Show Notes
Most people think negotiation is about winning. It’s not. AJ and Johnny sit down with Attia and John to unpack why the best negotiators focus less on control and more on curiosity, relationships, and emotional regulation. From fear of rejection and reciprocity to fairness, empathy, and practicing rejection on purpose, this episode breaks down the real skills behind influence and lasting agreements. They also explore why most people fail negotiations before they even begin — because they haven’t practiced discomfort, clarified what they actually want, or learned how to regulate emotions under pressure.
Chapters 00:00 – Why negotiation isn’t about defeating people 08:00 – FBI negotiation tactics and behavioral training 16:00 – Rejection, fear, and building negotiation resilience 24:00 – Empathy, reciprocity, and understanding motivations 33:00 – Fairness, emotions, and hidden decision making 41:00 – Practicing failure and managing stress responses 49:00 – Social capital, authenticity, and influence 56:00 – Clarifying what you actually want in negotiation
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Episode resources:
https://www.neversettlenegotiate.com/
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