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Deception Training by a Former CIA Agent

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Digiday
Digiday

Susan Carnicero from QVerity's presentation from the Digiday Agency Summit in Key Biscayne, Florida - October 27, 2015.

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Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 1 SPY THE LIE Digiday Agency Summit October 27, 2015
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 2 โ€ขโ€ฏ Founding Partner, QVerity โ€“โ€ฏ Co-author of The NY Times bestsellers โ€œSpy the Lieโ€ and โ€œGet the Truthโ€ โ€“โ€ฏ Widely considered a leading authority on detection of deception, critical interviewing, and non-coercive elicitation โ€“โ€ฏ Developer of a behavioral screening program currently in use within the federal government and a variety of private industries โ€“โ€ฏ Provides consulting services for Forbes Top 10 Richest Families โ€“โ€ฏ Conducts high-level screening interviews within the U.S. government โ€“โ€ฏ 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 โ€ขโ€ฏ Former CIA security specialist and instructor (20+ years) โ€“โ€ฏ Extensive experience in interviewing, interrogation, and polygraph examination, focused primarily on national security, employment, and criminal issues โ€ขโ€ฏ Education โ€“โ€ฏ MA, Forensic Psychology and MA, Secondary Education/English, Marymount U. Susan Carnicero
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 3 Is she lying or telling the truth? Suspect
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 4
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 5 โ€ขโ€ฏ Analyze vs. speculate โ€ขโ€ฏ Manage your bias โ€ขโ€ฏ Recognize evasiveness โ€ขโ€ฏ Beware of aggression โ€ขโ€ฏ Differentiate between convince vs. convey โ€ขโ€ฏ Know what non-verbal cues mean Spy the Lie Keys to Success
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 6 โ€ขโ€ฏ Disregard global behaviors โ€ขโ€ฏ Identify the stimulus โ€ขโ€ฏ Focus on behaviors directly associated with the response โ€ขโ€ฏ Rely on: โ€“โ€ฏ Timing โ€“โ€ฏ Clusters Analyze vs. Speculate
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 7 Seconds Initial deceptive behavior must begin within the first five seconds 10 2 3 4 5 Question (stimulus) Answer (response) Timing
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 8 Seconds10 2 3 4 5 Question (stimulus) Answer (response) Start of deceptive verbal and non-verbal behaviors = Verbal = Non-Verbal Clusters
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 9 โ€ขโ€ฏ Ignore truthful behavior โ€ขโ€ฏ Avoid self-fulfilling prophecy โ€ขโ€ฏ Guards against the halo effect Manage Your Bias
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 10 โ€ขโ€ฏ Failure to provide information asked for โ€ขโ€ฏ Failure to deny โ€ขโ€ฏ Use of exclusionary qualifier(s) Recognize Evasiveness
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 11 โ€ขโ€ฏ Attacking the questioner โ€ขโ€ฏ Attacking third party โ€ขโ€ฏ Demonstrating an inappropriate level of concern Beware of Aggression
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 12 โ€ขโ€ฏ Convincing statements โ€ขโ€ฏ Referral statements โ€ขโ€ฏ Invoking religion โ€ขโ€ฏ Perception qualifiers Differentiate Between Convince vs. Convey
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 13 โ€ขโ€ฏ Behavioral pause โ€ขโ€ฏ Verbal/Non-verbal disconnect โ€ขโ€ฏ Anchor point movements โ€ขโ€ฏ Grooming gestures โ€ขโ€ฏ Hand to face Know What Non-verbal Cues Mean
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 14 Is she lying or telling the truth? Suspect
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 15
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 16 โ€ขโ€ฏ Analyze vs. speculate โ€ขโ€ฏ Manage your bias โ€ขโ€ฏ Recognize evasiveness โ€ขโ€ฏ Beware of aggression โ€ขโ€ฏ Differentiate between convince vs. convey โ€ขโ€ฏ Know what non-verbal cues mean Spy the Lie Keys to Success
Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 17

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Deception Training by a Former CIA Agent

