Chapter Seven: lnterpersonal Deception Theory

(David Buller and Judee Burgoon)

Although strategic
s
gpgrlunlgglior,, lruth hias-
When deceivers cen adjust their presentation to
suspicion" (Griflin (pp. A-1 3-1 4).

Strategies of deceplion -
tarsiiicailon creares a ircron
--- concealment hides a secret
equivocalion dodges Ihe issue

An Emergent Theory of Thoughtful tnteractian

lnlerpersonal com municalion is interactive
Can't just examine one side of the interaction
lmportant to examine adjustments made in the interaclion
See charl 7.1 (pp- 97-98) of the eighteen axioms in the original description
Strategic deception demands mental effort
Deceiver must deal with multiple complex tasks -
Cognitive overload may lead deceiver to exhibit nonstrategic, nonverbal cues
Leakage

Manipulation lnformation: The tanguage and look of Iiars

Deceiver must deal with multiple complex tasks -
Accomplish specifi c task/goal
Establish or maintain a relationship with the respondent
'Save face'or suslain the image of one or both persons
lnterpersonal and identity motivations -'texl'marks communication as less than honest
Four message characteristics reflecting strategic intent.'
Uncertainty and vagueness
N on immediacy, retice nce, an d withd raw al
Dr'sassocralrbn
Levelers
Group references
Modifiers
I m re latio nsh i p-prote cti ng beh avior
age- an d
Suppressing cues thal might signal deception
Outcome depends on qualily of message and nonslralegic cues (can't be controlledo

Leakage - The ttuth will come out (maybe)

Four-factor model of deception (Zuckerman)
Attempt to conlrol can lead lo too-slick performance (signalling deception)
Lying causes psychological arousal
Emotions of guilt and anxiety are predominanl felt emolions
Complex cognitive factors overload brain and lead to unintended behaviors
lmportant to focus on deceiver's overall performance to see if deceiver can 'pull off' deceit,
 but also depends on suspicion of lhe receiver

The Respondents' Dilemma: Truth bias or suspicion?

Cognitive heuristic - expectation of honesty
Suspicion is a mid-range mindset, located somewhere between truth and falsity
Trulh-------suspicion---iie
Verbal tactics (vagueness, nonimmediacy, & disassociation) make respondents wary
Nonverbal signs of emotional stress and mental meltdown pul listeners on guard
Difficull to induce deep-seated skepticism
lf doubt a deceiver's honest, imporlant to try indirect means of getting more information

Putting Doubts to Resf-' Deceive r adiustment to respondent suspicion

Deceivers' usually better at sensing suspicion that respondents are at spotting deception
Deceivers usually reciprocate lhe mod and manner of lhe person as they try to mislead
'Othello error'-recursive spiral of sender and receiver cognitions influencing behaviors
and subsequent cognilions during interaction.
Deception-detection is hit-and-miss matter and depends on the interaction

CluiSge: Why does it have to be so complicated?

Zuckerman's explanation was relatively simple
McOornack's explanation also quite simple:
Relational closeness->Oeteclion con{idence-->Truth bias->less detection accuracy
Buller & Burgoon emphasize that since deceplion is a communication activity, we musl
take into account the mutual influence of many different factors which is obviously
complex

{giLle!trs-
talsification
concealment
equivocation
leakage
truth bias