Jeremy Hurewitz: The Art of Negotiating Like a Spy

Negotiate Anything

American Negotiation Institute

Education, Careers, Business

4.8 • 659 Ratings

🗓️ 23 December 2024

⏱️ 37 minutes

🔗️ Recording | iTunes | RSS

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Summary

Want to share your thoughts? Fill out our listener form Request A Customized Workshop For Your Company In this engaging episode of Negotiate Anything, host Kwame Christian welcomes Jeremy Hurewitz to discuss the art of negotiation with insights from espionage. Jeremy shares his extensive experience and practical tips on enhancing negotiation skills, focusing on the importance of authenticity, active listening, and strategic preparation. Explore how everyday practice can improve your communication skills and learn nuanced techniques like elicitation to gather crucial information. This episode also delves into managing stress in high-pressure negotiations and the performative aspects of effective communication. What will be covered: Importance of practicing negotiation and communication skills in low-stakes environments. Techniques for effective elicitation and gathering information subtly. Managing stress and maintaining authenticity in high-pressure negotiations. Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!

Transcript

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0:53.0	Well, that's known as failure to answer the question, and it's a red flag when it comes to deception.
0:54.2	This does not mean that Tom Brady is a cheater, but he should have answered, I had nothing to do with deflating the footballs
0:59.0	if he didn't. Instead, he says, I would never cheat. So there's like a rationalization going on here.
1:03.4	I mentioned my work doing kind of intelligence gathering in the corporate world. Well, let me see how
1:09.1	I can put this right now. I've been sort of an
1:11.0	auxiliary member of a legal team dealing with an extortion case. And I called up one of the people
1:15.7	that might be involved. And that person was frightened. And he was saying things about, I swear,
1:21.8	I didn't do this. I swear I didn't do that. Invoking oaths is another red flag when it comes to
1:27.0	detecting deception. If you're innocent, you just say, no, I had nothing to do with that. Invoking oaths is another red flag when it comes to detecting deception. If you're
1:28.5	innocent, you just say, no, I had nothing to do with that. Once it gets like that mafia thing,
1:33.3	I swear on the eyes of my children or something, why so dramatic? People who are telling the truth
1:38.0	tend to just be very candid. Now, this guy could legitimately just be scared and he could be
1:43.3	exaggerating because he's so frightened.
1:45.4	But it's a red flag where people use that kind of hyperbolic language.
1:48.6	And there's a couple of other red flags in this area as well.
1:53.6	Hey, I'm Kwame Christian and you are about to step into the world of Negotiate Anything,
	...

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