WEBVTT 00:00.180 --> 00:07.350 Part two signs of deceit, the four telltale signs of deceit sign three impression management, playing 00:07.350 --> 00:12.120 it too cool when a person is lying but tries to appear otherwise. 00:12.330 --> 00:19.770 This leads to what's called perception management, a person's attempt to present in a certain way an 00:19.770 --> 00:22.440 image in order to convey the right effect. 00:23.160 --> 00:29.140 The thing about this, though, is that the person almost always overcompensates and if you look for 00:29.140 --> 00:30.690 it, it can be glaringly obvious. 00:31.200 --> 00:35.220 Remember, the truthful person is not interested in how he's coming across. 00:35.460 --> 00:37.380 He is unconcerned with his image. 00:37.980 --> 00:42.710 Unlike his deceptive counterpart, who is focused solely on other's impression of him. 00:43.680 --> 00:46.260 The game of poker offers an apt illustration. 00:46.470 --> 00:50.640 For example, a card player bets heavily and raises the pot. 00:51.030 --> 00:53.130 Does he have the cards or simply guts? 00:53.520 --> 00:57.360 When bluffing in a poker hand, he wants to show that he's not timid. 00:57.600 --> 01:02.820 He might put his money in very quickly, but if he does have a good hand, what might he do? 01:03.660 --> 01:08.790 He might deliberate a bit, putting it in slowly, showing he's not really sure about his hand. 01:09.600 --> 01:16.200 Poker professionals know that a bluffing person will give the impression that he has a strong hand while 01:16.200 --> 01:21.300 the person with a strong hand will often give the impression that he is a weakened. 01:22.410 --> 01:29.760 When people pretend to be confident in a poker hand or in the real world, they manipulate how confident 01:29.760 --> 01:37.170 they appear by trying to create the opposite impression of how they truly feel again, while bluffing 01:37.170 --> 01:41.580 and trying to appear confident, a player bets quickly. 01:41.880 --> 01:48.420 And when he has a good hand, he may actually wait a moment or two pretending he's thinking about what 01:48.420 --> 01:49.110 he should do. 01:50.220 --> 01:57.480 The principle applies in almost every situation you will observe signs of impression management in three 01:57.480 --> 01:59.370 main areas, No. 01:59.370 --> 02:03.030 One overt display of thoughtfulness and sincerity. 02:03.300 --> 02:10.380 For example, in law enforcement, we know that a person who is guilty will often show deliberate, 02:10.380 --> 02:16.720 pensive displays, such as stroking or tapping his chin heel activists. 02:16.720 --> 02:20.550 He's trying to give serious thought to the question you're asking. 02:20.580 --> 02:26.310 Even the simplest of questions in an attempt to appear as if he's trying to be very, very helpful and 02:26.310 --> 02:31.890 giving serious thought to what you're saying, to overt appearance of being calm and confident. 02:32.310 --> 02:40.080 Any superfluous gesture in a serious situation is a sign that the person is trying to act calm and confident. 02:40.770 --> 02:48.030 For instance, once again, in law enforcement, we know that a subject may yawn to show that he's relaxed, 02:48.030 --> 02:49.350 calm or even bored. 02:49.620 --> 02:55.020 If the person is sitting, he may stretch out his arms, covering more territory, as if to demonstrate 02:55.020 --> 02:56.910 comfort and a feeling of great ease. 02:57.390 --> 03:04.050 Or the subject may be busy picking off lint, trying to show he's preoccupied with something trivial 03:04.050 --> 03:05.710 and clearly can't be worried. 03:06.300 --> 03:13.350 The only problem is that someone who is wrongly accused will be quite indignant and not pay attention 03:13.350 --> 03:19.980 to such inconsequential activities, nor be engaged in promoting the quote unquote right image. 03:20.460 --> 03:22.370 Overtly polite and gracious. 03:23.160 --> 03:28.530 For example, a detective is meeting with the parents of a young girl who appears to have been kidnapped. 03:29.220 --> 03:35.130 And in fact, the detective tells the husband that the girl may unfortunately already be dead. 03:35.790 --> 03:40.470 Shortly afterward, the detective hands the husband a cup of coffee, and he responds with something 03:40.470 --> 03:42.510 such as, Oh, thanks very much. 03:42.510 --> 03:43.800 I really appreciate this. 03:43.800 --> 03:46.380 After a day like today, I really need a cup of coffee. 03:46.770 --> 03:53.130 He is engaging in perception management and trying to convey that he is polite, considerate and well-mannered, 03:53.760 --> 03:59.400 meaning the kind of person who would never harm a flea, let alone his own child. 04:00.060 --> 04:03.510 Now, good manners is one thing, and it's appropriate. 04:03.510 --> 04:07.620 But an inappropriate level of politeness is a waving red flag.