Pro negotiator discusses the “power of nice” and reading body language | with Andres Lares

Pro negotiator discusses the “power of nice” and reading body language | with Andres Lares

What actually makes negotiations work—and why do so many “tough” tactics backfire? In this episode, Zach talks with professional negotiator Andres Lares about why the most effective deals rarely come from trying to win at all costs. Drawing from sports contracts, Fortune 500 negotiations, and decades of real-world experience, Andres explains the “power of nice,” the importance of looking for creative win-win approaches, and why public posturing can kill agreements. They also dig into the hype around body language—what’s useful, what’s overblown, and what actually matters when you’re trying to read and influence people in the real world. Andres also talks about his views on AI-assisted sales-presentation-analysis programs (like Gong and Chorus). We also talk about the realism, or lack of it, in the movie Jerry McGuire. Andres is the CEO and Managing Partner of Shapiro Negotiations Institute (SNI), and the co-author of “Persuade: The 4-Step Process to Influence People and Decisions.” Learn more about your ad choices. Visit megaphone.fm/adchoices

Jaksot(206)

My life-changing experience with meditation

My life-changing experience with meditation

In the summer of 2024, I went on a five-day solo retreat in the mountains of New Mexico. It was the first time I’d ever really committed to meditation, and to my surprise it turned out to be a deeply ...

19 Elo 202537min

Are you a psychopath? Debunking myths and looking for nuance in "dark" traits

Are you a psychopath? Debunking myths and looking for nuance in "dark" traits

What does the word “psychopath” really mean—and how often are we getting it wrong? Can someone have some psychopathic traits and still be empathetic? How often are we embracing simplistic ideas of wha...

9 Elo 20251h 8min

Penalty kick mind games: Reading and using body language in sports

Penalty kick mind games: Reading and using body language in sports

I talk with sports psychology and behavior researcher Philip Furley about how athletes' body language communicates far more than we realize — and how it can affect teammates, opponents, judges, and ev...

2 Elo 20251h 4min

Madness explained: How trauma and stress can break the mind

Madness explained: How trauma and stress can break the mind

I talk to psychologist Richard Bentall about psychosis, schizophrenia, and the psychological roots of mental illness. Bentall is the author of the well known book "Madness Explained." We explore how s...

26 Heinä 202559min

Our memory and sense of self are full of illusions | with Anne Wilson

Our memory and sense of self are full of illusions | with Anne Wilson

Psychologist Anne Wilson studies how we construct our identities over time—how we remember the past, imagine the future, and tell ourselves stories that shape who we believe we are. In this episode, w...

19 Heinä 202552min

Are you a narcissist? The psychology and spectrum of narcissism

Are you a narcissist? The psychology and spectrum of narcissism

What if we’ve been thinking about narcissism all wrong — and some forms of it are not only normal, but healthy? Why do we so often confuse genuine confidence or ambition with something pathological? C...

12 Heinä 20251h 8min

The "deep whys" behind autistic behaviors | with Barry Prizant

The "deep whys" behind autistic behaviors | with Barry Prizant

I talk to Barry Prizant, author of the popular book "Uniquely Human: A Different Way of Seeing Autism," about the often misunderstood world of autism. We explore the idea that many so-called “autistic...

27 Kesä 20251h 10min

The psychology of how we react when our sense of meaning is threatened

The psychology of how we react when our sense of meaning is threatened

Why do we feel so unsettled and agitated when the world doesn’t make sense? In this episode, I talk with psychologist Steven Heine about his Meaning Maintenance Model — a theory that explains how we r...

15 Kesä 20251h 5min

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