1. PERSUASION SOCIAL INFLUENCE & COMPLIANCE GAINING
Robert H. Gass & John S. Seiter

2. Chapter 12
Deception

3. DECEPTION AS A FORM OF PERSUASION
Deception is a form of persuasion
It is intentional, purposeful communication.
It seeks to alter beliefs, attitudes, impressions about another.
It involves two or more persons.
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4. MOTIVATIONS FOR LYING Lie to benefit another Lie for affiliation
Lie to protect privacy
Lie to avoid conflict
Lie to appear better (self promotion)
Lie to protect self
Lie to benefit self
Lie to harm another (malicious intent)
Lie for amusement (duping delight)

5. INFORMATION MANIPULATION THEORY
Liars manipulate the quantity of information.
Not telling the whole truth
Liars manipulate the quality of information.
Distortions, exaggerations
Liars manipulate the manner in which they present information.
Ambiguity, vagueness, equivocation
Liars manipulate the relationship or relevance of information.
Irrelevant statements, nonresponsive information
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6. Four FACTOR MODEL Arousal: Lying increases anxiousness, nervousness.
Attempted control: Liars try to control signs of arousal.
Sending capacity hypothesis: Liars know the face has high sending capacity.
Liars concentrate on controlling facial cue leakage.
Nervous energy leaks in other ways (legs, feet)
Affective factors: Lying triggers negative emotions.
Guilt, fear
Cognitive factors: lying requires more mental effort.

7. INTERPERSONAL DECEPTION THEORY
strategic behaviors (intentional behaviors and plans)
uncertainty and vagueness (few, sketchy details)
nonimmediacy, reticence, withdrawal (psychological distance, disinterest, aloofness)
dissociation (distance self from message, fewer “I” or “me” statements)
image and relationship protecting behavior (smiling, nodding)
nonstrategic leakage (unintentional leakage)
arousal and nervousness
negative affect
incompetent communication performance
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8. PERSONALITY FACTORS
Machiavellian personalities tend to be better liars
High self monitors tend to be better liars
People skilled at expressing feelings and emotions are better liars
Trained actors can play roles convincingly—demonstrating that deception is a skill
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9. EASY LIES AND DIFFICULT LIES
Prepared lies (rehearsed) are easier to tell than spontaneous lies
Lengthy lies are harder to tell than shorter lies
Emotional lies are harder to tell than unemotional lies
Lying about transgressions is more difficult

10. MOTIVATIONAL IMPAIRMENT EFFECT
High stakes lies are more difficult to tell
High stakes liars tend to over- control their behavior
Note: In real-life settings, as opposed to the laboratory, penalties for lying can be more severe
divorce, prison, execution
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11. DETECTING DECEPTION
On average, people are only about 54% accurate in detecting deception
Veracity effect: People are better at spotting the truth than lies
Truth bias: People tend to assume others are telling the truth
Wrong subjective cue hypothesis: People tend to focus on the wrong cues when detecting deception
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12. DETECTING DECEPTION--continued
Familiarity bias: doubled edged sword
We are familiar with friends, intimates and family member’s behaviors
But
We may exhibit a truth bias with familiar others
Expressing suspicion makes liars try even harder
Probing effect: asking questions does not increase accuracy of deception detection
Probing heuristic: 3rd parties tend to view probed liars as more honest
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13. DETECTING DECEPTION--continued
Imposing cognitive load:
lying requires more mental effort
The more mental exertion, the more likely a liar will slip up
Telling a story backwards increases cognitive load
Strategic use of evidence (SEU):
wait to reveal contradictory evidence
Don’t play your hand too soon
Context sensitive information:
take situational/contextual cues into account