Motivation impairment effect
This is because their nonverbal cues, such as adaptor gestures, sweating, kinesic behaviors, verbal disfluencies, etc., tend to be more pronounced due to increased stress, cognitive load, and heightened emotional state.
[1] There is some disagreement regarding the MIE hypothesis, with a few nonverbal communication scholars arguing that deception should not be examined as separate for senders and receivers, but rather as an integral part of the overall process.
[3] Therefore, a negative association is predicted between motivation and deception performance, but only when the observer has direct access to the deceiver's nonverbal cues.
[4] Interpersonal deception theory (Burgoon et al., 1995[5][6]) has more recently generated research challenging DePaulo & Kirkendol's motivation impairment effect hypothesis.
[3] Offering a set of alternative predictions derived from interpersonal deception theory, Burgoon et al. suggest increased motivation can often enhance both verbal and nonverbal performance irrespective of whether individuals are telling the truth or engaging in deception.
With this heightened motivation, deceivers are more successful at sensing suspicion than respondents are at spotting deception.
The harder deceivers try to create convincing lies, the more likely they are to arouse suspicion and, hence, fail at their efforts.
Instrumental deception occurs commonly in court when speakers intentionally lying under oath in an attempt to have their sentencing shortened, get off a case, or get off completely free.
[13] Oftentimes, identity-motivated individuals use deception as a show of competence or to provide prospects for success in their chosen careers.
[8] Nonverbal cues are considered to be like involuntary responses, such as tongue slips which are hard to control.
Furthermore, if individuals who are highly motivated to deceive others may use their motivation to their advantage through channeling most of their mental energy to creating a convincing story, their heightened desire may fail due to non-verbal cues which they may not recognize and are unable to control.
"If a liar plans what they are going to say, then they are going to have a larger quantity of words," [16] when giving their fabricated story or testimony.
In order to succeed in deception, liars are required to repress their verbal and non-verbal cues to conceal the fact that they are lying.
People also fabricate the truth and even talk their way around a lie to lower cognitive load, thus limiting nonverbal or verbal cues that show deception.
Poly graphs look at "the body's reactions to stress such as elevated heart rate, blood pressure, faster breathing".
[8] Collectivist: Individuals will behave in ways that are expected of them by others, rather than directly for their personal benefit, creating a greater focus on upholding the social rule and avoiding disruptive conflicts, even if it means deceiving to avoid such disturbances.
