The World's Greatest Conversation on Behavior, Influence, and Negotiation: A One-of-Kind Interview by Joe Polish with B.J. Fogg PhD, Dr. Robert Cialdini, and Chris Voss - I Love Marketing Episode #464

May 27, 2024

Guest

Chris Voss

Explore insights from top experts B.J. Fogg, Dr. Robert Cialdini, and Chris Voss on behavior, influence, and negotiation. Learn about winning negotiations, creating lasting change, ethical influence, boosting conversion rates, navigating tough situations, and discerning truth in a world of uncertainty.

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ADVICE

Ethical Authority

Use authority ethically to boost your position or offering.
Don't lie or exaggerate evidence, as this will backfire.

INSIGHT

Empathy in Negotiation

True empathy involves understanding the other person's perspective, not just caring for them.
Make others feel heard to foster collaboration and achieve astonishing negotiation outcomes.

INSIGHT

Influence and Negotiation

Influence and negotiation involve moving people without altering the merits of your case.
Focus on how you present your case to create a conducive environment for persuasion.

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Learn unique strategies for creating lasting change, boosting conversion rates, and navigating tough situations. Discover ethical ways to use these powerful tools and insights on AI's impact on behavior. Tune in for transformative tips on success and discerning truth in a world of uncertainty.

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Here’s a glance at what you’ll learn in this episode:

What the top former FBI hostage negotiator says is the master secret to winning any negotiation
A unique way to use behavior to create lasting change when almost nothing else seems to work
What the world's greatest social psychologist and "godfather of influence" says is the most important key to influence and persuasion
B.J. Fogg's three-part behavioral model that can help you more easily navigate any difficult circumstance or situation
The right (and WRONG) ways to use the tools of influence, persuasion, negotiation, and behavior (And why being unethical doesn’t pay)
A simple set of words you can add to your website to significantly increase your conversion rates
What the world's foremost authority on behavioral science says is the simplest way to achieve almost any outcome you want
What the smartest people in the world do to know who to listen to and who to learn from
Dr. Robert Cialdini reveals 3 ways to reduce uncertainty and increase discernment in a world of lies, propaganda, and media misdirection
The way to congratulate your team members so it causes them to put MORE effort and motivation towards your organization’s goals
The neuroscience behind "feeling heard" that the top hostage negotiators in the world know
Chris, Dr. Cialdini, and B.J. give their thoughts about AI’s impact on behavior, influence, and negotiation
What to do when someone violates your core values (and how to know when to let go of a relationship)
One of the richest people in the world says THIS is important to focus on when growing a business
Chris Voss reveals the surprising difference between your amygdala and your gut and how to take back control of your emotional architecture
The limiting beliefs B.J. Fogg, Dr. Cialdini, and Chris Voss had to overcome to achieve success