People overestimate how far their internal states leak out, assuming others can read nervousness, deception or disgust that is largely invisible.
Gilovich and colleagues had subjects lie to an audience, taste unpleasant drinks without reacting, and speak in public, then estimate how many observers had noticed. Estimates ran well above the actual detection rates in each case. The proposed cause is failure to adjust from one's own vivid inner experience to what is externally available.
In practice
- A speaker convinced the room can see her hands shaking is watched by people who noticed nothing.
- A negotiator who believes his indifference is transparent has usually concealed it better than he fears.
- Further reading
- Wikipedia
- Subject
- Psychology & Behavior
- Essay
- A century and a half of measuring the mind