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342 An HR Guide to Workplace Fraud and Criminal Behaviour

Some people who fall into our category of conmen are, in day-to-day life, reputable busi-
nessmen, politicians, professional advisers and civil servants. They become tricksters only for
a short time, possibly in relation to a specific transaction. The conman may operate alone, in
a group or through a company, charity, or some other existing or totally false organization or
‘front’. There are a number of conmen who are on the run and operate internationally, away
from the scenes of their previous crimes and country of origin. A number use totally false
identities (see the Paper Trip www edenpress.com).

Opportunities always look bigger going than coming
Artificial intelligence is no substitute for natural stupidity
If you must pick between two sins, pick the one you have not tried before

In all cases, the conman’s objective is to obtain an improper advantage by exploiting
achievement lies. He succeeds because he knows you, as a potential victim, are facing a dilem-
ma: in fact it is almost a pivotal point, in reverse. On the one hand you want the transaction
to succeed and don’t want to upset anyone in case you miss the opportunity. On the other,
you have nagging suspicions that you are just about to sacrifice your house, dog and Scotty
Cameron putter. A good conman will ruthlessly exploit this dilemma, knowing that most
victims are unprepared to commit themselves sufficiently to walk away.

Types of achievement lies

There are thousands of ways in which you may be victimized by conmen in both your busi-
ness and private life including:

• acquisitions;
• applications for loans or credit;
• discussions, meetings and negotiations;
• investments, ranging from simple Nigerian 419 scams to complex financial deals with derivatives,

prime bank guarantees, investments, venture capital etc.;
• job candidates, employment agencies, consultants and advisers;
• procurement and purchasing involving salesmen from both good and dishonest companies.

The essential feature is that achievement lies are told before you make a decision or part with
any money and with the intention that the liar will gain an unfair advantage. They usually
have the following characteristics:

• an apparent opportunity for you to make exceptional profits or avoid exceptional losses;
• artificially imposed deadlines panicking you into making a quick decision before being able

to check the facts;
• alleged secrecy or confidentiality of the transaction: to the extent that the conman may insist

that you don’t discuss anything with your family and colleagues;
• vague promises of future benefits;
• penalties or adverse consequences if you do not meet the deadline;
• competitors who are ready to seize upon the opportunity, should you fail to do so.