Persuasion is what Andres Lares does all day. Actually, most of us spend a big part of our day trying to persuade people to see things our way--but Lares and his colleagues do it full time, in an organized way, at the Shapiro Negotiations Institute. So three of them wrote a book called Persuade, that compresses the skill into four steps. Most people base choices on trust and emotions, Lares says--but you still have to present a logical case for what you’re proposing. 

“Because over time the process of which we made a decision and the decision itself both impact how we feel about it. So it isn’t just where we got to but also how we got there, and so logic plays a big role in that.” 

Links: Shapiro Negotiations Institute, Persuade, the book.

Persuasion is what Andres Lares does all day. Actually, most of us spend a big part of our day trying to persuade people to see things our way--but Lares and his colleagues do it full time, in an organized way, at the Shapiro Negotiations Institute. So three of them wrote a book called Persuade, that compresses the skill into four steps. Most people base choices on trust and emotions, Lares says--but you still have to present a logical case for what you&rsquo;re proposing.&nbsp;
&ldquo;Because over time the process of which we made a decision and the decision itself both impact how we feel about it. So it isn&rsquo;t just where we got to but also how we got there, and so logic plays a big role in that.&rdquo;&nbsp;
Links: <a href="https://www.shapironegotiations.com/">Shapiro Negotiations Institute</a>, <a href="https://www.theivybookshop.com/book/9781613397718">Persuade, the book.</a>

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Catch On the Record, hosted by Sheilah Kast, weekdays from 9:30 to 10:00 am, following NPR's Morning Edition. We'll discuss the issues that affect your life and bring you thoughtful and lively conversations with the people who shape those issues -- business people, public officials, scholars, artists, authors, WYPR reporters and other journalists who can take us inside the story. If you want to share a comment, question, or an idea for an interview you?d like to hear, email us at <a href="mailto:ontherecord@wypr.org" target="_blank">ontherecord@wypr.org</a>

On The Record

Catch On the Record, hosted by Sheilah Kast, weekdays from 9:30 to 10:00 am, following NPR's Morning Edition. We'll discuss the issues that affect your life and bring you thoughtful and lively conversations with the people who shape those issues -- business people, public officials, scholars, artists, authors, WYPR reporters and other journalists who can take us inside the story. If you want to share a comment, question, or an idea for an interview you'd like to hear, email us at ontherecord@wypr.org

Catch On the Record, hosted by Sheilah Kast, weekdays from 9:30 to 10:00 am, following NPR's Morning Edition. We'll discuss the issues that affect your life and bring you thoughtful and lively conversations with the people who shape those issues -- business people, public officials, scholars, artists, authors, WYPR reporters and other journalists who can take us inside the story. If you want to share a comment, question, or an idea for an interview you'd like to hear, email us at <a href="mailto:ontherecord@wypr.org">ontherecord@wypr.org</a>

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