In business, especially during tough negotiations, no one likes to show their hand. Deals are made with poker faces. But it is always good to know how to spot a liar. Good liars don’t give away any obvious clues. But, a new study from the Harvard Business School and University of Wisconsin–Madison, gathered some insight into how liars give off more subtle clues.
For this study researchers asked study participants to play a commonly-used game in economics research in which one person was given a sum of money and asked to decide how much to share with another player, reports Inc. According to the game’s rules, the person on the receiving end could either accept or reject the money if they felt it was unfair, in which case both players got nothing. There’s also an opportunity wherein players could lie. “In the end, 30 percent of the players either flat-out lied about how much money they had or tried to avoid having the conversation,” writes Inc.
The study, “Evidence for the Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths,” was published in the journal Discourse Processes.