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Episode Description
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/
Check in with AJ and Johnny!
The Art of Charm on TikTok
negotiation, communication skills, influence, emotional intelligence, persuasion, empathy, reciprocity, conflict resolution, rejection, relationship building, decision making, fairness, social skills, confidence, behavioral psychology
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