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Sean Kinney

Tech people talk a lot about whether an open or closed ecosystem is better for business. A closed system is a platform that only interacts with tools that are inside or compatible with that platform.

What Open Versus Closed Ecosystems Mean for Your L&D Tech

Want to know how to spot a liar? Just listen closely—they will tell you. A recent experimental study looks at the language of deception and finds that liars use more words than the truth tellers, swear more, and use more third-person pronouns. (Check out: Evidence for the Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths, published in the journal Discourse Processes.)I agree with these findings, but it doesn’t tell the whole story. If you only analyze the spoken words, you miss an array of body language and paralinguist cues that also indicate deception. Here are a dozen nonverbal signals that will help you spot a liar.1. Pupil dilation. One nonverbal signal that is almost impossible to fake is pupil dilation. The larger pupil size that nearly all people display when telling a lie can be attributed to an increased amount of tension and concentration.2. Change in blink rate. In general, blink rates increase with stress levels. But a unique pattern has been associated with deception. A study at Portsmouth University shows that a person's blink rate slows down as he decides to lie and stays low through the lie. Then it increases rapidly (sometimes up to eight times normal rate) after the lie.3. A fake smile. It’s hard for liars to give a genuine smile while seeking to deceive. Real smiles crinkle the corners of the eyes and change the entire face. Faked smiles involve the mouth only and are often asymmetrical.4. Retracted lips. Lip retraction (lips are compressed and pulled back between the front teeth) is a common reaction when people are drawn or maneuvered into a discussion in which they feel they must hold something back.5. Duper’s delight. A fleeting smile after an untruthful statement that indicates someone believes they have fooled you.6. Face touching. A person’s nose may not grow when he tells a lie, but watch closely and you’ll notice that when someone is about to lie or make an outrageous statement, he’ll often unconsciously scratch, rub, or cover his nose. Mouth covering is another common gesture seen when very young children are being untruthful. Adults have learned to eliminate this “give-away” display, but the unconscious urge remains. It is not uncommon to see liars bring a hand to their faces to brush the side of their mouths or to touch or even cover one cheek.7. Vocal cues. Paralinguistic signals (how you say what you say) that often indicate lying include vocal tone, which usually rises with stress level, as vocal chords constrict, and a noticeable slowing down of speech rate typical of unpracticed liars.8.  Foot movements. Because feet are the farthest from your brain, they are the hardest area to control. When lying, people will often display nervousness and anxiety through increased foot movement. Quite unconsciously, feet will fidget and shuffle, and ankles may cross and “lock,” pull back under the chair, or wind around the legs of chair. Feet will stretch and curl to relieve tension, rock from side to side in an effort to self-pacify, or point towards the door (signaling a desire to exit).9. Unusual stillness. Sometimes, in an effort to stop their gestures from "giving them away,” liars (inveterate ones, particularly) will make themselves sit or stand with unnatural stillness. Remember, the first reaction to stress (and lying is stressful for most of us) is not “fight or flight.” It’s “freeze.” This “statue effect” is a very useful cue, and is most revealing when it is in direct opposition to a liar’s more normally relaxed behavior. (I’ve seen people freeze mid-gesture, as they suddenly realize that their body language may be inappropriate.)10. Decreased illustrators. Because liars are less spontaneous than truth-tellers, they use fewer illustrative hand gestures (pointing, drawing a picture in the air, holding their hands apart to show a measurement) to help tell their stories.11. Partial shrug. A partial (abridged) shoulder shrug usually indicates that a person lacks confidence and conviction in what she is saying.12. Longer/shorter response time. If you ask a question that should require some thought, and the reply is a snap answer, the quick response is often a sign of a planned and rehearsed lie. When prepared, deceivers start their answers more quickly than truth-tellers. If your question comes as a surprise, however, liars will often take longer than usual to respond – simply because the process of inhibiting the truth and fabricating a lie to replace it is more complicated than answering the question honestly.Nonverbal cues are easier to detect when the liar has a greater motivation to deceive or when the liar is tired. Both have to do with added cognitive load. When the stakes are high, added pressure makes the liar pay closer attention to making the story sound plausible and not enough to possible nonverbal giveaways. When someone is exhausted, they have fewer cognitive resources to give to the mentally taxing process of lying.So, if you want to spot a liar, listen closely. But you’ll have greater success if you listen and watch at the same time.To read the prior blog posts in this series, please go to 10 Simple and Powerful Body Language Tips or 6 Ways to Deal With the Body Language of Disengagement

