Are You Taking as Many Shortcuts as You Can?

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Sally Kohn: I'm so excited to hear your insights on persuasion. Would you kick us off with a particularly striking, fascinating, mind blowing counterintuitive discovery you've made in this domain? No pressure. So that's it. We can packed up and go. Well, I really want to dig into that. The thing that struck me and sticks with me is essentially kind of a quote we use in our trainings that has been around really since Aristotle. He said people make decisions emotionally and then they justify them rationally. And there's always that aspect where our brain is taking that shortcut and almost it doesn't matter what the word comes after.

Andres Lares reveals the surprising psychology behind decision-making and shares a four-step process to influence others.

— YOU’LL LEARN —

1) How to tap into the hidden driver behind most decisions

2) The critical steps that set you up for greater influence

3) What to say when you’re losing the other person

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— ABOUT ANDRES —

Andres Lares has been the Managing Partner and CEO of Shapiro Negotiations Institute since 2017. Prior to this role, Andres served various roles including Chief Innovation Officer where he led the company's development of technology and content. For over a decade Andres has advised professional sports teams in the NBA, NFL, MLB, and NHL on contract negotiations, trades, and other critical negotiations. He has been featured in publications including HBR, Forbes, CNBC, Entrepreneur, and Sports Business Journal. Andres guest lectures at conferences and institutions around the world and teaches a course on negotiations at Johns Hopkins University.

• Book: Persuade: The 4-Step Process to Influence People and Decisions

• Website: ShapiroNegotiations.com

— RESOURCES MENTIONED IN THE SHOW —

• Study: “The Mindlessness of Ostensibly Thoughtful Action: The Role of ‘Placebic’ Information in Interpersonal Interaction“ by Ellen Langer, Arthur Blank, and Benzion Chanowitz

• Book: "Thinking, Fast and Slow" by Daniel Kahneman

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