Lecture 2

Question 1

Truth-default state (TDT)

Answer 1

When humans communicate with other humans, we tend to assume that what the other person says is basically honest. It involves an assumption of honesty, either based on being unable to consider the possibility of deceit (1) or as a fallback state after being unable to obtain evidence for deception (2)
 The possibility that a message might be deception often does not come to mind, unless suspicion is actively triggered
 People typically make sense of what others say based on the premise that they are trying to be understood

Truth default theory specifies 2 types of triggers:
1. A first shift towards skepticism and suspicion
2. A second shift towards deception attribution

Question 2

Truth-bias

Answer 2

The tendency to believe another person’s communication is honest independent of its actual honesty. If TDT is correct, truth-bias rates would be much higher in research if the possibility of deception was not primed by the research setting and measurement instruments

Question 3

Deception Motives (Levine, Kim & Hamel)

Answer 3

States that people lie for a reason, but the motives behind truthful and deceptive communication are the same. When the truth is consistent with people’s goals, they will always communicate honestly

Question 4

Projected Motive Model

Answer 4

People know that others lie for a reason, and are more likely to suspect deception when they think a person has a reason to lie. A projected motive provides a trigger that can kick people out of the truth-default state.

Question 5

How People Really Detect Lies

Answer 5

Outside the lab, most lies are detected well after the fact - based on either confessions or the discovery of some evidence showing that what was said was false. Very few lies are detected in real time based only on the passive observation of sender nonverbal behaviour

Question 6

People trust others more in the case of an altruistic lie compared to a selfish truth

Answer 6

(Hoort geen antwoord bij, maar is handig om te weten)

Question 7

Benevolence and deception

Answer 7

Benevolence (the intention to do the right thing) affects trust more than actual deception

But all deception does not affect all trust the same way
1) Prosocial deception increases benevolence-based trust
2) Prosocial deception harms integrity-based trust

Question 8

More nonverbal cues => Increased perceived deception => Decrease trust => Decrease negotiation outcome