Diagnosis of lies and insincerity in business communication. Denis Shevchuk business communication. Introduction to lie detection

If someone deceived you once, he is stupid, and if he deceived you twice, then you are stupid.

Somali proverb

In business interaction, lies and deceit are quite common, so every business person needs to learn to recognize the signals of lies. This recognition is possible at different levels: psycho-physiological, verbal and non-verbal.

Is it possible to fake body language? Most specialists in non-verbal means of communication believe that no, since in this case a person is betrayed by the lack of a complete correspondence between gestures, micro-signals of the body and spoken words.

Physiological symptoms of a lie of the interlocutor

dry mouth makes a person want to drink;

Dryness of the lips leads to their periodic licking;

Pupils constrict

breathing becomes heavy;

Changes in complexion

The mouth is crooked, the lips are tense, the person bites or chews them;

Blinking (blinking) becomes more frequent;

yawning begins;

Appears nervous cough, coughing;

frequent (or severe) swallowing of saliva.

Facial expressions and gestures with insincerity

The person who lies is usually:

Cannot sit still

pulls the edges of his clothes, shakes off the dust from it, removes the motes (real, and sometimes imaginary);

rubs hands, smokes heavily;

touches the head, straightens the hair, touches various parts of the face;

plays with any objects;

Cannot control the shaking in the knees;

seeks to hide his body, to take it out of your field of vision, leans on the closet; falls apart on a chair, moving down from it under a table, etc.);

bites lips or nails, scratches different parts of the body;

pulls back the shirt collar and intensively rubs the neck under it;

looking down, rubs one eye strongly;

avoids the gaze of the interlocutor or, on the contrary, constantly looks him straight in the eyes, obviously overacting;

swings his leg or directs his legs to the exit;

Mismatch between words and gestures (for example, nods with negative answers);

the body is turned away from the interlocutor, the head is lowered;

eyebrows frown or rise;

hands hide, move restlessly, palms unconsciously hidden;

a person holds on to an object or leans on it;

Periodically scratching or rubbing his nose, especially during a conversation;

smiles more often than the situation requires;

Covers the mouth with a hand during a conversation, keeps the hands close to the mouth or throat.

Verbal cues that tell lies

Eastern wisdom says: "You said once - I believed, you repeated, and I doubted, you said a third time, and I realized that you were lying."

· The business partner overemphasizes his honesty;

Complains of bad memory

Demonstrates an unreasonably dismissive, defiant or hostile tone, clearly provoking reciprocal rudeness;

· tries to cause your sympathy, trust, feeling of pity;

· uses evasive answers to questions;

Answers a question with a question.

A sincere person defends his sincerity when you express doubts about it, and evasive answers to direct questions do not fit into the concept of normal behavior.

Symptoms of lies, insincerity can be identified. To this end, do the following:

1) ask direct questions, looking directly into the eyes of the interlocutor, and watch his reaction;

2) look at the partner point-blank, with a clear expression of doubt about the reliability of his statements;

3) use speech, facial and other techniques aimed at activating the reactions of the interlocutor;

4) conduct a conversation in violation of the interlocutor's intimate zone, approach him from behind, from the side and from the front;

5) seat your interlocutor with his back to an open space (door, aisle, window);

6) turn your palms down to the floor;

7) use label questions (“isn’t it?”), the “choice without choice” technique (“now or later?”);

8) catching a lie, ask kindly: “Please repeat what you said!”.

If you suspect someone of lying, pretend to believe him; then he lies more rudely and gets caught. If in his words slipped the truth that he would like to hide, pretend to be unbelieving; he will speak the rest of the truth.

A. Schopenhauer

Questions for self-control

1. What are the physiological symptoms of the interlocutor's lies?

2. What is the difference between facial expressions and gestures with insincerity?

3. What verbal cues give out lies?

4. What should a business person do to identify the symptoms of lies and insincerity?

5. Is it possible to learn to lie by looking calmly into the eyes of a partner?

6. What non-verbal means of communication are used by dishonest partners to "mislead" gullible partners?

Each of us knows what False and insincerity. Sometimes in the course of communication, some seventh sense tells us that something is not right. We do not understand what is the matter, and after a while, having made sure of the unreliability of information, the unreliability of a person, we scold ourselves why we did not trust our intuition. After all, somehow we determined, even if inaccurately, insincerity interlocutor. AT business communication deception is a fairly common occurrence. In this area, as nowhere else, it is especially important for a person to achieve a profitable result, a favorable outcome for him, therefore, sometimes he is forced to resort to one form or another. deceit.

For personnel officer, specialist on personnel it is extremely important to know recognize insincerity and False in the words, behavior of both a potential employee at the interview, and a long-time employee of the company, trying once again to come up with an explanation for his lateness, etc.

How to determine and find out if the applicant (employee, colleague) is lying to you or not?

S.I. Ozhegov defines lies and deceit in the Dictionary of the Russian Language as follows: “A lie is a deliberate distortion of the truth, a lie”; “Deceit is a false idea of something, a delusion.”

Why do people still resort to unusual behavior from the very beginning? By understanding the true reasons for lying, you will be able to more successfully interact with your subordinates.

