By Eric VanEpps for TIME:
“You’ve never lied on your résumé, right?”
“Did your campaign coordinate with the Russian government during the 2016 election?”
“Will you sign with the Lakers this summer?”
If you ask me a question, you expect my response to be truthful. Otherwise, why would you even bother to ask the question? But it turns out that changing the way you phrase a question can affect whether people answer honestly or whether they conceal the truth.
In a series of studies published in the journal Organizational Behavior and Human Decision Processes, my colleagues and I tested how question phrasing influenced how people respond in competitive settings such as negotiations or job interviews, where people are strategic about what information they choose to reveal.
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Assistant Professor of Marketing, University of Utah
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