✅ FREE ACCESS: Mindset Mastery: 7 Productivity Keys For High-Performing Leaders
What if you could detect lies in real time like a human polygraph?
Well, in the book Never Split the Difference Chris Voss, former FBI hostage negotiator, talks about a study of the components of lying, researched by Harvard Business School that provides a framework for that.
He says:
“Harvard Business School professor Deepak Malhotra and his coauthors found that, on average, liars use more words than truth tellers…
…liars tend to speak in more complex sentences in an attempt to win over their suspicious counterparts.”
Harvard researchers called this the Pinocchio Effect because, just like Pinocchio’s nose, the number of words grow with the lie.
From this framework, we can derive 5 steps to detect lies through speech patterns.
Step 1: Spot Overly Complex Explanations
The first step to detect lies using speech patterns is to Spot Overly Complex Explanations.
This overcomplication serves to distract and convince you of their honesty.
How to detect: Ask straightforward questions and note if the answers are disproportionately elaborate.
For instance, a simple question like, “Where were you last night?” shouldn’t require a minute-long response with multiple plot twists.
Step 2: Notice the Length of the Response
The second step to detect lies using speech patterns is to Notice the Length of the Response.
Excessive verbosity is a hallmark of the Pinocchio Effect. Someone lying might offer a lengthy narrative where a few words would suffice.
How to detect: Pay attention to how much they say in response to simple questions. More words than necessary can be a red flag.
For instance, the same question “Where were you last night?” Shouldn’t require a story detailing every turn they took.
Step 3: Identify Unnecessary Specifics
The third step to detect lies using speech patterns is to Identify Unnecessary Specifics.
Lies often include irrelevant details.
How to detect: Be wary of details that seem unrelated to your question.
For instance, “Where were you last night?” Shouldn’t require an explanation about the weather.
Step 4: Watch for Filler Words and Hesitations
The fourth step to detect lies using speech patterns is to Watch for Filler Words and Hesitations.
Filler words (“um,” “uh,” “like”), hesitations, and frequent corrections can indicate someone is fabricating or modifying a story on the go.
How to detect: Listen for an unusual amount of these verbal pauses and corrections. They can suggest the speaker is buying time to think of what to say next.
Step 5: Practical Application:
- Baseline Behavior: Establish a baseline of how the person normally speaks and acts. Deviations from this baseline can be more telling than the behavior itself.
- Ask Follow-up Questions: If you suspect dishonesty, ask follow-up questions about the details provided. A liar might struggle to keep their story consistent.
By using the Pinocchio Effect, you can turn every conversation into an opportunity for truth.
With these tools, you’re not just detecting lies; you’re building a foundation of trust and understanding.
That requires an open heart and a discerning eye, creating connections that are genuine and conversations that are transparent.
Leading into a future where honesty prevails!