The very reasons for lying are very diverse and require in-depth research, both on your part, directly on the part of the "liar", and on the part of social psychologists. You yourself can find information that is deliberately distorted in any field of activity, in business, politics, where situations are often created that indirectly require deception.

The lie is especially pronounced when opposing interests collide, in the course of competition, rivalry, when the result, in particular, is achieved through tricks, dishonest moves, misleading the opponent, and distorting the image of the opponent.

Undoubtedly, there are situations when lying is justified. For example, during a crisis (political, economic, etc.), when truthful information can lead to negative consequences. Justified can be called a harmless, insignificant lie that does not cause damage. Lies, due to obligations to keep any information secret, also often find justification in society.

AT conflict situation a person is faced with a choice: preserving (even if only in front of himself) the image of an honest and just person or benefit, both material and non-material (prestige, position, etc.) from victory in a conflict situation. Often the choice is made in favor of the latter.

Psychologists have found that there are people who are initially predisposed to lying. They lie with or without reason, exaggerate, downplay or embellish the facts, often to their own detriment. There are no such people among "professional" liars, because "professional" lies presuppose a subtle, sophisticated mind, a developed logical thinking, cunning, the ability to get along with people, find contact with them, tune in to the right wave.

There is such a personal characteristic as "Machiavellianism". Western psychologists call this a person's tendency to manipulate other people into interpersonal relationships. A person hides true intentions, with the help of distracting maneuvers, he achieves that the partner, without realizing it, changes his primary goals. “Machiavellianism is usually defined as a person’s tendency to manipulate others in subtle, subtle, or non-physically aggressive ways, such as flattery, deceit, bribery, or intimidation,” write Western psychologists. Moreover, it has been noticed that people who have this trait is strongly expressed can behave like skillful liars, but they themselves recognize lies very poorly.

Often defined professional activity suggests lies. For example, when following the rules of etiquette, a person is faced with an alternative: to tell the truth and cause negative consequences, relationships, or to lie without consequences and avoid such reactions.

How to detect this distortion of the truth? To draw conclusions about the thoughts and intentions of a person by his facial expressions has long been inherent in people. The eyes are especially prominent. Pushkin in his story Captain's daughter”He described Emelyan Pugacheva in this way: “Live big eyes ran like that. His face had a rather pleasant, but roguish expression, "and also:" Pugachev looked at me intently, occasionally screwing up his left eye with an amazing expression of roguishness and mockery. The writer considered a shifting glance, a narrowed eye to be a sign of insincerity and intent to deceive.

Of course, one cannot draw such conclusions on any one basis. It has been established that lie recognition is possible at the following levels: psychophysiological, verbal (verbal) and non-verbal (facial expressions, posture, gestures). At the psychophysiological level, information comes in the form of external manifestations of functioning internal organs which are almost impossible for humans to control. At the verbal level - checking the logical consistency of information and compliance with non-verbal components of interaction.

Is it possible to fake body language and other components of behavior that can betray lies?

Experts in non-verbal communication say that it is not, and if it succeeds, then this leads to an inconsistency between verbal manifestations and non-verbal ones, which immediately catches the eye and indicates insincerity. For example, it is believed that open palms are a sign that the interlocutor is telling the truth. But if the deceiver smiles and deliberately uses this gesture, and at the same time tells a lie, he will be betrayed by other manifestations that testify to his insincerity. Such micromovements, microsignals appear for a fraction of a second and are often not visible, but, as a rule, they are noticeable to people with developed intuition and, of course, to specialists involved in the field of non-verbal communications. Such microsignals include curvature of the facial muscles, often asymmetrical, dilation or contraction of the pupils, rapid blinking, blush, and many others. In particular, in such situations, you feel that something is wrong, but you can not understand what exactly.

Psychophysiological symptoms of lying

So, the psychophysiological symptoms of a lie. We can say that a lie is not a characteristic manifestation of human actions. Therefore, in a situation of deception, the body, as it were, “expresses” its resistance to this, reacts to stress, and therefore behaves differently. These physiological manifestations are difficult to control for an ordinary person, unless, of course, he has perfect regulatory abilities, which not everyone can. First of all, it is:

trembling in the voice, body, which the interlocutor cannot stop;
rapid blinking;
a person strains his lips, bites them, “chews”;
above the upper lip, drops of sweat appear on the forehead;
frequent or severe swallowing of saliva;
desire to drink (due to dry mouth);
coughing (on a nervous basis), occasional stuttering is possible;
the voice acquires a different tone, not characteristic of the interlocutor, the rhythm and timbre change;
inconsistent restless breathing, may not have enough air, yawning;
discoloration of the face, pallor or redness, the skin may become blotchy;
palpitations, pulsation of blood in the temples, carotid artery;
twitching of the small muscles of the face (eyelid, eyebrow, etc.).

