Pro negotiator discusses the “power of nice” and reading body language | with Andres Lares

Pro negotiator discusses the “power of nice” and reading body language | with Andres Lares

Author: Zachary Elwood February 9, 2026 Duration: 1:06:35
What actually makes negotiations work—and why do so many “tough” tactics backfire? In this episode, Zach talks with professional negotiator Andres Lares about why the most effective deals rarely come from trying to win at all costs. Drawing from sports contracts, Fortune 500 negotiations, and decades of real-world experience, Andres explains the “power of nice,” the importance of looking for creative win-win approaches, and why public posturing can kill agreements. They also dig into the hype around body language—what’s useful, what’s overblown, and what actually matters when you’re trying to read and influence people in the real world. Andres also talks about his views on AI-assisted sales-presentation-analysis programs (like Gong and Chorus). We also talk about the realism, or lack of it, in the movie Jerry McGuire. Andres is the CEO and Managing Partner of Shapiro Negotiations Institute (SNI), and the co-author of “Persuade: The 4-Step Process to Influence People and Decisions.” Learn more about your ad choices. Visit megaphone.fm/adchoices

Ever wonder what a professional poker player notices about your tells, or how an FBI interrogator knows when someone’s lying? People Who Read People: A Behavior and Psychology Podcast digs into these questions through conversations with a fascinating array of experts. Host Zachary Elwood sits down with people whose jobs depend on accurately interpreting others-from jury consultants and behavior researchers to sports analysts and deception detection professionals. Each episode pulls back the curtain on the practical frameworks these individuals use to make sense of why we act the way we do, moving beyond textbook theory into the messy, applied reality of human interaction. With over 135 episodes in the archive, this podcast offers a deep and varied library exploring the subtle signals, hidden motivations, and cognitive patterns that drive our daily lives. You’ll hear specific stories and case studies that reveal how understanding behavior plays out in high-stakes courtrooms, strategic games, and everyday relationships. It’s for anyone curious about the mechanics of social dynamics, self-awareness, and the art of observation. Elwood’s grounded, interview-led approach makes complex psychological concepts accessible and immediately relevant, building a resource that feels both insightful and genuinely useful.
Author: Language: en-us Episodes: 50

People Who Read People: A Behavior and Psychology Podcast
Podcast Episodes
Army Psy-Op veteran talks influence, blowback, psy-op myths, and more [not-audio_url] [/not-audio_url]

Duration: 1:28:42
A talk with an Army Psychological Operations soldier about what military psy-op work really involves—and how different the reality is from many people's ideas about the nature of that work. We discuss his psy-op work in…
Can computers spot lies better than humans?, with Bennett Kleinberg [not-audio_url] [/not-audio_url]

Duration: 1:00:02
Can machines spot a lie better than we can? I talk with psychology researcher Bennett Kleinberg, whose work brings together psychology, machine learning, natural-language processing, and deception detection. We explore w…
Can computers detect lies better than humans?, with Bennett Kleinberg [not-audio_url] [/not-audio_url]

Duration: 1:00:47
Can machines spot a lie better than we can? I talk with psychology researcher Bennett Kleinberg, whose work brings together psychology, machine learning, natural-language processing, and deception detection. We explore w…
Inside a Scientology e-meter auditing session, with Chris Shelton [not-audio_url] [/not-audio_url]

Duration: 1:23:35
Former Scientologist Chris Shelton spent thousands of hours using the e-meter to "audit" fellow members of the Church—but what does the device actually measure, and why do Scientologists trust it as an infallible guide t…
Inside a Scientology e-meter auditing session, with Chris Shelton [not-audio_url] [/not-audio_url]

Duration: 1:29:20
Former Scientologist Chris Shelton spent thousands of hours using the e-meter to "audit" fellow members of the Church—but what does the device actually measure, and why do Scientologists trust it as an infallible guide t…
How Pete Blair scored 100% in a deception detection study [not-audio_url] [/not-audio_url]

Duration: 1:03:56
In a 2014 deception detection study, Pete Blair made 33 judgments—and got all 33 right. That paper was titled “Expertise in deception detection involves actively prompting diagnostic information rather than passive behav…
How Pete Blair scored 100% in a deception detection study [not-audio_url] [/not-audio_url]

Duration: 1:08:56
In a 2014 deception detection study, Pete Blair made 33 judgments—and got all 33 right. That paper was titled “Expertise in deception detection involves actively prompting diagnostic information rather than passive behav…
Behaviorally, poker and interrogations are very different [not-audio_url] [/not-audio_url]

Duration: 49:32
Zach Elwood, author of influential books on poker tells and host of the People Who Read People podcast, joins The Deductionist podcast for a wide-ranging conversation about what we can and can't learn from human behavior…
Behaviorally, poker and interrogations are very different [not-audio_url] [/not-audio_url]

Duration: 54:16
Zach Elwood, author of influential books on poker tells and host of the People Who Read People podcast, joins The Deductionist podcast for a wide-ranging conversation about what we can and can't learn from human behavior…
Understanding defenses of the polygraph, with David Goldberg [not-audio_url] [/not-audio_url]

Duration: 1:19:50
Polygraphs are a controversial tool in criminal investigations: critics argue they're too unreliable to trust, while proponents say that, even if they’re not perfect, they nonetheless can play a valuable role in helping…