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: 100

People Who Read People: A Behavior and Psychology Podcast
Podcast Episodes
Some useful and reliable poker tells: A talk with Zach Elwood [not-audio_url] [/not-audio_url]

Duration: 32:54
This episode includes part of a poker tells webinar that I, Zach Elwood, did with Terry Wood, owner of PokerRailbird.com. I'm the author of three respected books on poker tells, including Exploiting Poker Tells and Verba…
Angry Chase Hughes’ fans lash out after his lies are revealed [not-audio_url] [/not-audio_url]

Duration: 29:18
This is a follow up to my last episode, in which I shared information about the many lies of Chase Hughes, the self-described “#1 expert in behavior and influence.” Some of the fans of Chase Hughes and the show he’s on,…
I think astrology is bullshit. I interviewed an astrologist. [not-audio_url] [/not-audio_url]

Duration: 1:05:03
I talk to a professional astrologist named Ophira Edut. I myself don't believe in astrology but I was interested in asking her questions I've wanted to ask about astrology, and about belief in astrology. Topics include:…
Fake psychology/behavior expert Jack Brown analyzes Trump's behavior [not-audio_url] [/not-audio_url]

Duration: 17:49
I talk again about fake behavior expert Jack Brown, whose pseudoscientific behavior analysis work I devoted a past episode to. Brown got some recent attention in a Raw Story article for an analysis he wrote about how Tru…
A cry for help from failed podcast host and author Zachary Elwood [not-audio_url] [/not-audio_url]

Duration: 7:56
Apologies for the sad clickbait-y title. I'll be okay. I was trying to be a little funny. This is just some updates on things I've been working on and how you might help me if you'd like to do so. Or apart from helping m…