*The 3-5 Second Rule*

Lying is not our natural state. We are designed to tell the truth. When someone asks you a question, your brain goes and finds the answer. Then, if the answer is something you don’t want to reveal, your frontal cortex gets involved to construct a lie.

When someone is telling your the truth, this whole process should take around 3-5 seconds. And they should have a normal human reaction during this time. They shouldn’t appear nervous or anything weird like that.

*Establish a Baseline*

Before you can spot any lies, Jason told me, you have to establish a baseline. This means you start by asking some very basic easy questions and watch the person’s reactions. Then you can increase the pressure later on with more difficult questions to figure out what their “tell” is.

During this episode, Jason explains exactly how to find a baseline for the other party during a business negotiation. You’ll learn what you can say to figure out whether they are telling the truth and Jason will show you how to break the idea in a way that also gets you a ton of information about the other person.