Negotiate Anything The FBI Method for Spotting Lies and Hidden Agendas
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Jul 7, 2025 In this insightful discussion, John R. 'Jack' Schafer, a former FBI behavioral analyst and author of The Like Switch, shares his expertise on detecting lies and hidden agendas. He reveals how small signals, like nonverbal cues and the use of elicitation, can expose dishonesty. Listeners learn practical techniques for gathering truthful information while maintaining positive relationships. Jack also explores the power of empathy in negotiations, emphasizing how to read subtle gestures and navigate deception effectively.
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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.
Use Elicitation to Draw Truth
- Use elicitation by making statements that invite the other person to correct you.
- This encourages them to reveal truthful information without feeling interrogated.