Gesticulation and facial expressions in case of insincerity

For most people, as we have already noted, it is more difficult to lie than to tell the truth. This explains the different from the usual behavior of a person who lies. He often changes his position, cannot sit in one place. His gestures become more active, he can make many unnecessary movements with his hands, therefore, by external manifestations, one can easily detect a person's excitement. A person who tells a lie often:

rubs his hands, fiddles with his fingers, scratches his neck, head, face for no reason;
fiddling with the edges of clothes, buttons, cuffs, fiddling with a pen, keys, playing with objects, senselessly rearranging bundles of papers, books that are nearby on the table, etc., imitating putting things in order;
smokes heavily, inhales more often than usual, coughs, touches the throat;
nervously bites lips, nails, pulls hair;
can't help trembling in the knees;
unconsciously hides, hides hands, closes palms of hands;
tensely runs his hand along the neck, intensively rubs it, as if it were numb, straightens the collar, jacket, laces;
unconsciously holds hands in the groin area (unconscious attempt to defend oneself);
often touches the earlobes, rubs them, scratches the nose;
when talking, brings his hand to his mouth, as if covering it, or holds his hand near the throat;
women can begin to carefully preen, tint their lips, powder, trying to distract themselves and distract the interlocutor from the conversation;
avoids looking into the eyes of the interlocutor (only for inexperienced people) or, on the contrary, constantly looks straight into the eyes, trying to seem frank, when approaching a partner, turns away for some reason, in fact, in order not to create direct direct eye contact;
lowers his eyes, looks down, intensively, tensely rubs them;
he seems to try to hide his body, “sticks” all over to the armchair when he sits, leans on the table, unnaturally leans against the closet, as if trying to find support, etc .;
involuntarily tries to hold on to some object (table, chair, diplomat), unconsciously trying to create some kind of protection for himself;
the torso takes a tilt back (“departure”);
smiles more often than usual, the smile is asymmetrical, unnatural, strained, not accompanied by muscle tension around the eyes.

It is very important to monitor the appearance of such actions. Similar behavior may occur when discussing a specific topic of conversation, if this is not a direct planned deception. Track exactly when your interlocutor begins to behave in this way, shows anxiety, excessive tension. At what phrase or in response to what your statement or question, he starts to get nervous, cover his mouth with his hand or look away.

Verbal cues that tell lies

Fixing only one non-verbal signals and psycho-physiological manifestations is not enough to determine how sincere your interlocutor is. In addition to directly observing the behavior of a person, of course, how attentive you are to his statements is important. Here we mean not only the semantic content of this or that message, but the nature and direction of the information that you receive. So, if in the course of communication your interlocutor abuses the following expressions, you should be careful in your conclusions and be careful enough.

1. If your partner avoids explaining some specific facts, refers to the lack of information , provided that these topics and questions are not related to those that cause him discomfort and memories.

I'd rather not talk about that...
Something I can't remember...
I don't see the point in this discussion...
I don't even know how to answer this question...
Don't ask me such stupid questions...
I didn't know you thought that of me...

2. Partner extremely persistent and stubborn emphasizes his honesty, repeats it for no apparent reason, insists on your confirmation that you believe him.

I swear on the health of my children, parents...
Yes, let me fail in this place if I lie ...
You have to, you just have to trust me...
It's as true as...
I swear to god I'm telling the truth, trust me, you can't help but believe...
You cannot doubt that I am telling the truth, I know you, you are always for justice...

No wonder the Eastern sages said: "You said once - I believed, you repeated, and I doubted, you said a third time, and I realized that you were lying."

3. Your interlocutor is trying to call you sympathy, trust, pity , referring to facts that previously had no meaning, tries to win over, although the relationship never assumed special closeness.

You know I'm an honest man...
You know me like no one else, I am not able to deceive ...
Well, here's someone who, but so that I ...
I have the same problems as you, but...
Someone who, and you will understand me, I'm sure ...

4. The interlocutor shows unfounded rudeness, straightforwardness, emphasizes the impossibility of questioning his words, hostile for no apparent reason that could cause him aggression or discontent.

Yes, I do not have to answer you!
You know what!
Yes, how could you think that you are not ashamed!?
I don't even want to talk to you after that!
What you say infuriates me, I am outraged to the core!
What would you treat me like that, but I will not allow this ..!
Do you think you are so smart, you can do anything!?

5. Partner uses evasive responses that do not contain any specific information, without explaining or answering your question :

See, just like I said...
I knew it...
Do you respect me?
Yes, you are serious...
I'm not at all sure about this...

As a rule, a sincere person will defend his truthfulness when you show your doubts about it, therefore ambiguity, evasiveness is unusual for a person in this situation. If your interlocutor is lying, then each time it will be more and more difficult for him to hide his lies and control his spontaneous behavior, so he:

makes more gestures that betray his nervousness, uncertainty, tension (see above);
distracts you with unnecessary questions, details that are not directly related to the case, "chatters" you with false information, sometimes begins to quickly pronounce and clarify his lie;
when repeated, it can be confused, give inconsistent information;
responds after long pauses;
often unreasonably shows aggression, discontent;
may complain of feeling unwell (it was you who brought him up with your suspicions!).

Factors that make it difficult to recognize a lie

In communication, in particular when it comes to negotiations, the interlocutors have an idea of what they have to say, how to respond to possible questions from your side. The ratio of complexly organized lies to the truth is calculated in advance. Therefore, the more thoroughly the partner prepared for a meeting with you (and if he simply had the opportunity to do so), the higher the likelihood that if there is a lie, you will not be able to recognize it.

