Angelo Stagnaro's Stagnaro's
SOMETHING FROM NOTHING: A GUIDE TO MODERN COLD READING A Mentalist's Guide to Reading People's Minds & Futures for Fun & Profit Cold Reading n : a general means used by professional mentalists, stage magicians and charlatans to ascertain ostensibly secret information in order to simulate psychic abilities such as ESP, ESP, telepathy and precognition. They largely do so by relaying on experiences common to humanity in general. Also known as the P.T. Barnum Effect.
COLD READING "Intuition will tell the thinking mind where to look next." - Dr. Jonas Salk
The "P. T. Barnum Effect." Cold reading is very simple and is easily learned by most people. However, once learned, it requires practice. The following suggestions are taken directly from Ray Hyman's classic book, "The Elusive Quarry: A Scientific Appraisal of Psychical Research." These are the techniques psychics have been found to use to generate what seems like paranormal effects. !sychologists have identified these techniques as the !. T. "arnum #ffect or the $orer #ffect. %espite what most people will claim, !. T. "arnum did not say a sucker is born every minute though, &'m sure, he firmly believed it. The epression was actually coined by his competitor, a banker named %avid Hannum, owner and perpetrator of the faked Cardiff (iant $ossil. !sychologist !aul )eehl, coined the term "arnum #ffect due to the famed showman's reputation as a flimflam artist. !. T. "arnum is most often associated with circus sideshows but he also worked very hard at developing psychics from ordinary people who, though talented, had absolutely no preternatural skills. !. T. "arnum was first and foremost a business man and would not let a lie, or a series of them, get in the way of a profit. *ike many other
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people in similar circumstances, he was an epert in human relations and marketing. He knew what motivated humanity and how to manipulate them for his own purposes. &n keeping with this philosophy, & have produced an analysis herein of the principles of the !. T. "arnum #ffect.
Table of Contents ntroduction The Appeal of Mentalism Paranormal Research A Philosoph! of Mentalism A Rose ! An! #ther $ame Ethics & %aeats Augmenting a %old Reading 'ith a (ot Reading Predicting the Future %old Reading The "P T Barnum Effect" )h! it )or*s+ The Theor! Behind %old Reading Practicing %old Reading An ntroduction to Bod! ,anguage (ands-Arms ha*ing (ands E!es Posture & tance Gait eated Position Miscellaneous /oice & nflection Reading People %oldar 0eeloping an ntuitie ense 0eductie Reasoning #ur (appiness & Goals in ,ife %ultural Anthropolog! Generali1ations Based on Age Basic imilarities in #ur ,ies %onclusion Muscle Reading E2uio2ue %asual #serations ntuition %ontact Mind Reading %ultural Anthropolog! Generali1ations Based on Gender & Age
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Medical #serations %harm Ps!cholog! Forces Ethics & %aeats
kinesics 1 : the psychological science that deals with the movements of the human body and their interpretations as to interior and subseuently hidden motives and emotional states
BODY LANGUAGE "A thousand words will not leave so deep an impression as one deed." - Ibsen (1828-1906) Norwegin !oet nd !lwright
&f psychic powers truly eisted, as some would purport, there would be no need for a book like this. /s mentalists, we're continually challenged to delve into spectators' private selves. 0ne way in which the private self is already standing up and screaming to be noticed is through body language. &nformation derived from body language is completely fair game as far as & am concerned and it would be beneficial for us to learn to recogni1e these body signals. & hope that after you read this book and digest it, you'll see that everyone, with only some minor eceptions, can learn to read the tell2tale signs of what is going on inside our spectators' heads. How many times have we been in a discussion with someone who agrees to your request but will stand crossed2 armed and tense while he speaks to you3 0r who, alternatively, will smile gratuitously and act agreeably but still gives you the impression that he has absolutely no intention whatsoever of fulfilling his promise to you3 "ody language is described by psychologists as a language of signals. These scientists believe that we unconsciously epress our feelings and thoughts in gestures, movements, aspects and attitudes. /ll of which can be utili1ed by mentalists. 4inesics, the study of body movements and their interpretation, suggests that approimately ninety2 percent of the total information given off by an individual is conveyed through body language, tone of voice, facial epressions, stance, gait, gestures and pupil dilation. 5tudying these largely unconscious behaviors reveal pertinent information about a person's inner thoughts and emotions. &nterpreting body language involves more than simply seeing a single body motion and giving a pat eplanation for its eistence. This thinking could lead you into mistakes. &nstead, you need to interpret the entire gestalt. #amine the spectator's gait and his demeanor. *ook at the style, fit and condition of his clothes. 6hat does the condition and appearance of his hands suggest to you3 6hat does your intuition tell you about this person3 *ook into the spectator's eyes. 6hat do his eyes reveal about his personality3 &s the person relieved, happy or angry3 %oes he have a spark of intelligence or is he uncaring3 /re his eyes tired and bloodshot suggesting a recent night out on the town3 %oes he have a gla1ed2over look suggesting that he might be on medication3 )uch of what &'ve written here is common sense. /ngry looks suggest anger and nervous 7ittering suggest nervousness. & offer this insight into human behavior to help you develop a sensitivity toward people and a theatrical response to that behavior to help develop your reputation as a mentalist. The movements that are described are divided into the following categories. #ach will be discussed in turn8
(ands-Arms ha*ing hands
E!es Posture & tance
9
Gait eated Position
Miscellaneous
/oice & nflection
"&T&:( 0:#'5 *&!5 3
0escription-E4planation
This suggests embarrassment or a 5 lack of self2confidence. !eople bite their lips to prevent speaking rash words. This can also be the reaction of someone caught unawares in an embarrassing situation while thinking of something to say.
