Susan Carnicero from QVerity's presentation from the Digiday Retail Summit in Laguna Beach, CA - January 26, 2016.

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SPY THE LIE
Digiday Retail
Summit
January 26, 2016

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• Founding Partner, QVerity
– Co-author of The NY Times bestsellers “Spy the Lie” and “Get the Truth”
– Widely considered a leading authority on detection of deception, critical
interviewing, and non-coercive elicitation
– Developer of a behavioral screening program currently in use within the federal
government and a variety of private industries
– Provides consulting services for Forbes Top 10 Richest Families
– Conducts high-level screening interviews within the U.S. government
– Extensive experience in conducting training for U.S. government agencies to
include the CIA, FBI, Border Patrol, USCIS, DOS, and DOD; within the law
enforcement community; for financial services and private sector firms
• Former CIA security specialist and instructor (20+ years)
– Extensive experience in interviewing, interrogation, and polygraph
examination, focused primarily on national security, employment, and criminal
issues
• Education
– MA, Forensic Psychology and MA, Secondary Education/English, Marymount U.
Susan Carnicero

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Is she lying or telling the truth?
Suspect

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• Analyze vs. speculate
• Manage your bias
• Recognize evasiveness
• Beware of aggression
• Differentiate between convince vs. convey
• Know what non-verbal cues mean
Spy the Lie Keys to Success

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• Disregard global behaviors
• Identify the stimulus
• Focus on behaviors directly
associated with the response
• Rely on:
– Timing
– Clusters
Analyze vs. Speculate

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Seconds
Initial deceptive behavior must begin within the first five
seconds
10 2 3 4 5
Question
(stimulus)
Answer
(response)
Timing

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Seconds10 2 3 4 5
Question
(stimulus)
Answer
(response)
Start of deceptive verbal and non-verbal behaviors
= Verbal = Non-Verbal
Clusters

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• Ignore truthful behavior
• Avoid self-fulfilling prophecy
• Guards against the halo effect
Manage Your Bias

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• Failure to provide information asked for
• Failure to deny
• Use of exclusionary qualifier(s)
Recognize Evasiveness

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• Attacking the questioner
• Attacking third party
• Demonstrating an inappropriate level of
concern
Beware of Aggression

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• Convincing statements
• Referral statements
• Invoking religion
• Perception qualifiers
Differentiate Between
Convince vs. Convey

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• Behavioral pause
• Verbal/Non-verbal disconnect
• Anchor point movements
• Grooming gestures
• Hand to face
Know What Non-verbal
Cues Mean

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Is she lying or telling the truth?
Suspect

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• Analyze vs. speculate
• Manage your bias
• Recognize evasiveness
• Beware of aggression
• Differentiate between convince vs. convey
• Know what non-verbal cues mean
Spy the Lie Keys to Success

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