نظریه ی فریبکاری میان فردی : ده درس برای مذاکره کنندگان؛ از جیمز هِرن

 Interpersonal Deception Theory: Ten Lessons for Negotiators

Believe me -- one of the few universal truths in life is that everybody lies. Lying is not necessarily the product of a malignant heart. Rather, it is simply a component of our human nature. What is meant by the term lie for the purposes of this paper is engaging in intentional deception during  interpersonal (i.e., face-to-face) communications  

Some deception is culturally acceptable while other forms are not. Proof of the ubiquity of deception in our culture is that our language has developed an array of terms to classify, and rationalize or condemn, such behavior. The deception may be a simple white lie to save feelings (which is socially acceptable) or it may be a fabrication told to gain the advantage during a complex negotiation (which is ethically questionable). It has been estimated that “deception and suspected deception arise in at least one quarter of all conversations.” 1

Interpersonal Deception Theory: Interpersonal Deception Theory (“IDT”) attempts to explain the manner in which individuals while engaged in face-to-face communication deal with, on the conscious and subconscious levels, actual or perceived deception. IDT proposes that the majority of  individuals overestimate their ability to detect deception ... See to : https://www.mediate.com/articles/hearnJ1.cfm#bio