THE THREE-STEP LIE DETECTION PROCESS
Gerhard Gschwandtner, the editor of Personal Selling Power magazine, has developed a useful set of three guidelines to help persuaders detect lies:48
1. Watch for contradictions and verbal mistakes. People often forget what they have said in a previous meeting. Memory lapses and slips of the tongue often result in contradictions. Write these contradictions down. However, never assume a verbal slip is a lie; it may simply be an act of carelessness.
2. Compare two different conversations. Examine the discrepancies between what the person says at two different meetings. For example, a prospective partner displays a little nervousness when you ask questions about the financial success of one of his previous ventures. ...
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