226 | How to Win Any Negotiation Without Burning Bridges with Andres Lares
The Business of You with Rachel Gogos
Release Date: 07/08/2025
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247 | Turning Your Story into Sales With Dr. Danny Brassell
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info_outlineThink negotiation is just for boardrooms and big business deals? Think again.
Negotiation is everywhere, whether you’re asking for a raise, buying a car, or convincing your kids to brush their teeth. And if you’re doing it without empathy, you’re leaving results (and relationships) on the table.
Today’s guest is Andres Lares, Managing Partner at the Shapiro Negotiations Institute. He’s helped close multi-million dollar contracts – including a $184M MLB deal – and now trains leaders at Fortune 500 companies, pro sports teams, and global organizations on how to influence with intention. He’s also the author of Persuade: The 4-Step Process to Influence People and Decisions.
Negotiating with Emotional Intelligence
Forget bluffing and bravado. Andres explains why emotional intelligence is the real power play in any negotiation – whether you’re leading a team, buying a business, or parenting toddlers. You’ll learn how to read the room, ask better questions, and use empathy to get what you want without damaging relationships. If you’ve ever felt like your message isn’t landing, this conversation’s for you.
The 3P and PAID Frameworks You Can Use Right Now
Most people wing the negotiation phase and wonder why their deals fall through. Andres shares two simple, repeatable frameworks you can plug into any negotiation today: 3P (Prepare, Probe, Propose) and PAID (Precedents, Alternatives, Interests, Deadlines). These tools help you think clearly, ask the right questions, and walk into every conversation with a strategy that puts you in control. Whether you’re making your next hire or negotiating a partnership, this is your blueprint.
Enjoy this episode with Andres Lares…
Soundbytes
07:46 - 07:55
“So we're no longer teaching how important relationships are. We're just giving the methodology and skills in order to be able to balance the relationship building with the results.”
10:38 - 10:50
“You'll notice, for example, the other person talks much slower, or has a lot of questions early on, or is always asking for information in advance. Well, you start to pick up on those cues, and you start to realize, okay, this meeting's gonna be more effective if I send it in advance.”
17:00 - 17:10
“So if you don't think you're worth $75,000, you're probably not going to be able to make that ask from a salary perspective in a very convincing way, because you don't even believe it.”
Quotes
“Think about every scenario. You negotiate. You negotiate with your kids, you're negotiating salary.”
“The phrase we always talk about is maximizing your objectives while satisfying the other side.”
“There's a relationship component, and an emotional intelligence component, which really has to be at the forefront.”
“I've never actually applied for a job I've got. It's been relationships in my network.”
“People make decisions emotionally, and then they justify rationally.”
Links mentioned in this episode:
From Our Guest
Website: https://www.shapironegotiations.com/
Connect with Andres Lares on LinkedIn: https://www.linkedin.com/in/andreslares/
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