but it's just come to my attention

但那引起我的注意

that the person to your right is a liar.

在你右邊的那人是騙子。

(Laughter)

(笑)

Also, the person to your left is a liar.

還有，你左邊的那個是個騙子。

Also the person sitting in your very seats is a liar.

坐在你位子上的那個人也是個騙子。

We're all liars.

我們全是騙子。

What I'm going to do today

今天我要做的是

is I'm going to show you what the research says about why we're all liars,

我要讓你們看看為何研究指出我們都是騙子的理由、

how you can become a liespotter

你如何能成為識破謊言者

and why you might want to go the extra mile

及為何你也許想更進一步

and go from liespotting to truth seeking,

由識破謊言到尋求真相，

and ultimately to trust building.

最終到信任的殿堂。

Now speaking of trust,

說到信任,

ever since I wrote this book, "Liespotting,"

打從我寫這本書《破解謊言》

no one wants to meet me in person anymore, no, no, no, no, no.

再也沒有人想和我會面，不、不、不、不、不。

They say, "It's okay, we'll email you."

他們說：「沒關係，我們會email 給你。」

(Laughter)

(笑)

I can't even get a coffee date at Starbucks.

我甚至得不到在星巴克喝咖啡的約會。

My husband's like, "Honey, deception?

我丈夫會說：「親愛的，『欺騙』?

Maybe you could have focused on cooking. How about French cooking?"

也許你可以專研烹飪。法國烹飪如何?」

So before I get started, what I'm going to do

那麼在開始前，我首先要

is I'm going to clarify my goal for you,

為你們釐清我的目標,

which is not to teach a game of Gotcha.

我不是要教『抓鬼(Gotcha)』遊戲。

Liespotters aren't those nitpicky kids,

識破謊言者不是那些雞蛋裡挑骨頭的孩子，

those kids in the back of the room that are shouting, "Gotcha! Gotcha!

在房子後面大喊：「抓到了! 抓到了!

Your eyebrow twitched. You flared your nostril.

你的眉毛抽搐、你撐大鼻孔。

I watch that TV show 'Lie To Me.' I know you're lying."

我有看電視節目〈對我撒謊〉(Lie to me)。我知道你在說謊。」

No, liespotters are armed

不，識破謊言者身懷

with scientific knowledge of how to spot deception.

辨識欺騙的科學知識。

They use it to get to the truth,

他們用之以取得真相，

and they do what mature leaders do everyday;

他們做謹慎的領導者每天在做的事；

they have difficult conversations with difficult people,

他們運用招術與棘手的人物交談，

sometimes during very difficult times.

有時更是在相當難熬的時候。

And they start up that path

他們一開始便循

by accepting a core proposition,

依據同意一個核心論點的路線,

and that proposition is the following:

該論點如下述：

Lying is a cooperative act.

『說謊是一種樂意共構的行動』。

Think about it, a lie has no power whatsoever by its mere utterance.

想一想，單僅是話語，一個謊言成不了氣候。

Its power emerges

其能量匯集而成，

when someone else agrees to believe the lie.

當其他人同意也相信謊言。

So I know it may sound like tough love,

我知道那也許聽來像『嚴苛的愛(tough love)』,

but look, if at some point you got lied to,

但聽好，在某些時候你被騙

it's because you agreed to get lied to.

那是因為你同意被騙。

Truth number one about lying: Lying's a cooperative act.

有關說謊的一號真相：說謊是一種共構的行為。

Now not all lies are harmful.

不是所有的謊言都有害。

Sometimes we're willing participants in deception

有時我們是騙局的自願參與者，

for the sake of social dignity,

為社交體面之故，

maybe to keep a secret that should be kept secret, secret.

可能對當保守的袐密守口如瓶。

We say, "Nice song."

我們說：「好歌。」

"Honey, you don't look fat in that, no."

「親愛的，你穿那件看起來不胖，不。」

Or we say, favorite of the digiratti,

或是網路高手的最愛，我們說：

"You know, I just fished that email out of my spam folder.

「你明白的，我才剛從垃圾郵件匣找出那封信。

So sorry."

所以，抱歉囉!」

But there are times when we are unwilling participants in deception.

但有時我們是非自願參與欺騙。

And that can have dramatic costs for us.

我們為其付出慘痛代價。

Last year saw 997 billion dollars

去年發生了九千九百七十億元

in corporate fraud alone in the United States.

企業集團詐欺，單單在美國。

That's an eyelash under a trillion dollars.

只差一點就到一兆美元了。

That's seven percent of revenues.