The more you are disposed towards your partner, the more you trust him, the easier it will be for him to deceive you. Therefore, try not to mix business and personal relationships. on this issue, it will not hurt you to turn to KP N 11, 2002. But you should not go to extremes, suspecting everyone and everything of the intention to deceive you. This will already apply to clinical deviations, which, I hope, does not threaten you.

Further. Pay attention to what information is being discussed, i.e. who exactly is responsible for it. If another person, for example, a superior in position, is responsible for false facts, then the speaker will feel more confident, because. it reduces his guilt.

If the interlocutor is faced with the task of not distorting the information, but simply hiding it, then it will be more difficult for you to detect it. Therefore, at the slightest suspicion of understatement or the presence of other details, try to be vigilant. Watch your partner's behavior, his reaction to a particular topic under discussion, note what your interlocutor avoids, ask leading questions.

And another factor that makes it difficult to detect lies is the inability to see a person when talking to him. Remember that a telephone conversation is far from the best negotiation option, even if the clarification of the issue is urgent. Of course, the choice depends on what the negotiations will be about, how substantive and serious issues will be raised. However, do not forget that it is better to postpone an important issue for some time than to discuss it immediately, possibly losing some of the information you need in the process. Not in vain English proverb says: "Believe only half of what you see and none of what you hear."

Factors Facilitating the Diagnosis of Lies

Naturally, there are situations when, with all the desire, your interlocutor will hardly be able to hide his lie. For example, if a person is known in the team as a fighter for justice, as a decent person who is not able to lie, it will be difficult for him “a priori” to do this.

If your interlocutor needs to hide the true feelings that manifested in this moment conversation rather than information, it will be more difficult for him to do this. Not only will he have to manage his emotional state, which not everyone does brilliantly, he will also need to hide it under the guise of another emotional reaction. Such a discrepancy, if you wish, is quite easy to detect.

The significance of the lie for the liar has a strong influence. The greater the significance of a lie for a partner, the more a person wants to lie, the more he will be worried about his behavior, the more he will control himself, and the more obvious will be the mismatches between verbal, non-verbal signs, for example, words and actions, gestures and facial expressions, face and tone.

How to prepare for cheating?

If you suspect that your interlocutor is lying to you, do the following:

look at him point-blank, with an expression of doubt about the veracity of the information that he conveys to you;
ask him direct questions, looking into his eyes, and watch his reaction;
try to react with bright but light irony to some of his statements;
show your emotional state as much as possible, actively use facial expressions, gestures to evoke a response from your partner;
turn your palms down;
make your interlocutor feel uncomfortable, in particular, seat him with his back to an open space;
try interrupting him a couple of times with an unexpected question, thereby preventing him from expressing his false statement to the end and taking him by surprise, asking him to immediately answer question asked;
approach your partner, violating his personal space, going beyond his intimate zone.

These actions can confuse the interlocutor who is telling a lie, unbalance his thoughts and actions. This is necessary so that uncertainty, tension, nervousness, the inability to quickly collect thoughts and quickly answer questions prevent the creation of favorable conditions for the liar.

For most people, telling a lie is much more difficult than telling the truth. Therefore, the internal conflict of a liar is reflected in his external behavior, which he tries with all his might to control, in psycho-physiological manifestations that tell us treacherously that a person is extremely agitated and tense - in the words and statements of a liar, which are so often inconsistent, confused and sometimes inadequate. Be careful, but do not become a maniac, counting the number of blinks and beads of sweat on your forehead. Perhaps a person is worried about a completely different reason, and now there is nothing left to do but just let him calm down and come to his senses. After all, your employees and subordinates are people who tend to make more than just mistakes.

Are you cunning?

If you want to test whether you are cunning, able to coordinate in the right situation at the right time, show acting skills, try to sincerely answer “yes” or “no” to next questions test (I hope that your possible Machiavellian properties and desire to succeed everywhere will not prevent you from becoming absolutely sincere with yourself for a while).

No. p / p	Question	Answer grades
No. p / p	Question
	When you want to say something unpleasant, do you think that it might offend the interlocutor?
	When you are late for work, do you try to get to the workplace unnoticed?
	Do you ask colleagues, workmates to do for you what you do not want or are afraid to do yourself?
	Do you think that in any game it is better to lose honestly than to win dishonestly?
	When you try (or tried) to play a trick on someone, to play a trick on someone, did your partners and colleagues immediately understand whose hands it was?
	Can you tell your partner a deliberate lie in order to provoke him into frankness and concessions?
	Did you know how to cheat at school from a neighbor on your desk test without him or the teacher noticing?
	Do you always find a way to get what you really want?
	Do you know how to cheat so that no one notices?

Add up the points.

More than 6 points - you are an exceptional cunning, there is nothing that you could not achieve. But this has one drawback - cunning often leads to insincerity in dealing with people. Probably, it is worth being more open, at least in certain situations of business communication.

From 3 to 6 points - you are well versed in the reliability of information, you can catch the partner's insincerity and prefer to tell the truth. For business communication, this is a positive characteristic and an effective behavior strategy.

Less than 3 points - you, unfortunately, are very naive, you can be easily misled. Try to justify your credulity to your partner.

