Getting to the truth is invaluable whether you are in negotiations, assessing talent or dealing with elusive stakeholders.
Following the great success of our first Melbourne event in the “Straight from the Source” series, The Source held our second event in Sydney in November with the theme “Deception Detection – Procuring the Truth.” The night was well attended by the industry’s leading procurement professionals who enjoyed the opportunity to network with their peers, and to gain insight into this relevant and interesting topic.
Lizz Corbett from Training Group International, spoke on the science of “truth, lies and emotions.” The information is based on the research of prominent psychologist Dr Paul Ekman, whom the TV hit series “Lie to Me” was based on. Here are some tips to keep in mind while doing business with others:
•People cannot ‘not’ answer a question in some way. We can learn to interpret subtle behaviour and facial expressions to get to the truth so look for movements, expressions or actions which are out of the ordinary when compared to previous communication you have had with your subject.
•There are 7 distinct facial expression for the basic emotions that exist in every culture of the world - happiness, sadness, surprise, anger, disgust, contempt, fear. Learning to identify the 7 universal emotions will help you detect deception as even if only for a micro second your subject with give you a clue as to what they are feeling inside.
•Don’t fall into the trap of believing that extensive eye contact means that the other person is telling the truth. This may be a ploy to manipulate and hide that they are lying.
•Notice the amount of detail in individual’s stories and answers. A common misconception is that a lot of detail is indicative of a truthful response. However, too much detail may actually be a sign that a story is over rehearsed, aiming to distract you and untruthful.
•Create a truth-telling environment in order that people are able to tell the truth in the first place. This means making the meeting a safe environment, thinking through any potential conflicts with others in the room and talking in a respectful tone that is never intimidating. By learning how to build trusting relationships with people, we are more likely to always be told the truth by them.
If you would like to improve your awareness and emotional intelligence to better read people and improve your communication skills, then visit the Training Group International web site for more information about their courses and seminars. www.traininggroup.com.au