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THE POWER OF READING PEOPLE

communication among individuals. In 2018, there was a spirited
debate in the media about whether human resources professionals
could gain insights from experts in behavioral analysis. The con-
sensus often skewed toward a resounding “No!” To illustrate, Uwe
P. Kanning, in a provocatively titled column “From sex offender
search to successful selection” in 2018, critiqued the industry’s stan-

dards: “The principle is well known: in human resources, pretty
much anyone can market a method as long as it has at least one foot
deep in the kitchen of psychology.” And it continued: “Any human
resources manager who seriously believes that they can learn some-
thing about good employee selection from mysterious profilers has
obviously not done his homework.”

Understanding individuals deeply, as the context of this book sug-

gests, is about a different approach entirely. It does not claim to be
universally applicable. Instead, this perspective offers a pathway to
intimately understand the nature and essence of an individual. It
involves a focused and considerate engagement with the person you
are talking to, aiming to discern both your identity and that of your
counterpart with delicacy and empathy. The objectives are clear: to
establish trust, fortify trust, and then validate it.

Key Point: Focus on the Individual

Expanding your viewpoint through this human-centered ap-
proach enhances your ability to establish trust by allowing for
a more nuanced appreciation of your own nature as well as for

the behavioral style, character, and mindset of others.

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