Page 241 - Deception at work all chapters EBook

242 Deception at Work

If this approach does not succeed, you should ask detailed questions about emotions and
attitudes, or reverse questions (see page [xref]) and try to bring the suspect’s memory to a con-
scious level. The liar will usually make no effort to latch on to the memory retrieval cues but
will continue with an obdurate ‘can’t remember’. However, he will remember, and repression
of memories will increase anxiety.

Don’t accept the answer ‘I don’t remember’.
Try everything to make the suspect remember

DEALING WITH BODY LANGUAGE

Background

You must remain consciously aware of your own and the subject’s non-verbal communica-
tions.

The subject’s body language

Let the suspect know you have noticed his negative body language signals and deny him the
comfort of manipulators. You can do this by looking closely at the offending movement or
moving slowly and deliberately to mirror it. If you are in any doubt, or don’t know what a
particular non-verbal communication means, mime it and let the subject see you doing it.

Example : Any golfing reader who does not believe in the power of mimicry should, at a
critical stage of a match, make an exaggerated copy of his opponent’s putting stroke! Watch
the very disturbing result. ‘Do I really putt like that?’ the gullible golfer says. ‘Of course not,’
you sincerely reply, smiling, but you know the seeds of doubt have been sown.

You may also get the subject to move from a negative posture (such as high, defensive
crossing of his arms) by regularly handing him documents to read or by asking him to move
to examine a chart on the wall.

Deny the suspect the comfort of manipulators

Similarly remain consciously alert to the way the subject uses his personal space. If he
moves his chair away from you or leans back (both signs of withdrawal and possible decep-
tion), move your chair closer or get up and stand behind him. The object, again, is to deprive
him of anxiety reduction positions.

Your own non-verbal communication

Your own body language should be driven by your subconscious and therefore consistent with
your verbal statements, emotions and attitudes. However, in the following circumstances you
may decide to take conscious control (Table 7.7).

If you don’t believe in the power of non-verbal communications, next time you speak to
your boss, pull your ear lobe or slowly place your hand up over your mouth while he is speak-
ing. See what happens; but be prepared for a change of job.