The counterintelligence officer must know, like no one else, that in our time one cannot trust anyone - sometimes even oneself.
Y. Semenov "17 moments of spring"

Deceive your neighbor, for one day he will deceive you twice and ... rejoice
Extract from the Quran

Lies are a scourge and an inevitable risky attribute of business. Typical signs of a lie are well known: asking the question again; repeating the question aloud to prepare a false answer; use of oaths and assurances of one's honesty; evasion of a direct question and excessive detailing of the answer; inconsistency and inconsistency of answers.

Ideomotor is uncontrolled external micromovements of muscles: trembling of fingers, movement of fingers towards the face as a protective reflex. A liar can be seen by the way he walks towards you in your office with the intention of lying. Cautious and soft steps are characteristic of deceitful behavior, the feet turn inward, the step is shortened, the legs are half-bent, springy, the person seems to be afraid of slipping. If a person begins to pace around the room, which is characteristic of reflection, then this may also indicate that the person begins to lie.

Gesticulation that accompanies speech. As a rule, a person gestures with his hands as a means of additional persuasion. The waving of the arms, the bending of the fingers, their warm-up, the figures of them - all these can be signs of a lie.

The movement of the legs during the negotiations, their tension and relaxation, the movement of the fingers and ankle up and down, the protrusion of the instep, the tapping of the toe without lifting the heel from the floor are evidence of the tense state of a person, characteristic of a lie. Therefore, it is better to observe the interlocutor in a deep armchair, and not at a table that hides his legs.

Eyes most often give out a liar: eye gleam - a sign of intraocular pressure - almost always accompanies a lie; pupil enlargement - the more excited a person is, the more their pupil dilates. "Fear has big eyes," we say. If a person lied, then his pupils dilate sharply. An experienced liar will immediately try to look at a bright light source, which also confirms the lie. Sometimes a liar sits in a dark place, puts on dark glasses without much need. This is the preparation of positions for imperceptible lies.

Blink frequency. Increased blinking frequency is a typical stress response to lies.

Fixing the gaze. The liar looks away, afraid of a gaze that reacts to a lie. An experienced liar lies, looking into the eyes. But that's what gives it away.

Dial test. Each digit of the dial corresponds to one or another area of a person's internal review: figurative memory - a look from 9.30 to 11 o'clock; symbolism - a look between 14 and 16 hours; synthetic zone where lies are invented - between 16 and 18 hours. In order to identify these zones in a person, you need to observe him, creating various situations for him. The test is very reliable.

Mimic reactions. Each person has their own characteristics of facial muscles. It is necessary to single out the groups of the most mobile muscles of the face: frontal, oral, ocular, temporal. Remember the facial expressions of a person during the period of lies and note this facial expression every time a person lies.

Smile. Smile at the person to elicit a response. Since the mood of a person does not instantly disappear, watch how quickly the smile on the face of your interlocutor disappears. The speed of his change of expression is an alarming sign for you.

Vasomotor reactions are the control of the lumen of blood vessels. A lie narrows the lumen of the blood vessels, as they say: "the blood drained." A person's face and hands turn pale. If a thief's hat is on fire, then a liar's hands get cold. A cold hand when shaking hands after a person has promised you something is the hand of a liar and he will not fulfill the promise.

Analysis of speech characteristics. When carefully listening to a person's speech, you can fix a change in intonation, timbre, vibration of his voice. Changes in the pace of speech - quickening or stretching - are common signs of a lie. Changes and distortions of diction, morphological and lexical changes, the appearance of keywords, jargon, slang that are not characteristic of this person are also a possible sign of a lie.

Motivation. Avoiding direct answers, explaining what you do not require to be explained, defensive reactions not provoked by you - all this may indicate a lie. By expressing doubt, you make the liar lie even more.

Changing the topic of conversation. Used to divert attention from previously told lies.

Diagram of the conversation. A logical examination of a person's statements helps to reveal lies.

Special methods. Observation of a person, his demeanor, clothing, paraphernalia, gestures, facial expressions allows you to identify a permanent liar.

Demonstration of faith in the lie of the interlocutor. Pretend that you believe the lie and at the same time carefully watch the liar. He relaxes, he thinks that a lie is perceived as truth.

2 Literature 1. M.Yu. Konovalenko. Cheating in business communication. –Rostov-on-Don, Bodalev A.A. Psychology of communication. - M. - Weinrich I.V. Linguistics of lies // Language and modeling. - M. - Dostoevsky F.M. Something about lying. // writer's diary. - m. - Duprat J. Lies. \Trans. from fr. – Saratov Znakov V.V. Untruth, lies and deceit as problems of the psychology of understanding // Questions of psychology. - - 2.

GB Vershinina3 Phenomenon of insincere business communication The effectiveness of solving business communication problems is determined by the degree of reliability of the information provided: only on the basis of reliable information can one adequately assess the situation and, accordingly, make informed decisions.

G. B. Vershinina6 1. The phenomenon of insincere business communication The communication of deliberately false information, regardless of the degree of intentionality, can be found in any field of activity: business, economics, politics, that is, where a situation often arises in which, with the help of distortion information can be achieved a certain advantage.

