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The Truth about Lies in the Workplace by Carol Kinsey Goman

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CHAPTER 3Why We Believe Liars and Play into Their Hands

BERNARD MADOFF, MASTER MANIPULATOR AND WORLD-class fraud, bilked thousands of investors out of roughly $20 billion over a period of some 40 years.1 Have you ever wondered why so many people trusted him for so long?

The answer is simple, really: Like all master frauds, he was totally convincing. He had the right credentials, wore the right clothes, belonged to the right clubs, socialized with the right people, and dropped the right names at the right moments—without appearing to be doing anything more sinister than telling an anecdote about an old friend who just happened to be well positioned and well respected. But just as important as all that, people trusted Madoff because they wanted ...

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