Post by Joanna on Feb 21, 2015 1:03:30 GMT -5
The Fine Art of Cold Reading
Cold reading refers to a set of techniques used by professional manipulators to induce a subject to behave in a certain manner or believe the cold reader has some sort of special ability that allows him to "mysteriously" know things about the subject. Cold reading goes beyond the usual tools of manipulation: suggestion and flattery. In cold reading, salespeople, hypnotists, advertising pros, faith healers, con men and some therapists bank on their subject's inclination to find meaning in something that really means nothing. The desire to make sense out of something can lead us to wonderful discoveries, but it can also lead us to folly.
The manipulator knows his mark will be inclined to make sense of whatever he is told, no matter how farfetched or improbable. He knows, too, that people are generally self-centered, that we tend toward unrealistic views of ourselves and we will generally accept claims about ourselves that reflect not how we are, or even how we really think we are, but how we wish we were, or think we should be. He also knows that for every claim he makes about you that you reject as inaccurate, there will be one of which you approve, and he knows you are likely to remember and forget the misses. Thus, a good manipulator can provide a reading of a total stranger, which will make the stranger feel the manipulator possesses some special power. For example, Bertram Forer has never met you, yet he offers the following cold reading of you:
“Some of your aspirations tend to be pretty unrealistic. At times you are extroverted, affable, sociable, while at other times you are introverted, wary and reserved. You have found it unwise to be too frank in revealing yourself to others. You pride yourself on being an independent thinker and do not accept others' opinions without satisfactory proof. You prefer a certain amount of change and variety, and become dissatisfied when hemmed in by restrictions and limitations. At times you have serious doubts as to whether you have made the right decision or done the right thing. Disciplined and controlled on the outside, you tend to be worrisome and insecure on the inside.
“Your sexual adjustment has presented some problems for you. While you have some personality weaknesses, you are generally able to compensate for them. You have a great deal of unused capacity which you have not turned to your advantage. You have a tendency to be critical of yourself. You have a strong need for other people to like you and for them to admire you.”
Here's another reading you might find accurate:
“People close to you have been taking advantage of you. Your basic honesty has been getting in your way. Many opportunities that you have had offered to you in the past have had to be surrendered because you refuse to take advantage of others. You like to read books and articles to improve your mind. In fact, if you're not already in some sort of personal service business, you should be. You have an infinite capacity for understanding people's problems and you can sympathize with them. But you are firm when confronted with obstinacy or outright stupidity. Law enforcement would be another field you understand. Your sense of justice is quite strong.”
The last one is from astrologer Sidney Omarr. He's never even met you and yet he knows so much about you. The first one was taken by Forer from a newsstand astrology book.
The selectivity of the human mind is always at work. We pick and choose what data we remember and what we consider significant. We do so, in part, because of what we already believe, or want to believe. We do so, in part, in order to make sense of what we are experiencing. We are not manipulated simply because we are gullible or suggestible, or just because the signs and symbols of the manipulator are vague or ambiguous. Even when the signs are clear and we are skeptical, we can still be manipulated. In fact, it may even be the case that particularly bright people are more likely to be manipulated when the language is clear and they are thinking logically. To make the connections that the manipulator wants you to make, you must be thinking logically.
Malicious manipulators aren’t the only ones who resort to cold readings. Such readings are also used by astrologers, graphologists, tarot readers, New Age healers and people who genuinely believe they have paranormal powers. Some of these people are as impressed by their correct predictions or "insights" as are their clients and patients. We should remember, however, that just as scientists can be wrong in their predictions, pseudo-scientists and quacks can sometimes be right in theirs.
