"Most commonly held notions about lie detection are bogus. Eye contact, for example, tells us nothing.... In some cultures, looking directly at others is considered rude." Mike, it's a relief to see that since you wrote The Art of Negotiation you have refined your position about the significance of eye contact: "A presenter's poise, passion, and eye contact are in themselves strong predictors of success" (2013, page 217).
Thanks for following Jazz (and having carefully read my Art of Negotiation book)!
We seem to be talking about two quite different things.
One is supposed lie detection "tells." Research has long shown that eye contact (or the lack of it) is irrelevant. I'll stand by that.
Your quotation from p. 217 is something else. It draws on Lakshmi Balachandra's research on pitches and the factors that can help make them engaging and successful. (Her work is cited just before that quote.) I feel sorry for someone who has a great idea, but can't find investors because he mumbles and stares at the rug. And I also feel sorry for investors who throw good money at some charmer who's pitching a start-up that's not worth a dime.
love this topic. Most of time , i can not tell people lie, but trust them in their way.
"Most commonly held notions about lie detection are bogus. Eye contact, for example, tells us nothing.... In some cultures, looking directly at others is considered rude." Mike, it's a relief to see that since you wrote The Art of Negotiation you have refined your position about the significance of eye contact: "A presenter's poise, passion, and eye contact are in themselves strong predictors of success" (2013, page 217).
Hello Tony,
Thanks for following Jazz (and having carefully read my Art of Negotiation book)!
We seem to be talking about two quite different things.
One is supposed lie detection "tells." Research has long shown that eye contact (or the lack of it) is irrelevant. I'll stand by that.
Your quotation from p. 217 is something else. It draws on Lakshmi Balachandra's research on pitches and the factors that can help make them engaging and successful. (Her work is cited just before that quote.) I feel sorry for someone who has a great idea, but can't find investors because he mumbles and stares at the rug. And I also feel sorry for investors who throw good money at some charmer who's pitching a start-up that's not worth a dime.
Best,
Mike