In times of economic uncertainty, honesty in business dealings can become surprisingly…flexible. Suppliers face mounting pressure to maximize profits. Meanwhile, meeting planners cite rising costs and shrinking budgets as their most pressing concerns, according to the latest Northstar/Cvent Meetings Industry PULSE Survey.
Careful listening is critical in all business dealings, but visual observation can be equally revealing, says Traci Brown, a renowned body-language expert and behavior analyst. Those who can recognize subtle verbal and nonverbal signs of deception gain a distinct advantage in negotiations—and in any interpersonal communication.
Recognizing Deceptive Verbal Responses
Evasive answers often signal dishonesty. Pay close attention to how someone answers yes-or-no questions. Responses other than “yes” or “no” can suggest deception, such as “I think so,” “I don’t recall” or “to the best of my knowledge.” Similarly, watch out for absolutes like “never” or “always,” as well as double answers like “yes, yes” or “no, no.”
Physical Signs of Deception
While words can be deliberately manipulated, the body often reveals untruths subconsciously. Here are nine physical signs that indicate what’s being said might not be the whole truth:
- The Nodding Head
Body language that conflicts with verbal responses is a significant clue. A head nodding up and down signals “yes,” while side-to-side movement means “no.”
“People subconsciously accent things with their heads all the time,” Brown emphasizes, adding that the head is often more trustworthy than the mouth. In her corporate presentations, Brown shares video clips of high-profile figures denying serious accusations — all while shaking their heads “yes.” Examples include President Bill Clinton denying relations with Monica Lewinsky, JonBenét Ramsey’s father denying involvement in his daughter’s death, and Patriots quarterback Tom Brady denying the deflation of footballs.
- Lips That Hide
Folding one’s lips inward before speaking is a telltale sign of hesitation or withheld information. “When people’s lips disappear, they’re holding back information,” says Brown. “The next thing that comes out of their mouth is either a half-truth or a lie.” - Hand-to-Mouth Gestures
Raising a hand to the lips during conversation, such as placing fingers over the mouth, often signals deception or an omission. - Big, Bold and Bogus
Exaggerated gestures, frequent interruptions and a stiff demeanor are typical signs of practiced deceit. (Watching the news is a good way to practice your powers of observation!) - He Doth Protest Too Much
Loud and overly dramatic denials frequently indicate dishonesty. “The ones who work extra hard to look like the good guy are the ones we need to be wary of,” Brown warns. (As a former professional cyclist, she cites Lance Armstrong as an example.) - Lying Eyes
Rapid blinking reflects anxiety, which often accompanies dishonesty. Also, avoidance of eye contact can be a sign of discomfort. - Defensive Postures
Tightly crossed arms or a tense stance can signal concealed information. - Micro-Expressions
Brief, involuntary facial cues—such as a fleeting frown—can inadvertently reveal genuine emotions. “Micro-expressions are windows to honesty,” says Brown. - The Pregnant Pause
Taking more than five seconds to respond to a question often indicates deception.
Questions for Truth-Seekers
When you suspect untruths or omissions, asking thoughtful, open-ended questions in a calm, positive tone can either encourage transparency or reveal more red flags. Brown recommends questions such as:
- “It seems like you might have more to say. Would you like to expand on XYZ?”
- “Are you uncomfortable with anything we’ve discussed?”
- “Is there anything else I should know?”
As the event date approaches, consider asking: “What can I do to ensure there are no surprises?” This positions the planner as a proactive and collaborative partner while inviting the supplier to raise any lingering concerns.