GB Vershinina7 1. Phenomenon of insincere business communication That is why the subject or group tries to use these mechanisms for personal purposes. Causes of lies in business communication Especially often untrue information is used: a aa a) in the course of rivalry, b bb b) unfair competition, c cc c) clashes of opposing interests.

G. B. Vershinina11 Peculiarities of solving social-perceptual tasks in conditions of insincere communication Solving social-perceptual tasks includes the perception, understanding and evaluation of a colleague, allows you to form an adequate image of the interlocutor and choose the appropriate style of communication and interaction.

GB Vershinina12 Features of solving social-perceptual tasks in conditions of insincere communication During the social perception of the interlocutor, the following are carried out: UeUemotional assessment of the other; Up an attempt to understand the reasons for his actions; UpUpredict his behavior.

G. B. Vershinina13 Features of solving social-perceptual tasks in conditions of insincere communication Cognition of the interlocutor implies the perception of not only his physical, but also behavioral characteristics, the formation of an idea of \u200b\u200bhis intentions, thoughts, abilities, feelings, attitudes (life principles), etc.

GB Vershinina17 Mechanisms of the process of perception Feedback - responses of the interlocutor. Causal attribution is a causal explanation of the interlocutor's actions when there is no information about the causes. It is carried out most often unconsciously, or on the basis of identification, or by assigning a partner to a certain stereotypical category of persons.

GB Vershinina18 Mechanisms of the process of perception This sometimes distorts the true characteristics of the interlocutor, since usually the communicants strive to make a positive impression on each other and, for this, unintentionally or consciously behave better than usual. Therefore, in order not to make a mistake in assessing the interlocutor, you need to know some ways of distorting the idea of \u200b\u200bthe other person. It:

G. B. Vershinina20 First of all, a person pays attention to the physical appearance of the interlocutor, then to the appearance (style of clothing, hairstyle, etc.); then - on the expression of a person (experienced or transmitted emotional states), behavior, supposed personality traits.

GB Vershinina21 The effect of the first impression The first impression is formed in the first 2-3 minutes and then subconsciously influences the person, as it has a certain stability. Factors influencing the first impression: The superiority factor (when an interlocutor who is somehow superior to a colleague in important parameter, is estimated higher and according to other significant parameters)

G. B. Vershinina22 Mechanisms of the process of perception Factor of attractiveness (there is a pattern that outwardly attractive people are rated much higher in other parameters) TFT Factor of attitude towards the observer (we evaluate people who treat us well or share some important ideas for us positive in other respects)

GB Vershinina26 Effects of the first impression The halo effect consists in the tendency to transfer previously received favorable or unfavorable information about a person to his real perception. Depending on this, either positive or negative assessments of the unknown qualities of the interlocutor prevail.

G. B. Vershinina30 Types of stereotypes Anthropological (associated with the external appearance of a person) Emotional and aesthetic (associated with the emotional and aesthetic appearance of the appearance, physical appearance of a person, behavior and communication features) Social (associated with the social status, occupation of the subject)

G. B. Vershinina33 In the process of business communication, an assessment of the external appearance and behavior of the interlocutor takes place, psychological features observed, as a result of which the observer develops his own attitude towards the interlocutor and, depending on this, further relationships are built.

G. B. Vershinina34 Considering that in conditions of insincere business communication, understanding is hindered by the interlocutor's desire to mislead the partner, it becomes important to take into account the whole complex of those features of the partner that can be observed and evaluated.

G. B. Vershinina36 Signs of insincerity To understand the falsity of information, it is necessary to analyze: outward manifestation insincerity (pantomime, tonality of speech and its components); attitudes of the interlocutor (his readiness for certain actions, predisposition to certain behavior); speech of the interlocutor (assessment of reliability based on one's own knowledge).

G. B. Vershinina37 Forms of distortion of information Falsehood (a statement based on delusion or incomplete knowledge) Falsehood (conscious distortion of the truth known by the interlocutor) Deception (half-truth that provokes a person who understands it to erroneous conclusions from reliable facts)

G. B. Vershinina39 Manipulations with information Selection (selective approach to information; reporting only those information that is beneficial to the addressee) source of information)

G. B. Vershinina40 Manipulations with information “Frame effect” (a variant of distortion, in which an appropriate design is created around the presented fact, presenting the phenomenon from a certain point of view) Turning over (substitution of goals, when one's goal is presented as the goal of another person)

G. B. Vershinina41 Manipulations with information Distortion (singling out some sides and hushing up others, exaggeration or understatement of something, putting forward the strongest arguments in one’s position, and the weakest ones in favor of the opponent’s position; hiding some information)

G. B. Vershinina43 Pushing (the interlocutor hesitates between several strategies of behavior; the partner pushes him in the right direction with certain actions or words; the victim deceives himself) Provocation (the interlocutor is forced to unprofitable actions, presenting it as a profitable or harmless business)

G. B. Vershinina51 Verbal methods of information distortion Non-verbal behavior contains a huge amount of information about a person, which a high degree reliability, since it is extremely difficult to consciously control it, and sometimes impossible (for example, under stress).

G. B. Vershinina55 2. Classification by Yu.V. Shcherbatykh Number of objects of communication Self-deception (illusions, situations of psychological defense) Group deception (one person deceives many) Mass deception (one group deceives another group) Mutual deception

Topic: "Techniques for diagnosing lies and insincerity in human communication, dangers in behavior."

