Spotting the Next Madoff: Tips about Nonverbal Tells in Due Diligence and the Psychology of Perceiving Emotions
Clark Freshman, Professor of Law, Hastings College of the Law, University of California; Expert in due diligence and lie-detection
Dana R. Carney, Assistant Professor of Management; Social perception researcher
Critical information gets conveyed in the blink of an eye - could you be missing something? The Facial Action Coding System (FACS) developed by Paul Ekman is a method for reading intentions, feelings, and motives from fleeting facial expressions. FACS has been used to teach lie-detection techniques to police, intelligence, and homeland security officials in the United States and abroad. Our visiting speaker, Professor Clark Freshman, has teamed with Ekman to develop FACS workshops for lawyers, executives, and investors. and Professor Freshman will teach these skills in the practical component of our workshop. Professor Dana Carney is an expert in the science underlying social judgment, and her research has explored just how much information one needs to form an accurate judgment of another person. Together, Professors Freshman and Carney will share practical tips for reading emotions and intentions in the context of negotiations, where the ability to accurately judge another's intentions and motives can inform tactical and strategic decisions. A discussion of applications for this method in negotiation, due diligence, management, and legal situations will follow.
Carney, D. R., Colvin, C. R., & Hall, J. A. (2007). A thin slice perspective on the accuracy of first impressions. Journal of Research in Personality, 41, 1054-1072