate how fast a person talks and how much they shrug normally. Trained experts are about 90% accurate in telling when people are lying based on these nonverbal cues.
But do these cues just reflect stress. No. While cortisol increases under any kind of stress, the nonverbal “tells” of anxiety are different. You’ll see people manipulate objects; they’ll flip the cap on a water bottle or roll a pen. They’ll fidget and do things like stroke their arms. Anxiety is non-goal-directed arousal. It’s just stuff coming out. Liars are trying to suppress something, so the cues are different.
Telltale Signs of Lying
For most people, lying is stressful and produces involuntary physical reactions. Disturbingly, high-power liars don’t display these telltale signs, Carney’s research shows.
Speech
Liars utter more syllables per second at a higher pitch, and repeat words and sentences more. (Rudd does this)
Shoulders
Liars shrug more but in trying to suppress the lie, produce a distinct half-shrug (Howard did this.)
Cortisol
Liars’ saliva contains a higher concentration of this stress hormone.
Eyes
Liars’ pupils dilate.
Mouth
Liars press their lips together and involuntarily smirk when they think they’ve gotten away with a lie.(Abbot)
Training Spotting
Practice, practice, practice, its easy to pick up on the cues by watching Lateline and Lateline Business interviews – and the high stakes moments of truth are easy to read, the toughest interview questions follow the easy initial introductions.
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