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>

On The Record is co-hosted by Sheilah Kast and Ashley Sterner. Sheilah and Ashley are excited to share conversations with audacious artists, intrepid scientists, community leaders and more. And of course, tales from the beloved Stoop Storytelling Series!

Currently, you'll hear On The Record on Mondays, Wednesdays and Fridays, and the full hour of NPR's Morning Edition on Tuesdays and Thursdays.

On The Record is produced by Maureen Harvie and Melissa Gerr. Theme music created by Jon Ehrens. Logo designed by Louis Umerlik.

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

On The Record is co-hosted by Sheilah Kast and Ashley Sterner. Sheilah and Ashley are excited to share conversations with audacious artists, intrepid scientists, community leaders and more. And of course, tales from the beloved Stoop Storytelling Series!
Currently, you'll hear On The Record on Mondays, Wednesdays and Fridays, and the full hour of NPR's Morning Edition on Tuesdays and Thursdays.
On The Record is produced by Maureen Harvie and Melissa Gerr. Theme music created by Jon Ehrens. Logo designed by Louis Umerlik.
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>

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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