Purpose of the lesson: train police officers to diagnose lies and insincerity in human communication, danger in his behavior at the visual and auditory levels.

Main questions:

1. Identification of lies and insincerity of a person based on the analysis of human speech statements.

2. Diagnosis of insincerity in human behavior based on his non-verbal reactions.

3. Signs of insincerity of the interlocutor.

4. Signs of aggressiveness, hostility, mistrust.

5. Signs of anxiety and anxiety.

6. Non-verbal danger signals.

Literature:

"Mystery of character. Reading character by face”, Kharkov, 1996
A.I. Papkin “Personal security of employees of internal affairs bodies. Tactics and psychology of safe activity”, M., 1996

Secrecy and lies are the cornerstones of criminal activity. The criminal, in the process of preparing for his criminal act, tries to persuade another person to his side, to gain his trust, while carefully disguising his criminal intentions and goals. The ability of employees of the internal affairs bodies to determine the insincerity of a person based on the smallest strokes of speech statements, reservations, inconsistencies in the narrative, as well as on the basis of non-verbal actions (gestures, postures, views) is the key to successful activity and ensuring personal security.

The detection of lies and insincerity of a person is possible on the basis of the analysis of a person's speech statements. True and false statements can be assessed by a number of signs.

Criteria for evaluating an utterance	truthful statements	deceitful statements
Competence and awareness	Often go beyond the knowledge of a person and his awareness. He usually builds truthful judgments on the basis of not only personal experience, but also those factors that I actually saw or heard about them from other people, or read about them in books, newspapers, etc.	Usually limited by the experience, qualifications and education of a person, as well as his ability to fantasize. In addition, fabrications can be built on the basis of typical options for actions that have precedents in real life, literature, cinema, etc.
Speech characteristics of statements	As a rule, they are formulated in their own words, reflecting the real outlook of a person, his life experience and education.	Deceptive speech constructions, in order to give them greater significance, are replete with complex terminology (medical, legal, etc.), and also indicate the use vocabulary, unusual for this person in accordance with his qualifications, education and life experience
Uniqueness of statements	Truthful judgments are always individualized and unique. They have more details, events and specific individuals involved.	False statements are more schematic, stereotyped, devoid of particulars, details, specific characters. Often, with regard to such statements, it may be assumed that you have already heard them somewhere and once.
Emotional richness and persuasiveness of statements	Truthful judgments are always accompanied by strong emotions and the persuasiveness of a person's speech. He tells the truth, it is difficult to confuse him, make him retract his words, change his point of view	Deceitful speech constructions are accompanied by less emotion. Sometimes emotions are staged. It can be suspected that emotions and experiences are artificial and deliberately demonstrated by a person. He tries to achieve the persuasiveness of statements not through speech saturated with emotions, but by referring to other persons confirming words, actions and deeds.
Seeming inconsistencies in statements	Paradoxically, but in truthful judgments one can often meet inconsistencies, inconsistencies in details, which reflects the real contradictory life	In false judgments, there are usually no inconsistencies, absurdities, all facts are “smoothed out” and agreed upon. This circumstance often indicates the insincerity of a person.
Role position of the speaker	In truthful statements, the true personal position of a person, his conviction is manifested. He speaks in his own name, without taking, not peculiar to him social role(law enforcement officer, doctor, government official)	In deceitful speech constructions, the position of an outside observer is more often manifested (“this is usually done”, “this is how they say”, “this is how they should act”, etc.). In addition, it is possible for the speaker to artificially occupy a position that is beneficial for him and enjoys public support (“fighter for justice”, “criticism of social shortcomings”, etc.)

A person, for various reasons (lack of life experience, education), can be honestly mistaken, and therefore, with the obvious falsity of statements, one cannot always conclude that information is deliberately distorted. A conscientious delusion is associated with difficulties in perceiving, processing, remembering and reproducing information about a particular event. In this regard, a person can involuntarily combine unrelated facts, exaggerate the size, duration of an event, add unusual features, distort forms and structures, identify dissimilar objects, etc.

Often the diagnosis of insincerity in human behavior is carried out on the basis of his non-verbal (non-verbal) reactions. The human subconscious works outside of his personal control. Therefore, one can observe contradictions between speech statements, on the one hand, and body movements, postures, facial expressions and gestures, on the other hand. Non-verbal language often "with the head" betrays a person who is telling a lie.

Watching non-verbal communication(gestures and movements) of a person is one of the informative methods that a person uses in the process of communicating with other people. It is generally accepted that more than 50% of information is carried by gestures and facial expressions. They reflect the state and attitudes of people.

A person rarely thinks about what movements he makes during a conversation and it often turns out that not words, but reactions, gestures, facial expressions make it possible to more objectively judge the true intentions and motives of behavior.

The combination of gestures and body movements, their consideration in the context of a particular situation, reveals the real truth about a person’s feelings and his attitude to a particular event. "Reading" gestures, facial expressions and postures allows you to get additional information about the interlocutor.

Signs of insincerity of the interlocutor.

