Andres Lares

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 decisions2) The critical steps that set you up for greater influence3) What to say when you’re losing the other personSubscribe or visit AwesomeAtYourJob.com/ep833 for clickable versions of the links below. — 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 KahnemanSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this engaging discussion, Andres Lares, Managing Director of the Shapiro Negotiation Institute and author of "Persuade," shares invaluable insights into mastering negotiations for mergers and acquisitions. He highlights common rookie mistakes that can jeopardize deals and emphasizes the importance of strategic preparation and understanding business valuation. Lares also delves into the psychological aspects of negotiations, the significance of pacing, and effective techniques to navigate earnouts, ensuring sellers maintain control post-sale.

Andres Lares, co-author of Persuade, discusses the power of emotion and credibility in B2B sales and leadership. Topics include persuasion strategies, building rapport, conversational shifts, promotion positioning, credibility in sales, and balancing empathy and conviction in negotiations.