#39 – The Truth About Lying: How to Spot Deception in High-Stakes Negotiations

How can you tell if your negotiating partner is lying to you? This week on S4N, Gene dives into the art and science of lie detection – drawing on intelligence agency strategies and real-world tools every savvy negotiator should have in their toolkit. We begin with the deeper meaning behind the classic courtroom oath: "to tell the truth, the whole truth, and nothing but the truth." Gene explores what "the whole truth" really means in a negotiation, especially when deception isn't always black and white. Sharpen your ability to detect both obvious and subtle signs of dishonesty and explore why the key to spotting deception later lies in the relationships you build now.  Refine your approach to identifying behavioral shifts, verbal red flags, and nonverbal microexpressions that can quietly signal something's off. Packed with practical techniques, psychological insights, and compelling stories – including a surprising look into the interrogation of Lee Harvey Oswald – this episode is essential listening for attorneys, business professionals, and anyone involved in high-stakes discussions. Remember: negotiation is life. Mentioned in this episode: Spy the Lie: Former CIA Officers Teach You How to Detect Deception by Philip Houston, Michael Floyd, Susan Carnicero, and Don Tennant Liespotting: Proven Techniques to Detect Deception by Pamela Meyer "The Simplest Way to Spot a Liar", the 2018 article by Susan Krauss Whitbourne for Psychology Today Aug. 21, 1963 | Lee Harvey Oswald Interview WDSU-TV New Orleans Nov. 23, 1963 | Lee Harvey Oswald News Conference Lee Harvey Oswald: Rare Footage Body Language Analysis