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In this episode of Negotiate Anything, host Kwame Christian, Esq., M.A., and guest Richard Shotton delve into the fascinating world of behavioral science and its application in negotiations. Richard, a renowned behavioral scientist and author, shares insights from his latest book, The Illusion of Choice, discussing how understanding human behavior can supercharge your negotiation tactics. The episode explores the relevance, robustness, and range of behavioral science principles and dives into specific phenomena like the Stolen Thunder effect and the impact of precise claims. Whether you’re negotiating a business deal or trying to persuade others in everyday life, this episode offers valuable strategies to enhance your credibility and effectiveness.

What You'll Hear:

• The importance of understanding psychology and behavioral science in negotiation.


• Detailed explanation of the Stolen Thunder phenomenon and its applications.


• Insights into using the precision of claims and concrete benefits to boost persuasive value.

Connect With Richard

Buy Now: The Illusion of Choice: 16 1/2 Psychological Biases That Influence What We Buy 

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