This is a presentation that I worked on in my nonverbal communication class at UNT with Abigail Harris and Lily Gorman.

1. C H A P T E R 1 4
M A N A G I N G C O N V E R S AT I O N S

2. The
Framing
Process
Some nonverbal elements control
the occurrence of the interaction
Nonverbal cues set expectations
for unfamiliar situations
Nonverbal elements set the stage
for current interactions

3. “Beauty Bias”?

4. Situation and Context
1.Elements of behavior used
2.The goals or motivations of
participants
3.The rules of behavior
4.The roles different people must
play
5.Physical setting and equipment
6.Cognitive concepts associated
with the situation
7.Relevant social skills

5. Situational examples
• Compare these lunch situations:
They’re both at a lunch, but how do these situations differ? Are there different
goals, motivation, and social rules in each situation?

6. Conversation Management
Basic “rules” in conversation:
1.Conversations are preceded by a
greeting
2.Conversation channel is opened
with eye contact
3.One speaker at a time
4.Possession of floor must change
5.Silence is cue to speak
6.Listeners must signal that they’re
paying attention to speaker

7. Aspects of
Conversation
Beginning and ending interactions:
how to stop and start conversation
Turn-taking in conversation:
sandwich between (the conversation
itself)
Interaction adaptation- coordinating
rhythms, postures and gestures,
conversational “dance”

8. Science of People Article on How to Have
Awesome Conversations
• Having intention in conversation gives you purpose
• Approach the person as a friend not a foe
• The Jerry Seinfeld conversation hack

9. Science of People Article on How to Have
Awesome Conversations
• Use good conversation openers
• Bookmark certain important parts of the conversation
• Find a topic that sparks the other person
• Use your eyebrows to show you are interested in the
conversation
• Keep the person captivated with personal stories
• Encourage responses from the other person
• Know when to properly exit a conversation

10. N O N V E R B A L
D E C E P T I O N
I N A
C O M P L E X
W O R L D
A N I N - D E P T H A N A LY S I S
O F C H A P T E R 1 5 A B O U T
D E C E I V I N G OT H E R S .

11. The Nature
of
Nonverbal
Deception
Sender transmits a message to knowingly deceive you
Deception does can benefit multiple parties
Scholars view that some deception is done for the right reasons
Ex. A soldier protecting top-secret information
Other deceptions only benefit the deceiver
Terms associated:White lies, fabrication, concealment,
omission, con, scam, etc.
Messages can be altered via Quantity, quality, clarity,
relevance, and personalism

12. Physiognomic Perspective
• The book titledVaught’s practical character
reader
• Author claimed he could identify who could
be trusted
• Based on the shape of people’s heads, ears,
eyes, etc.
• Truthfulness was viewed as an inborn trait
• No real scientific data to back up his claims
• However, you can still see people judge
someone’s trustworthiness based on facial
features.

13. Evolutionary Perspective
• Based on the theories of Charles Darwin
• Certain nonverbal skills were selected for our survival
• Deception enables manipulators and tricksters to
thrive
• This allowed them to continue their bloodlines
• Deception may be called upon as a means of survival
• Animals use deception to settle dominance disputes
• Deception is not a frequent occurrence
• If it was overused, it would be less effective

14. The Leakage
Hypothesis
• Deception is associated with the user’s internal
psychological, emotional, and cognitive responses
• This leads to external nonverbal displays
• These displays can “leak out” during deception
• Ex. Pinocchio's nose
• A deceiver will try to hide their signs (leakage cues)
• Deception is speculated to be an arousing action
• It is accompanied by guilt, fear, or disgust

15. Four-Factor
Theory
Four factors: arousal, negative effect, cognitive processing, and
attempted control
Deception can be viewed as physiologically arousing
Deceivers produce nonverbal indicators
These can include dilated pupils and excessive blinking
Deception is associated with guilt and anxiety
These emotions can change voice pitch and make facial
expressions unpleasant
Response latency can be a sign of deception

16. Motivation
Impairment
Effect
The lies of motivated deceivers can be detected if they
include nonverbal cues instead of a verbal-only channel
Basically, the harder you try to deceive someone, the
more you will reveal it nonverbally
Unmotivated deceivers produce less leakage but are less
believable
Extreme pressure or jeopardy can cause impairment
(basically choking under pressure)
Both verbal and nonverbal cues are affected by this
pressure
Deceivers with higher motivation are viewed as more
credible than those with low motivation

17. Indicators of
Deceit
Most think deceit can be detected by watching our eyes,
body movement, and listening for cracking voices
Eyes: Pupil dilation and blinking
Face: Lip pressing
Body: Adaptor gestures, rigid posture and tension
Voice: Elevated speech, late responses, speech errors,
filled pauses, vocal tension, vocal uncertainty, and a
loud voice.

18. Factors Influencing Deception Displays
Culture Sex/gender Age
Communication
skills
Personality Motivation Planning Interactivity
Deception
strategy
Suspicion Time Audience size

19. Detecting
Deception:
Perceiver
Tendencies
Accurate detection of deception is
about 54% (both experts and non).
Inaccuracy is caused by
stereotypes, biases, and heuristics.
Some stereotypes of the act of
lying…
All of these interfere with the
detection of the truth

20. Five most
persistent
and robust
heuristics
and biases
Truth Bias & Lie Bias
Visual Bias
Demeanor Bias
Facial Maturity Bias
Expectancy violations bias/ Nonverbal
conspicuousness

21. Factors
influencing
detection
accuracy
and
credibility
attributions
Sex and Gender Age
Personality
Planning/Rehearsal
of deception
Suspicion Expertise/Training
Confidence

22. How to catch a liar:

23. Phycology
Today
Article
Very few reliable nonverbal cues of deception
Liars usually speak in higher pitched voices
The voice of a liar is tense
Errors in speech, like sentence and work repetition,
misspeaking, and sentence incompletion indicate deception
Shorter explanations and decreased movements
are also signs
Liars tend to avoid eye contact

24. Discussion Time!
What nonverbal cues do you look for when trying to detect deception?
Do you think it is ever correct to deceive someone?
How important is deception to our survival?
What nonverbal “leakage cues” do you produce when trying to deceive someone?
Based on your life experiences, what are some of the major reasons people try to
deceive others?

25. N O W F O R
S O M E
A C T I V I T I E S !

26. Let's Judge Some Books by
Their Deceptive Covers!
https://play.kahoot.it/v2/?quizId=97def5be-
9d84-4882-860e-5bfda2f235ac
Everyone go to
kahoot.com on
either their
phone or laptop