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"You are a person who knows how to deal with people. Tactfulness is your best quality."
5)&R4 3
0escription-E4planation
5mirking epresses self2 6 satisfaction, resoluteness, mischief 5 and the 7oy of observing others.
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"You are a good judge of character."
5T##!*#% $&:(#R5 3
0escription-E4planation
Hands in this position suggest an 7 authoritative personality. 5
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"You are a gifted leader. You enjoy commanding others and hae the ability to make others follow you."
%R#..E0 ARM. ;hands hidden under armpits< 3
0escription-E4planation
8 posture symboli1es defensiveness and emotional and social barriers. 6
This person is cautiously hopeful. This
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"You are not a person who willingly puts all of his eggs into one basket."
T0=CH&:( 0:#'5 :05# 3
0escription-E4planation
Touching and rubbing one's nose is a sign 9 of a lie. 8
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"You feel conflicted about a situation and feel guilty about a lie that is somehow inoled."
(A:$G (A$0 ;T)#<(A$0ER= 3
0escription-E4planation
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>
This person is seeking emotional control ? and?or intimacy. >
"You find yourself ery lonely at times. !aing others around you who are supportie is ery important to you."
(A:$G (A$0 ;FRM GRP= 3
0escription-E4planation
This spectator is defensive, aggressive and 7 generally angry. >
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"ately you hae found that people are not meeting your standards in terms of their behaior."
%#$F0E$T )A,: ;men= 3
0escription-E4planation
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This walk suggests vitality and 8 forcefulness which may or may not actually be present. )en who concentrate 7
"#thers perceie you as confident and you generally can behae that way but$ secretly$ you are worried that you might make a serious mistake from on their walking and the way in which they which you might not recoer." present themselves to the world are actually not truly confident at all. / truly confident man moves only his hips. / secretly unconfident man will move his shoulders in an eaggerated swagger.
%#$F0E$T )A,: ;omen= 3
0escription-E4planation
/ confident woman will walk with her > shoulders held upright. Her walk is gently swinging and tensionless, relaed and 7
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"You are a person who is self%confident and is largely sure of her plans in life."
casual with a discreet swing of the hips.
:%:$G "/C4 3
0escription-E4planation
5pectators who sit with their hands clasped 5 behind their heads and their legs crossed are supremely confident. They might suffer @ from an eaggerated sense of self2worth. 5
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"You are a confident and self%possessed person. &ith only minor eceptions$ you feel life has been generous to you."
%R#E0 ,EG ;ith crossed arms= 3
0escription-E4planation
This spectator@s body is protected from all > attacks. He or she is stubborn, restricted, skeptical and disapproving. This person is @ also strongly motivated. 5
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"You can be stubborn when you need to be." "You are a ery directed person."
A
intuition n 1 : uick and ready insight : the power or faculty of knowing things without conscious reasoning ! intuitive adj ! intuitivel adv
READING PEOPLE #rom dro! o$ wter logi%in %ould in$er the !ossibilit o$ n &tlnti% or Nigr without h'ing seen or herd o$ one or the other. - Sherlock #olmes$ "A Stud in Scarlet"
n a c i r f A
& n a i s A n r e t s a E e l d d i M -
%lue / curved scar on a cheek 5mall cross tattooed on the right hand
%ulture &estern African (optic )*gyptian+ (hristian
%lue /sian who speaks $rench or speaks with a $rench accent )i1pah, me1u1ot, chai, 5tar of %avid symbols "lue evil eye pendent 5teel?5ilver bracelet on a man Reversed swastika / split coin pendant 0m symbol
Hamsa pendant
n a e p o r u E
%ulture ,ietnamese )aotian are a less likely possibility+ -ewish$ sraeli Turkish or Armenian Sikh /uddhist sigil -ewish )t can also denote a romantic loe interest.+ !indu
Southern 0editerranean cultures )principally Arab or -ewish+
%lue Claddagh Rings )altese Cross Red twisted horn pendant / ring or pendant with an inscribed )altese Cross (ermanic2looking but speaks &talian perfectly Celtic Cross !erson speaks a language reminiscent of &talian and 5panish but is neither 5urname rhymes with /rmenian /n 0rthodo cross Crucifi
B
%ulture rish 0altese talian 0altese )or a professional firefighter+ Tyrolean rish 1umanian Armenian *astern *urope (rosses are worn by all (hristian denominations but crucifies are usually worn by 1oman (atholics.
