owned by Herr von Osten, a Berliner, who had trained Hans to
do simple arithmetic by tapping his right front hoof. So prodigious
was Hans’s ability that the horse’s fame quickly spread throughout
Europe in the early 1900s. He became known as Clever Hans, the
counting horse.
Herr von Osten taught Hans to do more than just add. Soon
the horse could subtract and divide. In time, Clever Hans even
mastered the multiplication tables. The horse became quite a phe-
nomenon. Without his owner uttering a single word, Hans could
count out the size of his audience, tap the number wearing glasses,
or respond to any counting question they asked him.
Finally, Hans achieved the ultimate ability that separates man
from animal—language. Hans “learned” the alphabet. By tapping
out hoof beats for each letter, he answered any question about any-
thing humans had read in a newspaper or heard on the radio. He
could even answer common questions about history, geography,
and human biology.
Hans made headlines and was the main topic of discussion at
dinner parties throughout Europe. The “human horse” quickly
attracted the attention of scientists, psychology professors, veteri-
narians, even cavalry officers. Naturally they were skeptical, so
they established an official commission to decide whether the horse
was a case of clever trickery or equine genius. Whatever their sus-
picions, it was obvious to all, Hans was a very smart horse. Com-
pared to other horses, Hans was a Somebody.
Cut to today. Why is it when you talk with certain individu-
als you just know they are smarter than other people—that they
are a Somebody? Often they’re not discussing highfalutin subjects
or using two-dollar words. Nevertheless, everybody knows. Peo-
ple say, “She’s smart as a whip,” “He doesn’t miss a trick,” “She
picks up on everything,” “He’s got the right stuff,” “She’s got horse
sense.” Which brings us back to Hans.
The day of the big test arrived. Everyone was convinced it
must be a trick orchestrated by Herr von Osten, Hans’s owner. It
was standing room only in the auditorium filled with scientists,
reporters, clairvoyants, psychics, and horse lovers who eagerly
awaited the answer. The canny commission members were con-
fident this was the day they would expose Hans as chicanery
because they, too, had a trick up their sleeves. They were going
to bar von Osten from the hall and put his horse to the test all
alone.
When the crowd was assembled, they told von Osten he must
leave the auditorium. The surprised owner departed, and Hans
was stranded in an auditorium with a suspicious and anxious
audience.
The confident commission leader asked Hans the first math-
ematical question. He tapped out the right answer! A second. He
got it right! Then a third. Then the language questions followed.
He got them all right!
The commission was befuddled. The critics were silenced.
However, the public wasn’t. With a great outcry, they insisted
on a new commission. The world waited while, once again, the
authorities gathered scientists, professors, veterinarians, cavalry
officers, and reporters from around the world.
Only after this second commission put Hans to the test did
the truth about the clever horse come out. Commission number
two started the enquiry perfunctorily with a simple addition prob-
lem. This time, however, instead of asking the question out loud
for all to hear, one researcher whispered a number in Hans’s ear,
and a second researcher whispered another. Everyone expected
Hans to quickly tap out the sum. But Hans remained dumb! Aha!
The researchers revealed the truth to the waiting world. Can you
guess what that was?
Here’s a hint: when the audience or researcher knew the
answer, Hans did, too. Now can you guess?
People gave off very subtle body-language signals the moment
Hans’s hoof gave the right number of taps. When Hans started
tapping the answer to a question, the audience would show sub-
tle signs of tension. Then, when Hans reached the right number,
they responded by an expulsion of breath or slight relaxation of
muscles. Von Osten had trained Hans to stop tapping at that point
and therefore appear to give the right answer.
Hans was using the technique I call “Hans’s Horse Sense.” He
watched his audiences’ reactions very carefully and planned his
responses accordingly.
If a Horse Can Do It, So Can You
Have you ever been watching TV when the phone rings? Someone
asks you to hit the mute button on the television so they can talk.
Because there’s no sound now, you watch the TV action more care-
fully. You see performers smiling, scowling, smirking, squinting,
and scores of other expressions. You don’t miss a bit of the story
because, just from their expressions, you can tell what they’re think-
ing. Hans’s Horse Sense is just that—watching people, seeing how
they’re reacting, and then making your moves accordingly. Even
while you’re talking, keep your eyes on your listeners and watch how
they’re responding to what you’re saying. Don’t miss a trick.
Are they smiling? Are they nodding? Are their palms up? They
like what they’re hearing.
Are they frowning? Are they looking away? Are their knuck-
les clenched? Maybe they don’t.
Are they rubbing their necks? Are they stepping back? Are
their feet pointing toward the door? Maybe they want to get away.
You don’t need a complete course in body language here.
Already your life’s experience has given you a good grounding in
that. Most people know if their conversation partners step back or
look away, they’re not interested in what you’re saying. When they
think you’re a pain in the neck they rub theirs. When they feel
superior to you, they steeple their hands.
We’ll explore more body-language specifics in Technique #77:
Eyeball Selling. For the moment, all you need to do is tune to the
silent channel being broadcast by the speaker.
Technique #8
Hans’s Horse Sense
Make it a habit to get on a dual track while talking.
Express yourself, but keep a keen eye on how your
listener is reacting to what you’re saying. Then plan
your moves accordingly.
If a horse can do it, so can a human. People will say
you pick up on everything. You never miss a trick.
You’ve got horse sense.
You now have eight techniques to help you come across as a
confident, credible, and charismatic person who makes everyone
he or she comes in contact with feel like a million. Let’s explore
one last technique in this section to put it all together and make
sure you don’t miss a beat.
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