Lying Liars and The Lies They Lie About.

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2 Lying Liars and The Lies They Lie About. Wicklander Zulawski & Assoc. Brett L. Ward, CFI Vice President Client Relations Ext March 29, 2017

3 Wicklander Zulawski & Associates

4 INTERPRETATION OF BEHAVIOR Physical Verbal Speed Tone Inflexion Hesitation Mental Capacity Verbal Actual Words Spoken

5 PHYSICAL BEHAVIOR Illustrators Manipulators Emblems Posture MOVE!!!!

6 EVAULATE AGAINST POPULATION % Eye Contact Context of Situation Emotion Behavioral Clusters Posture Proxemics

7 Key Indicators Mental Capacity Bias Memory Emotional Maturity Economic, Ethnic, Geographic Differences

8 Real World Issues Mental Capacity Intelligent Communication Requires 2 Intelligent People *Can t Have a Mensa Level Conversation With Someone Who Has 3 rd Grade Range Record Spinning on 45 vs. 33? Mental Capacity (WE NEED TO ASK INTELLIGENT QUESTIONS!)

9 WEAKNESS OF LIES Memory Attacking Cognitively Visual / Audio / Emotion Rehearsed Anticipation Clear Behavioral Norm Neurolinguistics

10 Real World Examples The Utilization of Neurolinguistics The Reason I Haven t Made Solid Eye Contact With My 17 Year in a Decade. A Great Negotiation Tool When Questioning Staff As To How Many Hours of Shift Utilized On Instagram, Facebook & Twitter.. Not About Truth or Deception as Most Think.. When Questioning In Assumptive Format Zero Eye Contact Is What We In The Bidnizz Call A Clue..

11 HINTS OF DECEPTION Pre-programmed Talks Through Hands Created Jobs Premature Excuses Repeats Questions Responds With Questions Qualifying Statements Relies on Uncheckable Resources

12 Real World Examples Manipulators Noticed By the Keen Eye. Timing Incredibly Convenient.. Eye Contact At Point of Stimulus Irrelevant Apparently.. Clever Examples Include: Perfectly Timed Draw from Beverage Touching of Glasses At Point of Stimulus Glancing at Watch Supervised Scratch

13 Challenges Observed Barriers Across Abdomen Safety Family Pictures Badges / Certificates Clocks on Walls Religious Symbols/Pictures Significant Note Taking Proxemics Movement Our Behavior Becomes Interference

14 Interviewing Types of Lies Denial Omission Fabrication Exaggeration Minimization

15 Anticipate Denials Emphatic Denials Physical Verbal Explanatory Denials Objections I wouldn t do something like that You know me better than that That s impossible never would happen Typically truthful statements, from deceptive people.

16 How We Are Going to Test Integrity Develop a strong baseline up front Work on the art of Empathy Mirroring Anticipate deviation with Behavioral Clusters Attack the memory (Visual / Audio / Emotion) Enticement Questions Behavioral Questions Assumptive Questions

17 DEVELOPMENT OF BEHAVIORAL NORM & RAPPORT Proxemics Mirroring Neurolinguistics Visual? s Audio? s Emotional? s Illustrators Manipulators Emblems

18 CHANGE OF PERSPECTIVE Role Reversal Memorized Purpose to Move from Rejection to Evaluation Helps Them Understand Decision Making Process Allows Us the Opportunity to Observe and Relax As Well

19 Interview Strategies Selective Interview Technique Non Confrontational 10 Minutes or Less Psychological Approach Vs. Ambush Does Not Destroy Morale of Innocent

20 Integrity Questions To Consider - SIT What do you think should happen to someone who : Curses at Employees? Provides preferential treatment to certain employees? Threatens Employees with coercive measures? Shows physical aggressiveness to employees?

21 Integrity Questions To Consider - SIT Can you think of any circumstances where it might be considered appropriate to : Proposition employees unwantedly? Telling jokes of a sexual nature? Physically grabbing an employee? Telling racial or sexually explicit jokes to employees?

22 Integrity Questions To Consider - SIT Hypothetically speaking Brett, lets say that you did in fact (See Below), what would you be worried about? : Physically threaten an employee? Tell sexually explicit jokes at the workplace? Verbally threatened a co-worker? Sent racially insensitive s at the workplace? Propositioned a co-worker with benefits for?

23 Integrity Questions To Consider Assumptive Questions Brett Let me ask you a question. How many times in the last year of employment here with the company have you: Touched a co-worker inappropriately? Used racially charged language? Cursed at one of your co-workers? Propositioned a co-worker in an unwanted fashion? Been counseled for behavior in the workplace?

24 Wicklander Zulawski & Associates Founded in 1982 Brett L. Ward, CFI Vice President Client Relations