那是7%的稅收。

Deception can cost billions.

詐欺能耗上數來億。

Think Enron, Madoff, the mortgage crisis.

想想安隆案( Enron)、馬道夫騙局(Madoff)、次級房貸危機。

Or in the case of double agents and traitors,

或者是雙重代理和背信的案例，

like Robert Hanssen or Aldrich Ames,

像是Robert Hanssen或者Aldrich Ames(兩者皆為間諜),

lies can betray our country,

謊言能出賣我們的國家、

they can compromise our security, they can undermine democracy,

謊言會危及我們國防、謊言能削弱民主、

they can cause the deaths of those that defend us.

謊言會導致捍衛我們的一切瓦解。

Deception is actually serious business.

詐欺事實上是危險的生意。

This con man, Henry Oberlander,

騙徒Henry Oberlander，

he was such an effective con man

他是高桿的騙徒,

British authorities say

英國當局表示

he could have undermined the entire banking system of the Western world.

他本可破壞西方世界的整個銀行系統。

And you can't find this guy on Google; you can't find him anywhere.

你在Google搜尋不到這個人；你無從找起。

He was interviewed once, and he said the following.

他有次受訪，說了這樣的話，

He said, "Look, I've got one rule."

他說：「瞧，我有條法則。」

And this was Henry's rule, he said,

這是『亨利的法則』，他說：

"Look, everyone is willing to give you something.

「瞧，每個人願意給你某東西。

They're ready to give you something for whatever it is they're hungry for."

他們準備好給你某東西，換取他們渴求的，不論是什麼。」

And that's the crux of it.

而這就是其關鍵。

If you don't want to be deceived, you have to know,

若你不想被欺騙，你必須知道

what is it that you're hungry for?

你最渴望的是什麼?

And we all kind of hate to admit it.

我們都有點討厭承認這點。

We wish we were better husbands, better wives,

我們希望我們是更佳的丈夫、更佳的妻子；

smarter, more powerful,

更聰明、更有權力、

taller, richer --

更高、更富有──

the list goes on.

願望清單不勝枚舉。

Lying is an attempt to bridge that gap,

說謊是企圖在那道溝上架橋；

to connect our wishes and our fantasies

把我們的願望、幻想

about who we wish we were, how we wish we could be,

關於我們希望我們是誰、我們希望我們能如何

with what we're really like.

與我們真正面貌連結。

And boy are we willing to fill in those gaps in our lives with lies.

嘿!我們樂意以謊言填滿我們生命的溝壑。

On a given day, studies show that you may be lied to

在某段時間，研究顯示，你可能被誆

anywhere from 10 to 200 times.

在任何地點，次數起碼10次至200次。

Now granted, many of those are white lies.

當然，多數是無傷大雅的謊言。

But in another study,

但在另一個研究指出，

it showed that strangers lied three times

陌生人撒謊三次，

within the first 10 minutes of meeting each other.

在彼此見面的初始10分鐘內。

(Laughter)

(笑)

Now when we first hear this data, we recoil.

我們初次得知這個數據，大為震驚。

We can't believe how prevalent lying is.

不敢置信，說謊已蔚然成風。

We're essentially against lying.

本質上，我們是反對說謊。

But if you look more closely,

但若你仔細瞧，

the plot actually thickens.

情節著實撲朔迷離。

We lie more to strangers than we lie to coworkers.

我們對陌生人說的謊比對工作伙伴說的還多。

Extroverts lie more than introverts.

外向者說的謊言多於內向者。

Men lie eight times more about themselves

男人談論自己時撒的謊是

than they do other people.

談論他人時的八倍多。

Women lie more to protect other people.

女人說謊大多為了保護他人。

If you're an average married couple,

若你們是一對普通的已婚夫婦，

you're going to lie to your spouse

你會對你的配偶撒謊，

in one out of every 10 interactions.

每十次的交流就有一次。

Now you may think that's bad.

現在你也許認為那不好。

It you're unmarried, that number drops to three.

若你未婚，則數字掉至三次有一次。

Lying's complex.

說謊是複雜糾結的。

It's woven into the fabric of our daily and our business lives.

人們以之編造出我們每日生活、買賣交易的基本結構。

We're deeply ambivalent about the truth.

我們對於真相深感矛盾，

We parse it out on an as-needed basis,

我們將其解讀成一種『需要基礎』，

sometimes for very good reasons,

有時理由十分充分，

other times just because we don't understand the gaps in our lives.

其他時候只因我們不了解我們生活的溝渠。

That's truth number two about lying.

