The art of persuasion

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.Do you have a question or comment about a show or a story idea to pitch? Contact On the Record at: Senior Supervising Producer, Maureen Harvie she/her/hers [email protected] 410-235-1903 Senior Producer, Melissa Gerr she/her/hers [email protected] 410-235-1157 Producer Sam Bermas-Dawes he/him/his [email protected] 410-235-1472