Rosary beads or Rosary Ring
n a e " " i r a % & n i t a ,
1oman (atholic
%lue Hispanic person who speaks with an &talian accent *atin but doesn't speak 5panish
%ulture Argentinean /ra2ilian
,#/E & R#MA$%E This category of concerns is eclusively those of a romantic nature. 5pecifically, lovers, boy?girlfriends, fiancDes? fiancDs and spouses. &f love is not present in the spectator's life, he will be concerned with when and how it will finally make its appearance. &f love is already present, then his concerns will be primarily on maintaining it despite problems such as infidelity and diminished interest?affection. 0ther problems include 7ealousy, seual dysfunction, suspicions, arguments, making choices between possible lovers, unplanned pregnancy, unrequited love, career?relationship conflicts and the possibility of divorce.
FAM, Concerns about family are specific to the $amily of 0rientation. !eople, in general, all too frequently disregard their marriage vows. %ivorce is frequently due to a seual problem or severe conflict of opinions. )oney is the second most likely cause. The pressure to produce children in 6estern society is very great especially for women of a certain age. Conflicts with a career add to this pressure. $amily concerns usually revolve around maintaining family cohesion despite severe eternal problems. /lternatively, the problems that result from the alienation of family affection. !arents, siblings, in2laws, children, grandchildren and other etended family are all possibly sources of conflict. !arents and grandparents, understandably, worry about their children. &t is not uncommon for them to wear 7ewelry with multiple colored stones representing the birthmonth of each child or grandchild. The two most important concerns in a women's life are her children and her love life, in that order. /gain, the concern for children might very well be the hopeful and eventual anticipation of children and not actual children.
M#$E-%AREER !ower and fame are subsumed under this category. "ecause of the structure of 6estern society, money is important and necessary to live. "ecause of the structure of human society and, in part to our genetic makeup, men are the principle bread2 winners in a family. Though women make up fifty2percent of the 6estern world's workforce, they are not as concerned with the furtherance of their careers as are men. 6omen are now by far more independent financially than they were prior to the second half of the twentieth century but, despite this, it is not uncommon for a woman to give up her career to develop her family and home life or to at least be emotionally conflicted as to whether or not to do so. )oney is the main goal of most men. Their problems are principally caused by a lack of money. )en are frequently impatient in this regard. They seek out, more often than not, immediate gratification. They desire the things that money can procure including progress, recognition, prestige, comfort, security, wealth, fame and physical possessions.
(EA,T( Health is a dominant concern for everyone. The spectator is concerned for either his own health or that of someone close to him. Consider your spectator's physical aspectE does he seem healthy3 / perceptive mentalist can even distinguish between symptoms of some diseases and disorders ; pg. 34< &f the spectator is not concerned about his own health, chances are that he is concerned about someone in his family, probably his parents. &f the spectator is past a certain age, his parents are most probably not alive any longer and is therefore concerned for the health of his children. )any people, and certainly most women and the elderly, complain about their health with or without cause. Catering to their concerns, even if completely delusional, will help you with your performance.
)en
6omen
)en's concerns are partially determined by their genetic nature and partly because of the rights and responsibilities afforded men in 6estern society. )en are required by society to have a 7ob, be successful in their career, to be generous with their earnings and to provide for their partner and family. /mbitiousness is certainly a male trait and so is a preoccupation with independence and financial concerns. )en are generally less concerned with their own health, both physical and emotional. $riendships are very important for men. &n many cases, male friendships are by far more emotionally intense than are many marriages.
6omen principally want love, affection, children and a home. Having achieved these goals, they frequently want to epand their lives financially ;i.e., a career< and?or in terms of education. )ost women complain about their health whether from imaginary or real causes. This is evidenced by the fact that most men simply don't visit their doctors unless it is an absolute emergency whereas women make up the bulk of any physician's patients.