  • 1. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 1 SPY THE LIE Digiday Agency Summit October 27, 2015
  • 2. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 2 โ€ขโ€ฏ Founding Partner, QVerity โ€“โ€ฏ Co-author of The NY Times bestsellers โ€œSpy the Lieโ€ and โ€œGet the Truthโ€ โ€“โ€ฏ Widely considered a leading authority on detection of deception, critical interviewing, and non-coercive elicitation โ€“โ€ฏ Developer of a behavioral screening program currently in use within the federal government and a variety of private industries โ€“โ€ฏ Provides consulting services for Forbes Top 10 Richest Families โ€“โ€ฏ Conducts high-level screening interviews within the U.S. government โ€“โ€ฏ 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 โ€ขโ€ฏ Former CIA security specialist and instructor (20+ years) โ€“โ€ฏ Extensive experience in interviewing, interrogation, and polygraph examination, focused primarily on national security, employment, and criminal issues โ€ขโ€ฏ Education โ€“โ€ฏ MA, Forensic Psychology and MA, Secondary Education/English, Marymount U. Susan Carnicero
  • 3. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 3 Is she lying or telling the truth? Suspect
  • 4. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 4
  • 5. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 5 โ€ขโ€ฏ Analyze vs. speculate โ€ขโ€ฏ Manage your bias โ€ขโ€ฏ Recognize evasiveness โ€ขโ€ฏ Beware of aggression โ€ขโ€ฏ Differentiate between convince vs. convey โ€ขโ€ฏ Know what non-verbal cues mean Spy the Lie Keys to Success
  • 6. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 6 โ€ขโ€ฏ Disregard global behaviors โ€ขโ€ฏ Identify the stimulus โ€ขโ€ฏ Focus on behaviors directly associated with the response โ€ขโ€ฏ Rely on: โ€“โ€ฏ Timing โ€“โ€ฏ Clusters Analyze vs. Speculate
  • 7. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 7 Seconds Initial deceptive behavior must begin within the first five seconds 10 2 3 4 5 Question (stimulus) Answer (response) Timing
  • 8. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 8 Seconds10 2 3 4 5 Question (stimulus) Answer (response) Start of deceptive verbal and non-verbal behaviors = Verbal = Non-Verbal Clusters
  • 9. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 9 โ€ขโ€ฏ Ignore truthful behavior โ€ขโ€ฏ Avoid self-fulfilling prophecy โ€ขโ€ฏ Guards against the halo effect Manage Your Bias
  • 10. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 10 โ€ขโ€ฏ Failure to provide information asked for โ€ขโ€ฏ Failure to deny โ€ขโ€ฏ Use of exclusionary qualifier(s) Recognize Evasiveness
  • 11. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 11 โ€ขโ€ฏ Attacking the questioner โ€ขโ€ฏ Attacking third party โ€ขโ€ฏ Demonstrating an inappropriate level of concern Beware of Aggression
  • 12. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 12 โ€ขโ€ฏ Convincing statements โ€ขโ€ฏ Referral statements โ€ขโ€ฏ Invoking religion โ€ขโ€ฏ Perception qualifiers Differentiate Between Convince vs. Convey
  • 13. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 13 โ€ขโ€ฏ Behavioral pause โ€ขโ€ฏ Verbal/Non-verbal disconnect โ€ขโ€ฏ Anchor point movements โ€ขโ€ฏ Grooming gestures โ€ขโ€ฏ Hand to face Know What Non-verbal Cues Mean
  • 14. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 14 Is she lying or telling the truth? Suspect
  • 15. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 15
  • 16. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 16 โ€ขโ€ฏ Analyze vs. speculate โ€ขโ€ฏ Manage your bias โ€ขโ€ฏ Recognize evasiveness โ€ขโ€ฏ Beware of aggression โ€ขโ€ฏ Differentiate between convince vs. convey โ€ขโ€ฏ Know what non-verbal cues mean Spy the Lie Keys to Success
  • 17. Copyright ยฉ 2015, QVerity, Inc. All rights reserved. 17