How to Spot a Liar

How to Spot a Liar

by Gregory Hartley, Maryann Karinch
Released September 2005
Publisher(s): Career Press
ISBN: 9781564148407

Read it now on the O’Reilly learning platform with a 10-day free trial.

O’Reilly members get unlimited access to books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.

Start your free trial

Book description

An International Spy Museum Bestseller!

Have you ever been lied to? Of course you have, whether you knew it or not.

Ever caught a spouse, business partner, parent, boss, or child brazenly lying right to your face? What if you could tell someone was lying, just by listening to them, and observing their action and behavior?

How to Spot a Liar is the first book that gives you the tools to figure out what’s really going on: to gain the upper hand in salary negotiation, move a prospective client toward the outcome you desire, and find out why you need to end a business or personal relationship.

Author Greg Hartley is a decorated military interrogator who has used the techniques in How to Spot a Liar for 16 years to get the truth from enemy combatants. He has successfully applied them to project management and in contract negotiations, to resolve conflict and prevail. Now he shares this scientific process with you so you can use it every day.

Who needs How to Spot a Liar? Anyone with a cheating spouse or manipulative boss. Anyone conducting job interviews or cold-calling prospective customers. Lawyers who need to “read” witnesses or jurors. Anyone trying to survive the dating scene or faced with a string of business meetings with clients. Anyone who has teenagers at home or works on Capitol Hill. Anyone whose success and happiness depends on clear interaction with others.

And anyone who wants to become just a bit more inscrutable, in business, life...even at the poker table!

Gregory Hartley’s expertise as an interrogator first earned him honors with the United States Army. More recently, it has drawn organizations such as the Defense Intelligence Agency, Navy SEALS, Federal law enforcement agencies, and national TV to seek his insights about “how to” as well as “why.” He resides near Atlanta, Georgia.

Maryann Karinch is the author of eight books, including Rangers Lead the Way: The Army Rangers’ Guide to Leading Your Organization Through Chaos (with Dean Hohl) and founder of The Rudy Agency, a literary agency based in Estes Park, Colorado

Table of contents

  1. Title Page
  2. Copyright Page
  3. Table of Contents
  4. Dedication
  5. Acknowledgements
  6. Introduction
  7. Section I: - Context
    1. Chapter 1 - Where Do These Techniques Come From?
      1. Why You Should Learn This
      2. Why I Learned This
      3. Interrogation History
      4. You Are a Prisoner
      5. Effects of Captivity
      6. You Are an Animal
      7. You Are an Interrogator
      8. You Are a Lie Detector
    2. Chapter 2 - Why and How People Lie
      1. Why You Lie
      2. The Mechanics of Lying
      3. The Styles of Lying
      4. Personality Types
      5. Temperament Types
    3. Are Men, Women, and Children Different?
      1. Full Body Scan
      2. Male and Female Gestures of Stress and Deception
      3. See, Hear, or Feel Your Way to New Ideas
      4. Your Memory Key: What, When, or Then What?
      5. Male and Female Minds—Or, “Oh, What a Small Corpus Callosum You Have!”
      6. The Confusion of Youth
  8. Section II: - Tools
    1. Chapter 4 - Planning and Preparation
      1. The Value of Planning and Preparation
      2. Background Information
      3. Rituals
      4. Roles
      5. Costumes and Scenery
    2. Chapter 5 - Baselining to Detect and Apply Stress
      1. The Importance of Baselining
      2. Facial Signs
      3. Body Signs
      4. Auditory Signs
      5. Trappings
      6. Rituals
      7. The Look and Feel of Daily Stress
      8. Using Baselining to Apply Stress
    3. Chapter 6 - Extracting Information
      1. Approaches
      2. Questioning
      3. The Basic Mechanics of Breaking a Liar
      4. Phases of Interrogation
  9. Section III: - Applying the Tools in Love
    1. Chapter 7 - Discovery
      1. Understanding Othello
      2. Scenario: Playing Lie Detector With a Spouse
    2. Chapter 8 - Extract the Truth
      1. Planning and Preparation
    3. Change the Way You Fight
      1. Ground Rules for Productive Fights
      2. How to Win Just to Win
      3. Derailing an Argument
    4. Are You in Love or Captivity?
      1. Shock of Capture
      2. Escape From Captivity
  10. Section IV: - Applying the Tools to Business
    1. Chapter 11 - Getting the Upper Hand in a Meeting
      1. Planning and Preparation
      2. Selecting the Approach
      3. Ground Rules for a Meeting
      4. Matching Location to Objective
      5. Handling Hot Issues
    2. Direct the Interview
      1. Directing a Job Interview
      2. Interviewing After Prolonged Unemployment
      3. Controlling Salary Negotiation
    3. Close the Deal
      1. Cold Calling
      2. Scenario: Steady Steps to Closing the Deal
      3. Both Sides of the Auto Deal
      4. Lawyers and Juries
  11. Section V: - Self-Defense
    1. Chapter 14 - How to Avoid Falling for These Techniques
      1. Identifying the Problem
      2. Hostage Survival in Business
      3. Hostage Survival in Love
      4. Anticipating Approaches
      5. Scenario: Closing the Deal From the Prospect’s Point of View
      6. Fending Off Approaches
      7. Sidetracking
      8. Evasion
      9. Defusing
      10. Creating Memory
      11. Confronting
      12. Quick Stress-Release Tips
      13. If All Else Fails
  12. Conclusion
  13. Glossary

Product information

  • Title: How to Spot a Liar
  • Author(s): Gregory Hartley, Maryann Karinch
  • Release date: September 2005
  • Publisher(s): Career Press
  • ISBN: 9781564148407