If You Want to Spot a Liar, Listen and Look

One of the easiest mistakes to make in a business encounter with someone is to misjudge how much space the other person needs.One night not long ago I sat in a restaurant watching two men at the bar. Since I was close enough to overhear their conversation, I knew that one man was in sales and the other was a potential buyer. By the time they’d finished their drinks, I also knew the deal was dead. And it wasn’t because of anything that was said. In the midst of a normal getting-to-know-you conversation, I watched the salesman move so close to his prospect that the potential buyer began, very slowly, to inch away. This went on for some time, but finally the buyer could stand it no longer. He excused himself to make a phone call—and left the restaurant shortly afterward. To describe phenomena like territoriality among office workers, the anthropologist Edward Hall coined the word “proxemics.” And it was he who first noted the five zones in which people feel most comfortable dealing with one another. It’s as if we’re standing inside an invisible bubble that expands or contracts depending on our relationships.The intimate zone (0-18 inches) is reserved for family and loved ones. Within this zone we embrace, touch, or whisper. This close contact is appropriate only for very personal relationships.The close personal zone (1.5-2 feet) is the “bubble” most of us in the United States like to keep around us. This zone is used for interactions among friends or familiar and trusted business partners. The far personal zone (2-4 feet) is for interactions we prefer to conduct not just figuratively at arms’ length, and in this zone we can communicate interest without the commitment of touching.The social zone (4-12 feet) is appropriate for most daily business interactions. It is where we interact with new business acquaintances or at more formal social affairs.The public zone (more than 12 feet) is mostly used for public speaking.The amount of space required to feel comfortable varies from individual to individual. People who don’t like being touched will tend to keep their distance from others. People who touch others while talking will want to get close enough to do so. Space needs also can vary with the amount of trust in a relationship. A general rule is: The greater the distance, the lower the level of trust.Gender plays an important role too. Men who don’t know each other well tend to keep a greater distance between them than women who have just met. This difference in interpersonal distance as determined by gender is even true in Web 2.0’s virtual worlds (like Second Life).And, of course, the comfortable distance between participants varies (a lot!) with culture. In the U.S., most business relationships begin in the social zone. As relationships develop and trust is formed, both parties may subconsciously decrease the distance to more personal zones. But if one of the parties moves too close too soon, communication can break down. People who feel powerful and confident usually control relatively large areas of physical space, extending their arms and legs and generally taking up more room. In doing so, they may unknowingly infringe on another person’s territory.Or they may purposely stand too close to someone to make the other person feel self-conscious or insecure. Police interrogators often use the tactic of crowding a suspect, assuming that invasion of the suspect’s personal space (with no chance for defense) will give the officer a psychological advantage.I’ve also seen managers standing uncomfortably close to employees in order to emphasize their status in the organization. Not a good idea. Scientists agree that people’s territorial responses are primitive and powerful. And a mistake here can trigger a truly deep-seated response. When someone comes too close to you in an undesirable way, your heart rate and galvanic skin responses increase. Probably, you will then try to restore the “proper” distance by looking away, stepping behind a barrier (such as a desk, chair, or table), crossing your arms to create a barrier, pulling back to create space, or tucking in your chin as an instinctive move of protection. You may even find yourself rubbing your neck so that an elbow protrudes sharply toward the invader.Getting too close is an especially improper business move in circumstances where workers, colleagues, or clients are in danger of feeling emotionally or physically threatened by invasion on their personal space. Anyone who oversteps space boundaries is perceived as rude, aggressive, or socially clueless.So keep your distance. Respecting another person’s space can help you build rapport with your colleagues and close sales with your customers.This article was originally posted on http://www.ckg.com/. For more on body language in the workplace, check out Carol’s previous blog article in this series.

Sean Kinney

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