truthful person tends not to use such phrases. Nonverbal cues: Steve again breaks eye contact; it is very difficult for most people to lie while maintaining eye contact.
Joe: “The owner has asked me to review some vendors which have been used on projects you supervise. Are you familiar with Construction Supply Company, P.O. Box 1961, Moorhead, Minnesota?” Steve: “Vaguely, we did business with them for about three years. We don’t do business with them anymore.” (Takes off glasses, rubs eyes, lays glasses on the table, recrosses arms and legs) Verbal cues: Joe had actually spent 15-20 minutes asking Steve about vendors known to be legitimate before asking about the first fictitious vendor. When questioned about legitimate vendors, Steve was able to recall all pertinent information. However, when questioned about the fictitious vendors, Steve suddenly had problems remembering anything about them. Nonverbal
cues: The question about Construction Supply Company, a fictitious vendor created by Steve, has made Steve very anxious. In an effort to relieve the stress created by this question, he has shifted his body position and taken off his glasses. Taking off the glasses is a form of breaking eye contact. It will be easier for Steve to lie looking at Joe with blurred vision than with clear eye-to- eye contact. Joe: “Which projects did they supply?” Steve: “I don’t recall.” Joe: “What kinds of supplies were typically purchased from them?” Steve: “I’m not sure. They weren’t a major supplier.” Joe: “Who is the sales rep for the company?” Steve: “I don’t remember.” Joe: “Are you familiar with Specialist Supply?” Steve: “Yes, we do business with them on occasion.” Joe: “Where are they located?” Steve: “I don’t remember.” (Joe stands up and stretches.)