How To Read People, Calm Tension, Build Trust, and Ask For What You're Worth | John Richardson

An MIT/Harvard negotiation expert on the two types of "no," the FBI hostage negotiator trick you can use with anyone, and the rhetorical move that improves outcomes for women. John Richardson teaches negotiation at MIT's Sloan School of Management, and previously at Harvard Law, and was an associate at the Harvard Negotiation Project. He was coauthor with Roger Fisher and Alan Sharp of Getting It Done and Negotiation Analysis with Howard Raiffa and David Metcalfe. He is also a graduate of the Massachusetts Firefighting Academy. His latest book is Never Settle , co-written with Attia Qureshi. In this episode we talk about: Why lying in a negotiation is tactically stupid, not just morally wrong The "give them a sandwich" trick FBI hostage negotiators use, and how to steal it for everyday life The difference between healthy manipulation and the harmful kind A simple word that can pull someone's brain out of fight-or-flight mode mid-argument Why knowing your alternative matters more than knowing your ask When saying no is actually the smartest move in the room And much more Get the 10% with Dan Harris app here Sign up for Dan's free newsletter here Follow Dan on social: Instagram , TikTok Subscribe to our YouTube Channel This episode is sponsored by: Cash App: Download Cash App Today: https://click.cash.app/ui6m/oh9jnxlq #CashAppPod. Cash App is a financial services platform, not a bank. Banking services provided by Cash App's bank partner(s). Prepaid debit cards issued by Sutton Bank, Member FDIC. Cash App Visa® Debit Flex Cards issued by Sutton Bank, Member FDIC, and The Bancorp Bank, N.A., pursuant to a license from Visa U.S.A. Inc. See terms and conditions for the Sutton prepaid card, Sutton debit flex card, and Bancorp debit flex card. Savings provided by Cash App, a Block, Inc. brand. Visit cash.app/legal/podcast for full disclosures. IQ Bar: To get twenty percent off all IQBAR products, including the ultimate sampler pack, plus free shipping, text DAN to 64000. To advertise on the show, contact sales@advertisecast.com or visit https://advertising.libsyn.com/10HappierwithDanHarris