In a study of the COMPONENTS OF LYING \ud83e\udd25, HBS professor DEEPAK MALHOTRA found that, on average, liars use MORE WORDS than truth tellers and use FAR MORE THIRD-PERSON PRONOUNS.
\nThey start talking about him, her, it, one, they, and their RATHER THAN I, in order to put SOME DISTANCE between THEMSELVES and THE LIE \ud83d\ude13<\/p>\n
And they discovered that liars tend to speak in MORE COMPLEX SENTENCES in an attempt to win over their suspicious counterparts \ud83d\ude35\u200d\ud83d\udcab<\/p>\n
The researchers dubbed this the PINOCCHIO EFFECT \ud83e\udd25 because, just like Pinocchio\u2019s nose, THE NUMBER OF WORDS GREW ALONG WITH THE LIE \u2716\ufe0f<\/p>\n
People who are lying are, understandably, more worried about being believed, so they work harder\u2014too hard, as it were\u2014at being believable \ud83e\udd78<\/p>\n
(From Chris Voss, Never Split the Difference)<\/p>\n","protected":false},"excerpt":{"rendered":"
In a study of the COMPONENTS OF LYING \ud83e\udd25, 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 \ud83d\ude13 And they discovered that liars tend to speak in MORE COMPLEX SENTENCES in an attempt to win over their suspicious counterparts \ud83d\ude35\u200d\ud83d\udcab The researchers dubbed this the PINOCCHIO EFFECT \ud83e\udd25 because, just like Pinocchio\u2019s nose, THE NUMBER OF WORDS GREW ALONG WITH THE LIE \u2716\ufe0f People who are lying are, understandably, more worried about being believed, so they work harder\u2014too hard, as it were\u2014at being believable \ud83e\udd78 (From Chris Voss, Never Split the Difference)<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2,5],"tags":[],"class_list":["post-92","post","type-post","status-publish","format-standard","hentry","category-books","category-personal-development"],"_links":{"self":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/posts\/92","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=92"}],"version-history":[{"count":1,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/posts\/92\/revisions"}],"predecessor-version":[{"id":665,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/posts\/92\/revisions\/665"}],"wp:attachment":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=92"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=92"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=92"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}