那是關於說謊的真相二。

We're against lying,

我們反對說謊,

but we're covertly for it

但我們又暗渡陳倉，

in ways that our society has sanctioned

以我們的社會讚許的方式

for centuries and centuries and centuries.

存在已有好幾個世紀。

It's as old as breathing.

如呼吸一般的久遠。

It's part of our culture, it's part of our history.

是我們文化的一部分；歷史的一部分。

Think Dante, Shakespeare,

想想但丁(Dante)、莎士比亞( Shakespeare)

the Bible, News of the World.

《聖經》(Bible)、《世界新聞報》(News of the World)。

(Laughter)

(笑)

Lying has evolutionary value to us as a species.

說謊對身為一物種的人類有演化的貢獻。

Researchers have long known

研究人員老早就已知

that the more intelligent the species,

物種愈是聰明，

the larger the neocortex,

新皮質愈是大，

the more likely it is to be deceptive.

更可能難以捉摸。

Now you might remember Koko.

你們也許記得Koko 。

Does anybody remember Koko the gorilla who was taught sign language?

有誰記得被教導手語的大猩猩Koko?

Koko was taught to communicate via sign language.

Koko被教導以手語溝通。

Here's Koko with her kitten.

這是Koko和牠的小貓。

It's her cute little, fluffy pet kitten.

牠的嬌小玲瓏、毛茸茸的寵物貓。

Koko once blamed her pet kitten

Koko有次責備小寵物貓

for ripping a sink out of the wall.

把水槽從牆上給拆下來。

(Laughter)

(笑)

We're hardwired to become leaders of the pack.

我們生來即為群雄/賊之首，

It's starts really, really early.

這是真的真的很早就開始的行為。

How early?

有多早?

Well babies will fake a cry,

嗯，嬰兒假哭,

pause, wait to see who's coming

停一下，等著瞧誰會來搭理,

and then go right back to crying.

然後回頭繼續哭。

One-year-olds learn concealment.

一歲學會隱瞞；

(Laughter)

(笑)

Two-year-olds bluff.

兩歲學會裝模作樣；

Five-year-olds lie outright.

五歲撒謊不臉紅，

They manipulate via flattery.

他們巧妙的運用花言巧語；

Nine-year-olds, masters of the cover up.

九歲，掩飾能手；

By the time you enter college,

到了進大學前，

you're going to lie to your mom in one out of every five interactions.

每五次和母親的交流中，有一次你會對她撒謊。

By the time we enter this work world and we're breadwinners,

到了進職場、掙錢養家,

we enter a world that is just cluttered

我們進入了一個世界，充斥著

with spam, fake digital friends,

垃圾郵件、虛假的數位朋友

partisan media,

政黨媒體、

ingenious identity thieves,

神通廣大的身份盜賊、

world-class Ponzi schemers,

世界級騙局陰謀者(Ponzi schemers) 、

a deception epidemic --

一種欺騙流行病──

in short, what one author calls

簡而言之，某位作家稱其為

a post-truth society.

後真相社會。

It's been very confusing

長久以來

for a long time now.

一直令人困或不解。

What do you do?

你能做什麼呢?

Well there are steps we can take

我們可以採取這些步驟

to navigate our way through the morass.

引領我們走出泥淖的明路。

Trained liespotters get to the truth 90 percent of the time.

受過訓的識破謊言者有百分之九十的時候，能獲得真相。

The rest of us, we're only 54 percent accurate.

我們則只有54%的準確度。

Why is it so easy to learn?

為何容易學呢?

There are good liars and there are bad liars. There are no real original liars.

有擅長說謊的人和蹩腳的編謊者；沒有誰是真正的謊言原創者。

We all make the same mistakes. We all use the same techniques.

我們都犯同樣的錯誤；我們都使用同樣的伎倆。

So what I'm going to do

那麼，我打算做什麼呢......

is I'm going to show you two patterns of deception.

我要讓你們看兩種欺騙的模式。

And then we're going to look at the hot spots and see if we can find them ourselves.

然後我們來檢視這些關鍵跡象(hot spots)並看看我們自己能否找出關鍵跡象。

We're going to start with speech.

我們先來看這段演說。

(Video) Bill Clinton: I want you to listen to me.

(影視)比爾‧克林頓：「我要你們聽我說。

I'm going to say this again.

我要再次重申

I did not have sexual relations

我沒有和那女人,

with that woman, Miss Lewinsky.

Lewinsky小姐發生性關係。

I never told anybody to lie,

我從未教唆任何人說謊，

not a single time, never.