There seem to be three common factors in these type readings. One factor involves fishing for details. The psychic says something at once vague and suggestive, e.g., "I'm getting a strong feeling about January here." If the subject responds, positively or negatively, the psychic's next move is to play off the response, e.g., if the subject says, "I was born in January," or my mother died in January," then the psychic says something like, "Yes, I can see that” – anything to reinforce the idea that the psychic was more precise that he or she really was. If the subject responds negatively, e.g., "I can't think of anything particularly special about January," the psychic might reply, "Yes, I see that you've suppressed a memory about it. You don't want to be reminded of it. Something painful in January. Yes, I feel it. It's in the lower back [fishing] ... oh, now it's in the heart [fishing] ... umm, there seems to be a sharp pain in the head [fishing] ... or the neck [fishing]." If the subject fails to respond, the psychic can move on, having firmly implanted in everyone's mind that the psychic really did “see” something, but the subject's suppression of the event hinders both the psychic and subject’s realizing the specifics. If the subject gives a positive response to any of the fishing expeditions, the psychic follows up with more of "I see that very clearly, now. Yes, the feeling in the heart is getting stronger."
Fishing is an art and a good mentalist carries a variety of bait. For example, professional mentalist and author Ian Rowland in his book The Full Facts Book of Cold Reading, says he has committed to memory such things as the most common male and female names and a list of items likely to be lying about the house such as an old calendar, a photo album, newspaper clippings, and so on. Rowland also works on certain themes that are likely to resonate with most people who consult psychics: love, money, career, health and travel. Because cold reading can occur in many contexts, Rowland includes several tactics. But whether one is working with astrology, graphology, palmistry, psychometry, rumpology or Tarot cards, or whether one is channeling messages from the dead, as many mediums claim to be doing, there are specific techniques to impress clients with one’s ability to know things that seem to require paranormal powers.
Another characteristic of these readings is that many claims are revealed in vague statement form – "I'm getting a warm feeling in the crotch area" – or in the form of a question – "I sense you have strong feelings about someone in this room. Am I right?" Most, but not all, the specific claims are provided by the subject himself. Some experts on cold reading emphasize paying attention to body language and such things as how the client is dressed.
The reader begins with generalizations which are applicable to large segments of the population. He or she pays careful attention to reactions: words, body language, skin color, breathing patterns, dilation or contraction of the pupils of the eye, etc. The subject of the reading will usually convey important information to the reader: sometimes in words and sometimes in bodily reactions to the reading.
From observation, the reader will respond with what the subject wants to hear. This is the overwhelming guiding principle of the mystics: Tell 'em what they want to hear. That will keep them coming back for more.
Both the subject and audience are likely to forget those occasions in which the psychic guesses wrongly. What will be remembered are the seeming hits, giving the overall impression of "Wow, how else could she have known all this stuff unless she is psychic?" This same phenomenon of suppression of contrary evidence and selective thinking is so predominant in every form of psychic demonstration that it seems to be related to the old psychological principle: a man sees what he wants to see and disregards the rest.
Cold Reading and Contacting the Dead. Many cold readings do not involve fishing, vagueness, or wild guesses. The key to a successful cold reading is the willingness, ability and effort of the client to find meaning and significance in the words of the psychic, astrologer, palm reader, medium, or whatever. A medium claiming to receive messages from the dead might throw out a string of ambiguous images to the client. Father figure, the month of May, the Big-H, an H with an N sound, Henna, Henry, M, maybe Michael, teaching, books, maybe something published. This list means different things to different people and to some, it probably has no meaning. The client will either connect these dots or he won't. Clients of mediums who claim to get messages from the dead are highly motivated. Not only do they have an implicit desire for immortality, they have an explicit desire to contact a loved one who has died. The odds are in favor of the medium that the client will find meaning in many different sets of ambiguous words and phrases. If the person connects just a couple, he/she may be satisfied that the medium has made a connection to a dead relative. If the string of words has no connection, the medium still wins because he will simply try another string. He can also insist there's meaning, but the client just isn't trying hard enough to figure it out. He can suggest some uninvited spirit guests are confusing the issue. It's a win-win situation for the medium because the burden is not on him, but the client to find the meaning and significance of the words.
