Components of lying

In a study of the COMPONENTS OF LYING 🤥, HBS professor DEEPAK MALHOTRA found that, on average, liars use MORE WORDS than truth tellers and use FAR MORE THIRD-PERSON PRONOUNS.
They start talking about him, her, it, one, they, and their RATHER THAN I, in order to put SOME DISTANCE between THEMSELVES and THE LIE 😓

And they discovered that liars tend to speak in MORE COMPLEX SENTENCES in an attempt to win over their suspicious counterparts 😵‍💫

The researchers dubbed this the PINOCCHIO EFFECT 🤥 because, just like Pinocchio’s nose, THE NUMBER OF WORDS GREW ALONG WITH THE LIE ✖️

People who are lying are, understandably, more worried about being believed, so they work harder—too hard, as it were—at being believable 🥸

(From Chris Voss, Never Split the Difference)