When you sit down to interview an individual, he likely has come into the interview with some idea of what he wants to say, and has reasons for wanting to say it. If the truthful response to your question is “yes,” and he says, “no,” he has lied, and he has a reason for doing so. If the person is put in a position of having to respond to the question again, the psychological entrenchment begins; he’s forced to dig his heels in and repeat the lie, otherwise he’s exposed as a liar. Every time you allow the deceptive person to verbalize the lie in response to your hammering on the question, his
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