To determine whether a person is telling the truth or deceiving, it is enough to pay attention to his palms and how he holds them. Open palms are associated with truthfulness and honesty. An unconscious gesture, when a person does not hide his hands, but, on the contrary, shows one or both palms, indicates that he is frank and honest, and tells himself truthfully. Hidden palms may indicate a lack of truthfulness and sincerity of the interlocutor.
The gesture of covering the mouth serves as a sign for recognizing insincere behavior of a person. The use of this gesture at the moment of speaking indicates that the person is trying to deceive. The hand covers the mouth and the thumb is pressed to the cheek - this is the characteristic movement of an insincere person. This gesture can also denote doubt, uncertainty or exaggeration of a real fact.
The gesture of "touching the nose" also indicates an unconscious attempt to hide a lie. It can take several forms - a light rub under the nose, or one quick and subtle touch to the nose, as well as several light blows to the nose (especially in women).

Given, predicament. Variations: touching the earlobe; eye rubbing; scratching of the neck; collar pull. If such movements take place, you should doubt the sincerity of your interlocutor.
Signs of aggressiveness, hostility, mistrust.

1) Strongly clenched hands as a signal of a person's negative experiences. This gesture has three main positions: the hands are clenched directly in front of the face; clenched hands lie on the table or on the knees if the person is sitting; and the hands are clasped in front of the man when he is standing.

In all these cases, it should be stated that a person has a state of hostile attitude, subject to unjustified expectations and unfulfilled plans. He tries to hide his negative attitude. It can be argued about a state of disappointment, suspicion and mistrust. It should also be noted that the sincerity of such a person is very doubtful. He is overly tense, constrained, difficult to communicate.

2) The gesture "arms crossed on the chest while clenching the palms into fists" indicates a hostile attitude. The person is going to attack the other, as it were, with some kind of hidden objection and hostile distrust.

offensive position in this case says that a person experiences strong feelings and emotions and restrains "shock" movements.

3) As a result of research by the American psychologist Gerald Clore, a list of behavioral signs reflecting antipathy was created. These include:

frowning,
unwillingness to look into the eyes of the interlocutor,
walking from place to place
yawn,
smile,
picking teeth,
head shaking,
nail cleaning.

4) The most natural way to demonstrate your position is to expand your personal space. Men often stand "hands on hips", which is basically a sign of aggressiveness, but in reality means: "I am ready for action as soon as it is required." People making wide gestures in space are perceived as majestic and powerful.

5) A person moving along the perimeter of the room seeks to clear the space around him, to outline "his territory".

Signs of worry and anxiety.

1) Tapping on the table or on the floor with your foot, clicking the cap of a pen - these are typical gestures indicating a state of mental imbalance, a desire for peace and satisfaction. The interlocutor is depressed, is in a state of anxious expectation, impatience, is clearly worried about the course of the interview. The gestures he uses indicate the excitement that he experiences in connection with a certain situation, a negative emotional state.

2) Rubbing the palms or slowly wiping wet palms on a cloth indicates a condition nervous tension, as well as waiting. The interlocutor is anxious, experiencing excitement and anxiety.

3) Laying the legs on the leg - in a sitting position - a gesture used to express an excited state or a defensive position. At the same time, the mood of a person has a negative connotation, impatience, discontent and disagreement are expressed.

It should be noted that this gesture can also be interpreted as an attempt to create an informal relaxed atmosphere.

Non-verbal danger signals.

Among the dangerous conditions of people should be attributed: alcohol and drug intoxication, mental anomalies. The practice of the internal affairs bodies shows that the presence of a person in any of these states often creates the preconditions for him to commit an unlawful encroachment, resist police officers, consciously or unconsciously commit violent acts against law enforcement officers. Timely diagnosis of a dangerous condition in a particular person allows you to take appropriate preventive, protective and suppressive measures in relation to his actions.

The main methods of diagnostics are observation and conversations with a suspicious person.

In a state of alcoholic intoxication, the level of criticality and self-control of a person decreases, the nature of the perception of other persons and their speech messages changes, and the degree of impulsivity, incontinence and aggressiveness often increases. It is possible to identify specific behavioral indicators corresponding to each of the three stages of intoxication, bearing in mind that from the point of view of law enforcement, mild and moderate intoxication is the most dangerous.

Stages of intoxication

Light

Medium

heavy

In a state of mild intoxication, a person is characterized by euphoria, an increase in self-esteem and the level of claims, a decrease in criticality and concentration of attention, increased self-confidence, and resentment.

Movement is activated. Hyperemia is observed, often leading to a change in complexion (redness).

A person in this state overestimates his physical and intellectual capabilities.

With pronounced alcohol intoxication, a sense of proportion in relation to others is lost, instincts are exposed, reactions to external stimuli acquire a clear affective coloring.

Minor facts can cause anger, rage, and so on.

The connectedness of thinking is lost, motor reactions are disturbed, there is a noticeable stagger when walking, pain sensitivity decreases, orientation in the surrounding space decreases to a large extent.

A severe degree of intoxication is characterized by an increase in the inhibitory effect of alcohol on nervous system. Disturbed orientation in the surrounding space. There are serious difficulties in movement, a tendency to lethargy, drowsiness, pain sensitivity is sharply reduced.

Violated vegetative-vascular functions, expressed in