Identificar mentiras

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HOW TO GET THE TRUTH IN 5 M I NU T E S OR LESS IN ANY CONVERSATION OR SITUATION

DAVID J.LIEBERMAN, PH.D.

ST. MARTIN'S GRIFFIN NEW YORK

ACKNOWLEDGMENTS

I would like to thank Jennifer Enderlin, my editor at St. Martin's. She is an exceptional talent whose ability is matched only by her boundless passion for her work. And to those who have worked tirelessly, my warmest thanks to thepublicity, marketing, advertising, and sales departments at St. Martin's for their intense efforts and commitment: Alison Lazarus, John Cunningham, Steve Kasdin, John Murphy, Jamie Brickhouse, Mike Storrings, Janet Wagner, Mark Kohut, and James Wehrle, and to the entire Broadway Sales Department for their continued efforts on behalf of this book. A special thanks to St. Martin's publisher, SallyRichardson, for her vast enthusiasm and belief in this project. A thousand thanks to David Stanford Burr, production editor, and Nancy Inglis, copy editor, for their outstanding work on the manuscript. Their hard work and diligence is evident throughout this entire book.

I would like to thank my agents, Michael Larsen and Elizabeth Pomada. The success of their agency is a clear reflection oftheir professionalism and dedication. In an industry of giants, they stand without equals. My infinite appreciation and gratitude to Barbara and William O'Rourke, who gave me the two things every writer needs: tranquility and computer help. And my thanks to Laurie Rosin, one of the nation's leading freelance editors, for invaluable input and suggestions. While much of information in this book is basedon newly developed and leading-edge research and technologies, I would be remiss if I did not acknowledge the evolution of the process and contributions of those giants in the fields of human behaviour, linguistics, and hypnosis: Milton Erickson, Robert Cialdini, Paul Ekman, Fred Bootle, Elliot Aronson, Judson Mills, Stephen Worchel, Jack Brehm, Stanley Milgram, and Ray Birdwhistell.

A NOTETO R E A D E R S

To those in law enforcement: make sure that you check appropriate federal and state laws regarding both interviewing and interrogation. Those in the private sector must use judgment and common sense when using this system. Caution is always advised when you are dealing with individuals suspected of illegal acts or illicit activities. There will be those who will try to usethis information to manipulate others and exploit situations. But do you hold back information that can help people because of a fear that there will be those who will abuse it? To live in a world where information is distributed based upon the damage that can be caused by the lowest common denominator is to spiral away from progress and away from hope. It is with high hope and expectation that thetechniques in this book will be used appropriately, with benevolence, and with the purposes for which they were intended.

INTRODUCTION
THE PROCESS A N D THE P O W E R
Honesty is at the cornerstone of every relationship, whether it's business or personal. Being aware of someone else's true intentions is undeniably valuable, often saving you time, money, energy, and heartache. When you know aperson's true intent, you have the power to control the situation, or at the very least not be taken advantage of. There is no greater ability than consistently and constantly making the right decisions in life. Remember, though, your decisions are only as solid and right as the facts that you base them on. You will learn how to get at the message beneath the words, how to know what people arethinking when they don't say what's really on their mind. A former client of mine put it best when she said, "It's like having a man inside their camp—an outpost in their head." In an ideal society there would be no need for lies or for this book. But we live in a world of deception. And whether you want to play or not, you're in the game. The question is, do you want to win? In romance you need...
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