After a two year period of watching my boss interact with people, I can confirm that this method works extremely well.<p>He is a "natural", in the sense that he can form close bonds with people incredibly quickly. At first I thought he was using some sort of secret strategy, but after a while I noticed that he was simply sharing personal details about himself (which the article refers to as "self-disclosure") without being prompted, which encourages, and in fact compels, the other side to reciprocate.<p>Here is an example conference call conversation from two weeks ago, in fact, in which we were chatting with a potential client to schedule a meeting. Bob is my boss:<p>--<p><i>Bob: Okay. Let's have an in-person meeting next week. What day works best for you?<p>Client: How about Thursday at 2?<p>Bob: Sounds great. You know, I'm glad you didn't say Wednesday because I have to be with my two little girls that day, and I definitely could not miss that. They mean the world to me.<p>Client: Oh yeah, I understand. In fact I can relate... I have a daughter myself!</i><p>--<p>And then when we actually met in person this past Thursday, the topic of their daughters was a natural conversation point.<p>In contrast, I tend to be fairly reserved when it comes to sharing personal info. I like to stay on topic and dislike what I perceive as derails. The above conversation for me would have gone like this:<p>--<p><i>Me: Okay. Let's have an in-person meeting next week. What day works best for you?<p>Client: How about Thursday?<p>Me: Sounds great. See you on Thursday at 2 PM.</i><p>--<p>Similar, but also very different.