Cold Reading
Cold Reading ( Engl. For "cold interpretation" even sensory leakage ) is the original and professional magicians and mentalists technical term used for different techniques in interview to awaken -like situations without any real knowledge of the other party in this the impression of existing knowledge. More recently, the term has also been used for corresponding practices by fortune tellers and other “life coaches” as well as in interrogations or sales talks, although it is unclear to what extent the practitioners consciously use these techniques or believe in having special skills.
approaches
There are several practical approaches to cold reading, including:
Use of common places
By using general phrases (formula or stock reading) that many perceive to be true, since people generally have more in common than differences. Mostly positive formulations are used (self-esteem), to a lesser extent (around 15%) also negative ones in order to ensure credibility.
Offer a wide variety of options
If sufficient general options are offered and the affected group is not restricted, it is statistically very likely that they apply (see Barnum effect ).
Differentiation and category formation
Through open characteristics such as age, gender, clothing, hairstyle, non-verbal communication and way of speaking , the interlocutor reveals a lot of information about himself, which enables categorization. On this basis, the probability of hits can be increased through statistical knowledge.
Feedback
By observing the interlocutor and his / her answers and adjusting the further course of the conversation accordingly, a lot of information can be obtained on the basis of which apparently surprisingly accurate statements can be made. An important prerequisite is that the interview partner has positive expectations (see cognitive dissonance ).
"... based upon events which occur in the vast majority of human lives yet, adroitly stated, the reading will become personalized and the person receiving the reading will be willing to believe that the seer has correctly told the past and probably foreseen the future."
“… Although compiled from events that occur in the vast majority of human biographies, the interpretation, skilfully presented, will be related to oneself, and the addressee will be willing to believe that the seer is telling the past correctly and probably foreseeing the future Has."
The related term hot reading describes the technique of obtaining information about a conversation partner before the conversation in order to create the impression of being able to acquire knowledge in a supernatural way.
See also
literature
- Ray Hyman : Cold Reading. In: Skeptiker - Journal of Science and Critical Thinking. 2007, pp. 4–12.
- Günter Molz: The psychological analysis of "cold reading" by Ray Hyman - 30 years later. In: Skeptiker - Journal of Science and Critical Thinking. 2007, pp. 13-15.
- Denis L. Dutton: The cold reading technique. In: Experientia. 44, 1988, pp. 326-332 ( Internet )
- R. Wiseman, RL Morris: Guidelines for testing psychic claimants . Prometheus Books, 1995.
- Paul Ekman: Emotions Revealed: Recognizing Faces and Feelings to Improve Communication and Emotional Life . London 2003, ISBN 0-297-60757-X .
- Ian Rowland: The Full Facts Book of Cold Reading: A Comprehensive Guide to the Most Persuasive Psychological Manipulation Technique in the World . London 2008, ISBN 978-0-9558476-0-8 .
- Rosemary Faith McCall: Speech, Reading and Listening Tactics . ISBN 978-0-7090-1078-4 .
- Linda N. Edelstein: The Writer's Guide to Character Traits . ISBN 978-0-89879-901-9 .