You don't have to be a mind-reader to make a good deal. But it can pay to think like one. By using a psychological technique called the Forer effect (named after psychologist Bertram Forer), which often involves making flattering but general statements about the person you're trying to influence, you can quickly develop a rapport with people, and get them to open up.
The applications for the technique in business are manifold. Picture high-stakes moments from making a sales pitch and managing a difficult employee to negotiating a big deal or landing an investor. Read on to hear why publicist Adele Cehrs and former FBI crisis hostage negotiator Chip Massey commonly teach the practice to clients, and why it’s crucial for successful dealmaking.