Negotiate Anything The FBI Method for Spotting Lies and Hidden Agendas
Intent Defines a True Lie
- Deception requires intentionality to truly be a lie.
- Many everyday lies, like social lies, are not lies if there's no intent to deceive.
Deception Triggers Stress and Overload
- Liars experience fight-flight stress that leaks through nonverbal cues.
- Cognitive overload occurs as they monitor their lies and audience reactions intensely.
Master the Art of Detecting Lies Without Asking a Single Question
John R. "Jack" Schafer reveals how the FBI uses subtle techniques to detect deception, which can be applied in everyday conversations and negotiations. One powerful method is elicitation—framing statements presumptively rather than asking direct questions—which prompts people to reveal the truth without realizing it. For example, instead of asking if a house flooded, saying, "They sure fixed this up nice since it flooded," pressures the person to admit the truth without raising defenses.
Schafer also highlights verbal cues like the word "well" at the start of an answer to a yes/no question, signaling a likely lie or avoidance. He advocates for handling deception with empathy and focusing on solutions rather than calling out lies, which maintains rapport and improves outcomes in negotiations. This approach blends psychology, verbal strategy, and nonverbal observation to spot lies and hidden agendas while preserving relationships.