)en are less emotionally demonstrative than women even if they are from cultures and family backgrounds that promote emotional displays. )en will more quickly reveal their true emotional states and concerns to their male friends before they do so to their wives and girlfriends. This will always be accompanied with an internal struggle between the need to relieve oneself of a secret and society's pressures for men to remain stoic, strong, independent and manly. This is evidenced by the fact that men rarely visit physicians. )en usually disregard their health until it is too late or nearly too late. :one of this is meant to suggest that any particular spectator is somehow trapped in an unhappy or unfulfilling marriage. &t's 7ust the nature of male bonding that men can communicate better with each other than they can with women. The principle concern of men is money and all of its ramifications. The second most important concern is love followed by family and finally, health. Though male anieties largely center on financial concerns, men rarely seek after money for its own sake. )ore often than not, money is desired because it represents something else including comfortable living, conquest, eternal validation, prestige, manhood, independence, stability, the ability to support a family, materialism and se. )en will seldom reveal personal weaknesses and will be uncomfortable discussing their problems with others. )en more easily change the life conditions in which they find themselves than do women. )en forget a past mistake more quickly and rarely become embittered. )en prefer to forge ahead rather than become mired in past events.
They trust their intuition more often then men in their general life. They are more trusting and gullible than are men. )ore women believe in psychic phenomenon than do men. This is partly because women are more comfortable with their emotions, less secure and more at ease seeking out people in whom they can confide. 6omen tend to dwell on the past more so than do men. *ove, and all of its permutations, is the principle concern of women. The second most important would be family. The third is health and finally money. )ost love problems in a woman's life include alienation of affection, unrequited love, hatred, 7ealousy, infidelity and betrayal. Health concerns include the spectator's health and that of significant others, her children and her parents. 6omen en7oy a more developed and eercised emotional life than do men. They can wa fatalistically. 6omen seek out relationships especially marriage, more often and more easily than do men. 6omen value love, communication and relationships. 6hether they are mothers or not, they seek out opportunities to act maternally by helping and nurturing others. Their sense of self is defined by the depth of their emotions and the quality of their relationships. They are fulfilled by developing relationships through sharing and relating their feelings. This is, in general, more important to them than personal power and success. 6omen seek out harmony, community, love and cooperation. Talking and relating to one another is a source of tremendous fulfillment. 6omen seek to develop their intuitive side and liberally involve themselves in others people's emotions. $or women, it is important to be considerate of the needs and feelings of others
%oncerns for the Aerage Male oung Man
oung Adult needs mone %or a ma&or purchase
Middle Age wishes to live well'time %or a change
enior needs mone %or his retirement
Mone!-%areer
spending %ast
,oe-Romance
his girl%riend
his wi%e
in%idelit
loneliness in his old age
Famil!
his parents
reconciling with %amil
children(s decisions ) %uture
grandchildren
(ealth
*un%on%erned +
his children
his parents
his own mortalit
%oncerns for the Aerage Female oung )omen
oung Adult
Middle Age
,oe-Romance
,o%riend and'or %uture marriage
hus,and
her hus,and
her grandchildren
(ealth
o% a %riend
her own
her parents
her own
Mone!-%areer
*un%on%erned +
making career decisions
possi,ilit o% a second career
%or her retirement
Famil!
%uture children
her children
her parents'her children(s %uture
her children
Things that Motiate Men )ants-0esires
Fears
enior
Things that )otivate 6omen
)ants-0esires
Fears
)en want money. )oney is power. !ower is domination, authority and?or superiority over others, conquest, prestige and material gain
*oss of possessions, destitution, powerlessness, loss of affection
!eaceful and productive home life
Husbands?boyfriend's infidelity
)en want to get aheadE to progress
$ear of not keeping up with other men
5ocial activities and personal epression
$reedomE independence
$ear of having to rely on others
%omestic stability
5eual conquest
5eual complications8 physical and emotional
$amily life
6omen seek independence but are fearful of the problems that freedom may produce Fealously concerned that others will attain more then they will $ear of getting pregnantE fear of not getting pregnant
ntuitie #seration 0eeloping our %haracter ntuitiel! &t would be a matter of course for an actor playing Hamlet to pro7ect a brooding but regal bearing when he comes on stage. He cannot convince his audience that he is, for the duration of the play, the very spirit of revenge and the embodiment of a tortured spirit hounded by his past actions. Court intrigue, murder, betrayal and adultery, then he is not committed to his craft nor will he be a success as an actor.
Primar! Ph!sicalit!+ Face Bod! tance Gait Aspect Behaior Gesticulations (ealth
econdar! #serations+ %lothing Grooming /oice ,anguage nflection Grammar & /ocaular!
Tertiar! #serations+ Reactions Responses Emotional tate
0eterminations Primar! Ph!sicalit!+ Face General Aspect Bod! Behaior tance Gesticulations Gait (ealth
econdar! #serations+
%lothing
igns & !mols
Ce'elr!
,anguage
Grooming
nflection
/oice
Grammar & /ocaular!
Tertiar! #serations+ Reactions Emotional tate Responses
