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THE POWER OF READING PEOPLE

For example, when we talk about techniques for understanding mo-
tivations used by the FBI (U.S. Federal Bureau of Investigation),
we’re not planning to emulate those for manipulative purposes.
Instead, we’re interested in applying what’s effective in those contexts
to enhance our own self-awareness and our understanding of others.

Similarly, in executive coaching, the aim isn’t to transform a man-

ager into a champion athlete. It’s about applying tested strategies
from sports training to the business arena. This cross-application
can be beneficial in areas like customer engagement, team manage-
ment, and the hiring process, allowing for more tailored and effec-
tive interactions.

Key Point: Use Established Research

It’s essential to apply established research, particularly in the
realm of behavioral assessments, to enhance our communica-
tion and deepen our emotional connections with others.

Heinz Schuler, a trailblazer in organizational psychology, high-
lighted in his work the parallels between medical and psychological

diagnostics. In an interview (Schuler, 2018, p. 14), he remarked,
“Just as a medical diagnosis is necessary as a basis for therapy, psy-
chological diagnosis is also the basis for personal advice and per-
sonal decisions. And as in medicine, subsequent measures are only
effective if the diagnosis is correct.” To draw a parallel, it would be
unreasonable to suggest that Schuler advocates for the import of
clinical diagnostic techniques directly into the practices of human
resource management.

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