When and How to Use Hot and Cold Cognitions

Ralph asks about hot versus cold cognition; Oren explains withholding cold data until desire is built with hot narrative.

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Episode notes

Have you ever been in a negotiation and felt like you were just begging to close the deal? Oren Klaff, the master of persuasion and author of Pitch Anything, is back to show us how to take control of high-stakes business conversations.

We talk about the power of "status" in negotiations and how framing your offer makes all the difference. Oren breaks down the distinction between physical and cognitive status and how to leverage both to your advantage, all while keeping your confidence high and ego in check.

We also discuss how to create real desire in your prospects and clients, as well as how to handle those moments when you're negotiating from a lower status. If you’re looking to up your negotiation game, Oren has some proven persuasion strategies you won’t want to miss.

In This Episode:

- The power of saying the quiet part out loud

- How physical status influences negotiation outcomes

- The danger of offering too many choices in sales

- How to negotiate deals when power shifts

- Establishing genuine desire in your prospects

- Negotiating with high-level decision-makers

- Hot cognition vs cold cognition in persuasion

- Determining a prospect’s viability of closing a deal

- Final thoughts and actionable takeaways

Listen to the Previous Episode with Oren Klaff: https://perpetualtraffic.com/podcast/episode-732-flip-the-script-a-masterclass-on-pitching-anything-with-oren-klaff/

Buy Oren Klaff’s Books: