Guide A Small Deception

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Table of contents

Cues to detect deception are difficult to discover because behavioral differences between liars and truth tellers are tiny. A comprehensive analysis of the deception literature finds that liars are less cooperative and their stories less convincing. Unfortunately, these cues have only a weak connection with deception. This rate remains consistent even among professionals who make judgments as part of their job and amid changing circumstances. Investment professionals may have limited insight, which makes it hard for them to know when they should act on their judgments of deception. Rather than relying on one source of information, analysts may be better off using the mosaic theory to glean information from as many sources as possible.

Financial professionals were presented with three sets of videos and several conference call recordings owned by Bloomberg. They were then asked to determine the truthfulness of each one. The videos were provided by authors of deception detection research. The first set of videos was based on interviews with mock terrorism suspects. The second set dealt with a mock crime, and the third set involved high-stakes lies regarding the disappearance of a loved one. The conference call recordings featured such companies as Office Depot, Hansen Medical, and IndyMac Bancorp before they were exposed as having withheld information, an action resulting in SEC enforcement actions.

When participants were asked to judge whether corporate executives were telling the truth or lying, they made a correct judgment only How and when do we learn to lie? What are the psychological and neurobiological underpinnings of dishonesty?

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Where do most of us draw the line? These insights suggest that our proclivity for deceiving others, and our vulnerability to being deceived, are especially consequential in the age of social media. Our ability as a society to separate truth from lies is under unprecedented threat. Children learn to lie between ages. When I was in third grade, one of my classmates brought a sheet of racing car stickers to school to show off. The stickers were dazzling.

When the students returned, my heart was racing. Panicking that I would be found out, I thought up a preemptive lie. I told the teacher that two teenagers had shown up on a motorbike, entered the classroom, rifled through backpacks, and left with the stickers. As you might expect, this fib collapsed at the gentlest probing, and I reluctantly returned what I had pilfered.

My naive lying—I got better, trust me—was matched by my gullibility in sixth grade, when a friend told me that his family owned a flying capsule that could transport us anywhere in the world.

Preparing to travel on this craft, I asked my parents if they could pack me a few meals for the journey. These lies that my friend and I told were nothing out of the ordinary for kids our age. Like learning to walk and talk, lying is something of a developmental milestone.

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To study lying in children, Lee and his colleagues use a simple experiment. They ask kids to guess the identity of toys hidden from their view, based on an audio clue. For the first few toys, the clue is obvious—a bark for a dog, a meow for a cat—and the children answer easily. Then the sound played has nothing to do with the toy. The experimenter leaves the room on the pretext of taking a phone call—a lie for the sake of science—and asks the child not to peek at the toy. Frank Abagnale, Jr. Leonardo DiCaprio played Abagnale, who ran away from home at 16 and learned to survive by his wits, becoming a check forger, con man, and impostor.

The percentage of the children who peek and then lie about it depends on their age. Among two-year-old transgressors, only 30 percent are untruthful. Among three-year-olds, 50 percent lie. Kids also get better at lying as they get older. In guessing the toy that they secretly looked at, three- and four-year-olds typically blurt out the right answer, without realizing that this reveals their transgression and lying.

At seven or eight, kids learn to mask their lying by deliberately giving a wrong answer or trying to make their answer seem like a reasoned guess. Five- and six-year-old kids fall in between. In one study Lee used Barney the dinosaur as the toy. A five-year-old girl who denied having looked at the toy, which was hidden under a cloth, told Lee she wanted to feel it before guessing.

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Known as theory of mind, this is the facility we acquire for understanding the beliefs, intentions, and knowledge of others. Even at 16, kids who were proficient liars outperformed poor liars. On the other hand, kids on the autism spectrum—known to be delayed in developing a robust theory of mind—are not very good at lying. Valerie Plame, a former CIA agent, worked undercover for two decades. In her cover was blown and her clandestine career ended when Bush Administration officials leaked her name to a newspaper columnist. She and her husband say it was done in retribution for his claim that the White House had exaggerated intelligence to justify the invasion of Iraq.

What lesson did she take away from her years as a spy? The inside of the car, though neat, had a strong odor of sweaty socks, and the driver, though courteous, had trouble finding her way. When we finally got there, she asked me smilingly if I would give her a five-star rating.


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Later, I gave her three stars. I assuaged my guilt by telling myself that it was better not to mislead thousands of Uber riders. Ariely became fascinated with dishonesty about 15 years ago. Looking through a magazine on a long-distance flight, he came across a mental aptitude test. He answered the first question and flipped to the key in the back to see if he got it right.

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He found himself taking a quick glance at the answer to the next question. Continuing in this vein through the entire test, Ariely, not surprisingly, scored very well. In experiments he and his colleagues have run on college campuses and elsewhere, volunteers are given a test with 20 simple math problems. They must solve as many as they can in five minutes and are paid based on how many they get right. They are told to drop the sheet into a shredder before reporting the number they solved correctly.

A lot of volunteers lie, as it turns out. Sign up for our mailing list to receive ongoing updates from IFS. Interested in learning more about the work of the Institute for Family Studies? For media inquiries, contact Michael Toscano michael ifstudies. Thanks for your interest in supporting the work of The Institute for Family Studies. The Institute for Family Studies P. Box Charlottesville, VA If you would like to donate online, please click the button below to be taken to our donation form:.

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