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The Humintell Blog February 4, 2014

Separating the Liars from the Truth Tellers

stockvault-human-nervous-system-circa-1911148445

Courtesy of StockVault

People tend to measure dishonesty by a person’s physical tells such as fidgeting, breathing rate, etc. Often times these tells coupled with the baseline of the individual and intuition leads us to be correct in our analysis when it is someone we know well.  However, these techniques including measuring blood pressure and pulse as in a polygraph, are not admissible as hard evidence of deception in any legal form.

It is for a good reason that these signs of anxiety are not reliable indicators of a person’s honesty. They can be a representation of nervousness or just how a person normally behaves.  Science has long tried to accurately map out lies from truths using technology and with the exponential growth of technology today, researchers can now delve into our brains.

Today researchers studying the brain and deception use a full body scanner that employs functional Magnetic Resonance Imaging (fMRI) technology to determine whether someone is fibbing by tracing blood flow to certain areas of the brain, which indicates changes in neuronal activity at the synapses (gaps between the neurons). “If you’re using fMRI, the scanner is detecting a change in the magnetic properties in the blood,“ says Sean Spence, a professor of general adult psychiatry at the University of Sheffield in England.

Scientific American notes in their article about this research that hemoglobin molecules in red blood cells exhibit different magnetic properties depending on the amount of oxygen they contain. The most active brain regions use—and thereby contain—the most oxygen.

Spence goes on to note, “When you know the answer to a question, the answer is automatic; but to avoid telling me the true answer requires something more.“  Polygraph, or lie detector, tests are the most well-known method of discerning fact from fiction, but researchers say they are not reliable because they measure anxiety based on a subject’s pulse or breathing rate, which can easily be misread. “They’re not detecting deception but rather the anxiety of being…[accused of deception],“ Spence says. “It’s known that psychopaths have a reduced level of anxiety,“ that would allow them to fool a polygraph. The fMRI, he says, images the actual processes involved in deception.

The researchers had a unique opportunity to study a woman convicted of poisoning a child in her care.  This provided a stage for Spence and his colleagues to extend their, which until then had only been conducted on young, healthy university students as many studies of this sort do.

The team used an fMRI on Susan Hamilton of Edinburgh, Scotland, who was convicted of poisoning with salt a girl diagnosed with a terminal metabolic condition. Hamilton, who was in charge of feeding the child via a feeding tube that led directly into her stomach, was arrested after the girl was admitted to the hospital with massive blood sodium levels. The police testified that a syringe full of salt was found in Hamilton’s kitchen, but she denies any knowledge of it.  The woman was released from prison last year and has continued to search for ways to publicly prove her professed innocence.

The researchers scanned Hamilton four times; during each scan they grilled her about the poisoning. With the fMRI, Spence was able to see that she activated extensive regions of her frontal brain lobes and also took significantly longer to respond when agreeing with the cops’ account. The results did not prove her innocent, Spence says, but suggested that her brain was responding as if she were innocent.

Spence and his team acknowledge that the results might have been more accurate if he had first done a baseline study that included asking her more general questions unrelated to the charges. Unfortunately, TV is show biz and his time with her was limited.

“Being able to study this lady pointed out problems with the technique,“ the researchers note,  “There are a number of control studies we want to do.“

Filed Under: Nonverbal Behavior, Science, Technology

The Humintell Blog February 2, 2014

Shhh…Keeping Secrets

Lady Sushing - Lies, Lies Sweet Little Lies - Humintell Why do we keep secrets and how can it affect us?

The video below from WSJ talks about new research that  purports 95% of us are keeping something about ourselves from those we love.

“If we ruminate on a secret it is going to make us ill. [we’ll] have a lower physical and mental well being.“

 What’s one of your secrets? Share it with the Humintell Community

Filed Under: Uncategorized

The Social Influence Consulting Group Blog February 1, 2014

5 Things I Have Learned About Persuasion

Anthony McLean

It probably won’t surprise you to learn that I have been intently interested in people and what makes them tick since I was a small child.  My mother often comments how I was always able to get my chores done without doing them myself; generally at the expense of my younger brother.

Joining the police was as you can imagine a life changing experience but mainly because of the exploration of how and why people do things to each other.  I had the fortunate experience of working in mission critical environments that saw the best and worst of people something that added a whole other facet to my Criminology degree I was studying for at the time.

My journey then took me to the US where I was able to train with Dr Robert Cialdini (the most cited Social Scientist of all time) and you know how that turned out!

Today I provide leaders from organisations of all sizes with scientifically proven strategies to ethically persuade others in their direction.  Below is a breakdown of the 5 things I have learned about persuasion.