一次也沒有；從未。

And these allegations are false.

這些是子虛烏有的指控。

And I need to go back to work for the American people.

我必須回到崗位為美國人民工作了。

Thank you.

謝謝。」

Pamela Meyer: Okay, what were the telltale signs?

Pamela Meyer：好，什麼是洩漏內情的訊號?

Well first we heard what's known as a non-contracted denial.

我們聽到所謂的非縮寫式的否認。

Studies show that people who are overdetermined in their denial

研究顯示，人們過度堅決否認

will resort to formal rather than informal language.

會採取正式的語言而不是非正式的語言。

We also heard distancing language: "that woman."

我們也聽到了疏離語言：『那女人』。

We know that liars will unconsciously distance themselves

我們知道說謊者會下意識地讓自己疏離

from their subject

與自己相關的對象，

using language as their tool.

以語言作為他們的工具。

Now if Bill Clinton had said, "Well, to tell you the truth ... "

若比爾‧柯林頓說了：「嗯，說真的......」

or Richard Nixon's favorite, "In all candor ... "

或李察‧尼克森的最愛：「坦白說......」

he would have been a dead giveaway

他早會洩漏真相

for any liespotter than knows

給任何辨識謊言者，其明白

that qualifying language, as it's called, qualifying language like that,

修飾語言，正如其名，像那類的修飾語言

further discredits the subject.

敗壞對象的聲譽。

Now if he had repeated the question in its entirety,

若言談中，他持續重覆問題

or if he had peppered his account with a little too much detail --

或者若他的描述格外交代細節──

and we're all really glad he didn't do that --

我們十分欣然他沒那樣做──

he would have further discredited himself.

他就會進一步的自毁聲譽/自取其辱。

Freud had it right.

佛洛伊德說的好。

Freud said, look, there's much more to it than speech:

佛洛伊德說：「瞧，有更多言詞外的蛛絲馬跡：

"No mortal can keep a secret.

『凡人守不住袐密。

If his lips are silent, he chatters with his fingertips."

若其雙唇緘默，他的手指喋喋不休。』」

And we all do it no matter how powerful you are.

無論你是何方神聖，你也會這麼做。

We all chatter with our fingertips.

我們都以手指在交談

I'm going to show you Dominique Strauss-Kahn with Obama

我要讓你看看Dominique Strauss-Kahn(前IMF總裁)和歐巴馬

who's chattering with his fingertips.

歐巴馬的指尖正嘮叨不停。

(Laughter)

(笑)

Now this brings us to our next pattern,

這正是我們接著要探討的模式,

which is body language.

所謂『身體語言』。

With body language, here's what you've got to do.

對於『身體語言』，你必須這麼做：

You've really got to just throw your assumptions out the door.

請先將你的預設想法放置一旁。

Let the science temper your knowledge a little bit.

讓科學稍稍更新你的知識。

Because we think liars fidget all the time.

因為我們認為說謊者往往焦躁不安

Well guess what, they're known to freeze their upper bodies when they're lying.

猜怎麼著! 據了解，當他們撒謊時，上半身是僵硬的。

We think liars won't look you in the eyes.

我們認為說謊者不會看著你的雙眼。

Well guess what, they look you in the eyes a little too much

你們知道嗎?!他們過度直視你的雙眼

just to compensate for that myth.

只為讓謊言更具說服力。

We think warmth and smiles

我們認為熱情和微笑

convey honesty, sincerity.

傳達誠實和真誠。

But a trained liespotter

但一個受過訓的識謊者

can spot a fake smile a mile away.

大老遠能認出虛情假意的微笑。

Can you all spot the fake smile here?

你們會辨識虛情假意的微笑嗎?

You can consciously contract

你能有意識的牽動

the muscles in your cheeks.

你臉部雙頰的肌肉。

But the real smile's in the eyes, the crow's feet of the eyes.

但真正的笑肌在眼中，眼部的魚尾紋，

They cannot be consciously contracted,

它們不會有意識地收縮，

especially if you overdid the Botox.

特別是你過分施打肉毒桿菌(Botox)。

Don't overdo the Botox; nobody will think you're honest.

別過分施打肉毒桿菌，沒有人會認為你是誠實的。

Now we're going to look at the hot spots.

現在我們來看看關鍵跡象(hot spots)。

Can you tell what's happening in a conversation?

你們能辨識出在對話中發生了什麼事嗎?

Can you start to find the hot spots

你能開始發現關鍵跡象、

to see the discrepancies

找出差異之處，

between someone's words and someone's actions?

從某人的言談或行動之中嗎?