Why do we lie?

This week I was part of a panel discussion in London with the Association of Project Management. The topic was Strategic Mis-representation, so what does that mean?

It's lying, or not telling the whole truth. It's a big topic within the project community and a key reason why only 0.5% of projects deliver the expected benefits on time and on budget according to recent research by Oxford Business School.

To be more precise, it's the purposeful mis-representation of facts and figures in order to get a project approved, typically by over stating the benefits or understating the expected costs and time it will take to deliver. Unlike unconscious optimism strategic misrepresentation is something that's done with full knowledge and awareness.

So the bigger question and one that keeps me curious is why people lie. One answer is self-interest, a fundamental driver of human behavior that comes from our instinctive older part of the brain.

If you're in any doubt look at the list of reasons for lying ChatGPT came up with:

Self-preservation: People may lie to protect themselves from harm or avoid punishment. This could include lying to avoid getting in trouble, facing consequences, or protecting their reputation.

Fear: Fear of judgment, rejection, or conflict can lead individuals to lie. They may fabricate stories or present a false image of themselves to avoid negative outcomes or uncomfortable situations.

Desire for personal gain: Some individuals lie to achieve personal benefits or advantages. This could involve lying to gain power, control, wealth, or other resources. The motivation might be driven by ambition, greed, or a sense of entitlement.

Protection of others: People may lie to protect someone they care about. This could be to shield them from harm, preserve their feelings, or prevent them from facing consequences. These lies are often motivated by a sense of loyalty or a desire to maintain relationships.

Avoidance of conflict: Lying can be a way to avoid or minimize conflict in relationships. People may lie to maintain peace, keep the peace, or prevent hurting others' feelings. This can be particularly true in situations where the truth may lead to disagreement or tension.

Social acceptance: Some individuals lie to fit in or gain acceptance from others. They may exaggerate their accomplishments, hide their flaws, or present a false image to meet societal expectations or gain approval.

Lack of self-confidence: People with low self-esteem or lack of confidence may resort to lying as a means of boosting their self-image. They may create fictional stories or embellish their achievements to feel better about themselves or gain recognition.

Manipulation and deception: Lying can be a deliberate strategy to manipulate others or deceive them for personal gain. This can involve misleading, withholding information, or distorting the truth to control outcomes or influence others' actions.

Habitual or compulsive lying: Some individuals develop a pattern of habitual or compulsive lying, known as pathological lying or mythomania. In such cases, lying becomes a default response, often without a clear motive or purpose

I would also add external factors because in cases of Strategic Mis-representation others are complicit. Power, authority and group dynamics play a huge part as evidenced in the work I shared briefly on Monday by Stanley Milgram in the 60's and Philip Zimbardo in the 70's.

Both experiments sought to understand why we often behave differently in groups, even in ways we would otherwise find shocking.

So the challenge for the project management community is how to create the conditions where this is far less likely. Could technology such as AI play a part in that? How would people react if that were the case, especially given the concerns about the dangers of AI having too much power. This conversation will continue for some time I'm sure.