Discussion Questions

     Chapter 12 - Deception


    1. What is deception? Include deceptive acts according to the type of lie told, liars motivations, and strategies for manipulating information.
     

    2. What is the four-factor model of interpersonal deception theory? 
     
     

    3. Why are people lousy lie detectors?
     
     

    4. What factors prevent us from accurately judging veracity?
     

    5. What influences how successful a liar is at getting people to believe them?
     

    6. What did you discover about deception and persuasion?

    CIALDINI BOOK Chapter 6

    1. What is the Milgram experiment?
     

    2. What are the three (3) most influential symbols of authority discussed in the chapter?
     
     
     
     



     

    Key Terms

    • Deception
    • Motives for lying
    • Sending capacity hypothesis
    • Machiavellianism
    • High self monitor
    • Truth bias
    • Lie bias
    • Nonverbal clues to deception