Emotions and Deception Detection Skills

Size: px

Start display at page:

Download "Emotions and Deception Detection Skills"

Carol Jefferson
5 years ago
Views:

1 Emotions and Deception Detection Skills Smarter Procurement using science-based people skills Based on the Science of Dr Paul Ekman Alan Hudson, Managing Director, EI Asia Pacific

2 Who Are We? EI Asia Pacific & TGI Trainers, Psychologists, Coaches, Consultants Accredited trainers in Science and research of Dr Paul Ekman Behavioural Science for the Real World The only Ekman accredited firms in Australia and New Zealand

3 Dr Paul Ekman the Science World s foremost authority on facial expressions and emotional awareness Chief science advisor to Fox s Lie To Me Ekman s groundbreaking work, five cultures, universality of core emotions US experience with Behavioural Analysis and the design of SPOT (Screening Passengers by Observation Technique) Strong empirical evidence - results delivered to US Congress ETaC training taking Behavioural Analysis to a wider audience

4 Client Procurement Challenges Major importer of cars from South-East Asia Major problem with dealers lying about performance to claim higher discounts Key exporter of communications technology Needed accurate assessment of intent in cross cultural negotiations in north Asia To determine credibility and authenticity of negotiating parties in high stakes sales settings Are they for real?

5 When can sharpened human judgment demonstrate benefit in the procurement context? Evaluating tenders/ bids / contract discussions Assess credibility and authenticity in face to face contexts is this person for real? Reading critical cues and context accurately Detect elevated levels of emotion Tune into channels of information most people cannot control Targeting probing and questioning skills. Distinguishing those aiming to deceive from those who are honest

6 Skills to assess a person s whole demeanour Demeanour incorporates Facial expressions Emotions Vocal tone, style and content Body language Provides cues for us to adapt our strategy and approach

7 Why are emotions so critical in Behavioural Analysis?

8 Emotions are critical to understand Most behaviour is driven by the desire to experience or not experience an emotion We convey signals that tell others how we are feeling We have universal emotions based on evolution

9 Seven Universal Emotions with hard-wired facial expressions: Fear Sadness Disgust Happiness Surprise Contempt Anger.

10 Neutral

11 Contempt

12 Anger

13 Surprise

14 Sad

15 Happy genuine false

16 Fear

17 Disgust

18 Credibility and Deception - in high stakes contexts Understanding and being able to read an individual s cognitive and emotional state critical in accurate assessment of credibility, deception, authenticity When people lie it matters what they think and what they feel (Dr Paul Ekman, Telling Lies, 2009)

19 How to read the critical signs for Credibility and Deception Facial expressions indicating a mismatch with other channels Lack of synchronicity across channels Putting a framework around intuition about a situation and knowing questions to ask, when and how to probe

20 Ekman Training two core options Evaluating Truthfulness and Credibility - 4 Day program Working knowledge of science base and communication channels Mix of practical / video exercises Build Knowledge and develop skills Assessment + performance development Develop implementation strategies Melbourne 7 10 October Sydney 29 1 November Canberra November Brisbane February Truth and Lies: the Science - Intro 1 Day program Leap from myths and guesswork to data driven analysis Distillation of core science Pre and post skills test included Interactive formats to create an engaging and effective workshop Useful skills to read people quickly Canberra Tue 20 August Melbourne Tue 10 September Sydney Thu 19 September

21 In Summary Behavioural analysis skills helps sharpen human judgement and improves our ability to read people and situations accurately Science based skills help us make reliable assessments of people and contexts and respond accordingly Key facial emotions are universal, same core expressions regardless of ethnicity, culture Behavioural skills can be learned and developed to various levels of capability

22 Thanks! Alan Hudson EI Asia Pacific

Spotting Liars and Deception Detection skills - people reading skills in the risk context. Alan Hudson

Spotting Liars and Deception Detection skills - people reading skills in the risk context Alan Hudson < AH Business Psychology 2016> This presentation has been prepared for the Actuaries Institute 2016