Reading People

Most people consider themselves exceptionally good judges of human nature. Many of us are convinced that we can “read” people to figure out if they are lying to us. This chapter suggests, however, that to determine truthfulness we should often go beyond emotions to interests. When someone makes a promise or threat, sure, use your people skills to try to discern their honesty. Also, however, figure out if they would be better off in the future keeping their word. Furthermore, when competing against a rational player, remember that she might judge your truthfulness based not upon how you come across, but rather on whether you will serve your future interests by keeping your threat or promise.