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Three
Primers from NLP to detect lies and deceit
Primer
1 - Don’t Accuse - Allude
Asking a person
outright, “have you been cheating on me”, will put him on the defensive.
The objective here is to ask a question that does not accuse the person
of anything but alludes to the person’s possible behaviour.
If he doesn’t
realise you’re implying anything, then he’s probably not guilty. But
if he gets defensive, then he knows what you’re getting at. The only
way he could know is if he is guilty of the accusation. The point is,
an innocent person shouldn’t have a clue what you’re alluding to.
You don’t want
the question to be accusatory or too broad. For example, if you suspect
someone of murder, you wouldn’t say, “kill anyone last weekend?” And
asking, “how was your day?” Is clearly too broad.
You want the question
to be framed in such a way that he will get suspicious of your asking
only if he is guilty. He won’t react unusually if he isn’t, but as if
it were an out-of-the-ordinary question. If you asked your neighbour
whether space aliens had landed on her front lawn, you wouldn’t expect
her to respond seriously at all. She may answer jokingly or just laugh
it off entirely. And you certainly wouldn’t expect, “why do you ask?
Did someone say something to you?” This response is curious for a question
that should be taken as absurd.
When you ask the
question, be matter-of-fact. Don’t square off. You don’t want him defensive
unless he has a reason to be. Beware of all the clues to deceit, particularly
the one about a guilty person continuing to add more information as
he thinks of it and without your prompting.
Now, whatever
is on the person’s mind will reveal itself in the conversation that
ensues. If he’s innocent of what you suspect him of, then he’ll answer
casually and leave it at that. However, if he’s guilty he will want
to know what you’re thinking because he’s not sure why you’re asking
the question. So he’ll question you about your question.
Examples
of Phrasing Perimeters
The key is to
phrase a question that sounds perfectly innocent to an innocent person,
but like an accusation to the guilty.
SUSPICION: You
think that your employee was fired from his last job because he stole
from his previous employer
QUESTION: “Do you still keep in contact with your old boss?”
SUSPICION: You
feel that your boyfriend/girlfriend was unfaithful the night before
QUESTION: ”Anything interesting happen last night?”
SUSPICION: You
think a co-worker told your secretary that you have a crush on her
QUESTION: “Heard any good gossip recently?”
Any answers such
as “Why do you ask?” Or “Where did you hear that?” Indicate concern
on the person’s part. He should not be seeking information from you
if he does not think that your question is leading. He should also not
be interested in why you’re asking the question unless he thinks that
you may know what he doesn’t want you to.
Primer
2 - Similar Scenario
This primer works
by introducing a scenario similar to what you suspect is going on. There
are two ways to do this - specific and general. This primer deals with
specifics, while Primer 3 takes the general approach. This works well
because you’re able to bring up the topic without being accusatory.
SUSPICION: You
suspect one of your salespeople has lied to a customer in order to make
the sale
QUESTION: “Jim, I’m wondering if you could help me with something. It’s
come to my attention that someone in the sales department has been misrepresenting
our products to customers. How do you think we can clear this up?”
If he’s innocent
of the charges he’s likely to offer his advice and be pleased that you
sought his opinion. If he’s guilty he’ll seem uncomfortable and will
assure you that he would never do anything like that. Either way, this
opens the door to probe further.
SUSPICION: A hospital
administrator suspects that a doctor was drinking while on duty.
QUESTION: “Dr Marcus, I’d like to get your advice on something. A colleague
of mine at another hospital has a problem with one of her doctors. She
feels he may be drinking while on call. Do you have any suggestions
on how she can approach the doctor about this problem?”
Again, if he’s
guilty he’ll seem very uncomfortable. If he’s not drinking on duty,
then he will be pleased that you sought his advice and offer it.
Primer
3 - It’s Amazing, isn’t it?
With this primer,
you still bring up the subject, but in a general way. Casually broaching
the subject in this manner provides great insight into the person’s
innocence or guilt.
SUSPICION: You
think a student has cheated on her exam
QUESTION: “Isn’t it amazing how someone can cheat on a test and not
realise that I was standing behind her the entire time?”
SUSPICION: You
suspect a co-worker of bad-mouthing you to your boss
QUESTION: “It’s
amazing all the backstabbing that goes on around here, isn’t it? And
these people doing it think that it won’t get back to the person involved”
SUSPICION: You
think that your girlfriend may be two-timing you
QUESTION: “It’s amazing how someone can be unfaithful and expect not
to get caught”
Again any answer
that prompts a response such as “Why do you ask?” Or “Where did you
hear that?” Show that your question concerns him.
Sometimes there
is no need to confront someone who we feel has lied. We just want to
know for ourselves. In instances like these it is not necessary to finish
the attack sequence. Just use the primers to satisfy your own curiosity,
or use the techniques in part 3 which allow you to discreetly gather
information.
Note: Two other
responses are possible for primers 2 and 3. The person may begin to
speak generically about the subject or change it completely. A change
in subject is highly indicative of guilt. However, if he finds your
question interesting and he’s innocent, he might begin a conversation
about it. This is a strong indication of his innocence, because he is
unafraid to discuss the subject, and hasn’t probed why you have even
brought it up.
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