The Truth Detector: An Ex-FBI Agent’s Secrets to Getting People to Reveal the Truth – John R. "Jack" Schafer

Negotiate Anything

American Negotiation Institute

Education, Careers, Business

4.8 • 659 Ratings

🗓️ 25 February 2025

⏱️ 54 minutes

🔗️ Recording | iTunes | RSS

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Summary

Request A Customized Workshop For Your Company In this enlightening episode of "Negotiate Anything," host Kwame Christian sits down with expert Jack Schafer to explore the intricate dynamics of deception and how it fits into the broader context of negotiation and human interaction. Schafer, with his extensive background in law enforcement and behavioral analysis, shares insights into understanding deception not merely as a negative influence, but as a complex element of communication. The discussion covers the art of deception detection and techniques to manage conversations where dishonesty is present, emphasizing empathetic and respectful approaches that maintain relationships. Listeners are equipped with innovative techniques that integrate strategic questioning, observation of non-verbal cues, and ways to make people feel respected and valued, which can transform the negotiation landscape. What will be covered: Techniques to detect deception through behavioral and verbal cues. The use of elicitation in negotiations to gain truthful information without direct confrontation. Strategies to handle deception while preserving relationships in negotiations. Connect with John R. "Jack" Schafer Buy Now: The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth (The Like Switch Series Book 2) Buy Now: The Like Switch: An Ex-FBI Agent's Guide to Influencing, Attracting, and Winning People Over (1) (The Like Switch Series) Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!

Transcript

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0:41.2	You are hypersensitive to the fact that person knows your lying. In other words, the good example is that if you have the spot on your tie, nobody notices the spot on your tie until you say, look at the spot on my tie, and that's the only thing they can look at.
0:55.5	The other example is if you bought a particular model of car,
0:59.2	the next day after buying that car, you see that car everywhere.
1:02.7	And it's called the spotlight effect.
1:04.9	So what that does is it enhances the nonverbal indicators of deception.
1:13.9	So I can say to you, I know you're lying because this, this and that. And you go like, how does he know? Now, don't ask the person, do you know
1:19.1	somebody? Ask him, when's the last time you saw him? When the first time did you meet that person?
1:24.2	So now that now you're thinking, wow, you didn't ask me if I knew him. He said,
1:28.5	when was the last time he met him?
1:31.7	Hey, I'm Kwame Christian, and you are about to step into the world of Negotiate Anything,
1:36.8	the number one negotiation podcast in the world where we teach you how to make difficult
1:41.6	conversations easier while getting more of what you want in the
1:44.6	process. Each episode is packed with practical tips and strategies from the experts. We delve into
1:50.8	negotiation, conflict resolution, and leadership skills that are crucial in both business and in
	...

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