Lesson #1 – If You Don’t Ask You Don’t Get

I have always been fascinated by how often potential persuaders talk themselves out of a “YES!” That’s right, more often than not people don’t ever ask the question to get a “No” because they are so convinced that is what they will hear so they never try.  If you ask it is possible you might get a “No” but if you don’t you will certainly not get a “YES!” (except for dumb luck and you can’t build a career/business on that).

Think about it.  We ask people to do things because we want them to say Yes!  All the tools, frameworks and strategies under the sun will not be of any use to you if you don’t ask the question in the first place.

For my upcoming book I set my heights as high as I could regarding those I wanted to interview.  Sure I got a couple of knock backs due to timing but I heard YES! from nearly all I approached because I asked the question.

Key Point:  Ask the question.  Put it out there and see what happens – if they are not already doing what you want what have you got to lose?  But be careful what you ask for just; they might just say surprise you and say YES!

Lesson #2 – Small things really do matter

One thing I was taught in studying for my CMCT designation is that small things make a big difference.  Personally I had experienced this very thing while working at the Homicide Investigation Group.  We were to interview a convicted criminal over a murder we suspected he may have knowledge of.  Simply due to the way we treated him he confessed to multiple murders we didn’t know he had done.  Contrary to many modern day police shows this did not involve any threats; violence or tricks.

We did a small (legal and ethical) favour for him.  We allowed him a small but common courtesy and because we had done this small thing for him (although it was very meaningful for him) it was right he reciprocate and give us something in return; in this case confessions to multiple murders!

Key Point:  Don’t overlook the small things in your persuasive appeals.   It is often the small things that matter most.

Lesson #3 – 3 Critical Steps

In anything, but certainly persuasion there are three key steps.

Pre-persuasion – the preparation and planning phase.  Think about the target of influence, their motivation to say YES! and the strategy that is most likely to work.  Do your research and plan how you intend to move them in your direction.
Execution – this is where you execute the plan and set about influencing the person in your direction.   The best laid plan left unexecuted is just another useless bit of paper!  Once you have finished your plan, set about executing it!  It generally doesn’t get any better with age (unless that is the plan).
Post persuasion – possibly the most overlooked yet critical step is the review/debrief.  The review of the persuasion strategy is critical if you are to learn from the process; further strengthening future endeavours; giving you the language and the knowledge to inform others; standardise the process to learn from mistakes.

Each step is important yet rarely do many execute all three well.

I love it when people say they don’t have time to review their persuasive appeals.  My answer is simple…

“But you obviously have the time to stuff up the next one!”

Key Point:  Make time to plan.  Make time to execute.  Make time to review your efforts and learn for next time.

Lesson #4 – Surround Yourself With The Skills You Do Not Possess

All too often I see people trying to be all things to all people or trying to do everything themselves.  In delivering persuasive appeals it is critical you have the right skills to inform each of the above three critical steps.

Key Point:  If the issue is important enough for you to sweat over it, lay awake at night or just get an elevated heart rate.  Involve other people!  Focus on what you can control and consider what you need to.  For all other aspects surround yourself with a great team of people with relevant and diverse skills and listen to what they have to say.

Lesson #5 – “Them” then “You”

I learned a really long time ago if it was all about me I got very little.  If it was all about the person I was seeking to say YES! I was far more likely to succeed.

It is amazing the amount of emails, marketing copy and even tender responses I am asked to review where it is all about the person or organisation writing the words.  Regardless of whether you are pitching, selling, convincing or negotiating you need to draw the implication for the other person.  This is hard to do if you are always anchoring the content to yourself.  To explain what I mean, if you appear in the sentence before them, i.e. the use of the pronoun “I” or the name of your company, it is about you.  If the pronoun “you”, their name or the name of their company appears first, this is generally a good sign it will be about them.

You will notice in the first paragraph of this point I did not say what is in it for them or use the good old chestnut WIIFM (What’s In It For Me).  The problem I have with WIIFM and how it is taught is that people always focus on the benefits to the other person.  As we know as persuaders people are often more motivated by what they stand to lose rather than what they stand to gain.

Therefore showing your target of influence what is not in it for them if they do not act is a subtlety to WIIFM that is often overlooked.  This is still about them just not in a way we are commonly taught to focus.

Key Point: Focus on the person you are seeking to influence and draw the implication for them – loss or gain.  If the pronoun or your business name comes before theirs – change it and change it now.  It is just habit and one that is counter to your persuasive efforts.

 

This list was never meant to be exhaustive but if you asked me what points of advice I would give my kids, these would feature high on the list!

 

What are some of you greatest lessons you have learned about persuasion?

 

 

 

The post 5 Things I Have Learned About Persuasion appeared first on Social Influence Consulting Group.

Filed Under: General, Get my own way, Influence, Reciprocity, Scarcity

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