Successful cold readings are sometimes a testament to the skills of the reader, but they are always a testament to the ability of human beings to make sense of the most disparate of data. The skill of cold reading can be honed and turned into an art, as it is by professionals who work as mediums, palm readers, astrologers and the like. It has been argued that criminal profiling and the reading of Rorschach ink blots use these same techniques. Many professionals may not even realize what they are doing and attribute their high rate of client satisfaction to the validity of profiling, the Rorschach, astrology, or palmistry. Some may believe their success is because they, indeed, possess psychic or intuitive powers. They may come to acknowledge the spirit world because they are convinced that meaningful signals from beyond sometimes arise above the noise of daily life and are detectable by skilled mediums. Some of these professionals know what they are doing and deceive the public, if not themselves. Other professionals (mentalists) know what they are doing, but tell their clients or audiences they need no paranormal or supernatural powers to accomplish their feats.
In evaluating cold reading, it is a common mistake to focus primarily on the reader rather than the sitter – the one for whom the reading is done. Gary Schwartz seems to have done this in his work that led up to the book The Afterlife Experiments: Breakthrough Scientific Evidence of Life After Death. He seems to be of the opinion that if he can eliminate trickery, deceit and fraud on the part of the mediums in his experiments, then he has eliminated cold, or hot, reading as a viable explanation for the validation by sitters of their readings. He makes this point throughout his book and emphasizes it in a paper he and others published in the Journal of the Society for Psychical Research:
“Because the sitter-silent condition provides no verbal/semantic feedback to the mediums as well as minimal non-verbal feedback (save for possible sighs or breathing information from the sitters), the sitter-silent condition eliminates the plausibility of 'cold reading' as a probable explanation for the findings. For this reason, the paper reports the data from the sitter-silent condition. These form the most compelling evidence for anomalous information retrieval.”
The sitter-silent condition (aka the Russek Protocol) allows the medium to do a reading within hearing distance of the sitter, but does not permit the medium to ask any questions, or the sitter to respond during the reading.
It is evident from Forer's work and tests conducted using college students who are administered personality or astrological readings that it is not necessary to interrogate the client to induce him or her to find meaning and significance in complete sentences that were not generated on the basis of any personal knowledge. It also seems evident that many people should be able to find meaning and significance in various strings of initials, names, descriptions of places, and so on. And while it is true that some mediums use trickery, such as utilizing accomplices in the audience or conducting work beforehand on the sitter, it is not necessary. What many saw Rosemary Althea do at a "psychic reading" in a Penn & Teller: Bullshit! episode, for example, is not required for a successful reading. Her agent brought two couples to the reading, both of whom had lost a child to suicide – guess what came through in their readings – and she chatted up a young man prior to the reading who revealed he wanted to connect with his mother – guess who she contacted during the reading? In the same Bullshit! episode, Mark Edward (no relation to John Edward) completed a successful reading for a woman without using any hot reading tricks. But even his method of fishing around for something to which the sitter could connect isn't necessary for a successful reading. The sitter is the key to the success of a reading and different mediums use different methods.
Successful readings that involve contact with dead loved ones are a testament to the astounding capacity of our species to find meaning in just about any image, word, phrase, or string of such items. We can find Jesus in a burnt tortilla, Mother Teresa in a cinnamon bun, the Virgin Mary in a water stain or the discoloration on the bark of a tree, or Vladimir Lenin in the soap scum on a shower curtain (pareidolia). We can see the devil in a puddle of water and hear him tempting us (apophenia). It is the same complex human brain that makes it possible for us to find these illusory meanings that allows us to write and appreciate multifaceted poetry and discover real patterns in nature. This wonderful brain of ours, the product of tens of thousands of years of evolution, also makes it possible for us to deceive ourselves and others. Even more astounding is the fact this brain of ours can be used to try to understand the many ways we go right and wrong in our attempts to make sense out of life and death.
For a firsthand experience of cold reading and subjective validation, contact a psychic.
Source: The Skeptics Dictionary.
