What AI Reveals About Winning Negotiation Tactics

Negotiate Anything

American Negotiation Institute

Education, Business, Self-improvement

4.7 • 748 Ratings

🗓️ 10 May 2026

⏱️ 71 minutes

🔗️ Recording | iTunes | RSS

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Summary

What if everything you’ve been taught about persuasion is only scratching the surface—and the real edge lies in understanding how people actually behave, not what they say they’ll do? In this masterclass episode, we dive deep into the hidden psychology behind high-stakes negotiation, blending behavioral science, real-world data, and cutting-edge research to uncover what truly drives influence. You’ll hear from world-class experts across disciplines as they break down powerful, often counterintuitive strategies—from why admitting your weaknesses can increase your credibility, to how something as subtle as using precise numbers or asking the right kind of question can dramatically shift outcomes. Discover the science behind the “Stolen Thunder” effect, learn why most negotiators sabotage their own offers without realizing it, and explore how language—down to a single word—can make your message more memorable, persuasive, and trustworthy. You’ll also get a rare look into how AI and large-scale data are transforming our understanding of negotiation, revealing patterns in human behavior that were previously invisible. Whether you’re closing deals, leading teams, or navigating everyday conversations, this episode will challenge your assumptions and equip you with practical, research-backed tools to communicate with clarity, confidence, and impact. Because negotiation isn’t about winning arguments—it’s about understanding people.

Transcript

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0:00.0	Welcome to this masterclass edition of Negotiate Anything. With over 1,700 episodes featuring some of the world's brightest minds, we've carefully curated a couple of powerful conversations for you.
0:11.7	What makes this so special is that you'll hear how different experts from different industries approach the same challenge in their own unique ways.
0:19.8	Our goal is to give you multiple perspectives so you can build their own unique ways. Our goal is to give you multiple perspectives
0:22.5	so you can build your own unique style. Success doesn't look the same for everyone, and in this
0:28.0	masterclass, you'll see exactly why. Let's dive in. This episode is brought to you by Granola,, Quince, homeserv, and by Shopify.
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1:20.1	slash Kwami. That's Shopify.com slash Kwame.
1:25.9	Richard, thanks for joining us today.
1:27.9	Very nice to see it.
1:29.1	Yes, likewise, my friend.
1:30.7	So how would you get it started by telling us a little bit about yourself and what you do?
1:34.2	So my background is in taking findings from behavioral science, what people used to call
1:39.8	social psychology, the study of how people actually behave, rather than how they claim to
1:43.7	behave, and then applying they claim to behave,
1:51.1	and then applying those findings to marketing and persuasion. I like this. And Little Birdie told me that you might have written a book recently. I have a second book. So the recent one is called
1:57.1	The Illusion of Choice and the subtitle is 16 and a half principles from behavioral
	...

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