The Persuasion Occasion

The Emotions of Negotiation with Attia Qureshi David and Jasmine discuss the emotions of negotiating with Attia Qureshi, negotiation expert and author of Never Settle. Attia is a negotiation expert who has advised Fortune 500 executives, taught at institutions including MIT and the University of Michigan, and worked with leaders navigating complex, high-stakes conversations. She brings a practical...

David and Jasmine discuss the emotions of negotiating with Max Bevilacqua, founder and chief negotiating officer of Mindful Negotiating, a consulting and training firm for high-powered leaders. Max has trained Fortune 100 executives, U.S. Army Special Forces, and legal professionals, and he has taught negotiation at Harvard Law School and the Fletcher School of Law and Diplomacy. He brings a highl...

David and Jasmine speak with Gitane De Silva, formerly Alberta’s senior representative to the United States and CEO of the Canada Energy Regulator, with deep experience in international negotiations and Canada–U.S. relations. Gitane describes how international diplomatic negotiations are unique but also how the techniques and strategies share many similarities with legal and business negotiations....

David and Jasmine speak with Andy Prisco, a nationally recognized expert in anger, aggression, and violence response who founded Jumpstart Mastery. Andy trains law enforcement, mental health professionals, firefighters, and others in dealing with difficult and dangerous personalities. He shares how years working in psychosocial rehab shaped his practical approach to crisis intervention and what ac...

David and Jasmine sit down with Ken Lopez, founder of Persuadius and a veteran litigation consultant known for blending law, psychology, and visual communication. Ken shares how a dislike of law school and an early obsession with computer animation led him to create trial graphics in the mid-1990s, eventually building A2L Consulting and later launching Persuadius to continue that work with a deepe...

Trial lawyer, mediator, and novelist  Tim Reuben  joins us to talk about persuasion, conflict, and the real-world experience behind his new legal thriller,  Tequila . Tim has spent 40+ years in California courts as a civil litigator, mediator, arbitrator, and temporary judge. His experience gives him a clear, practical view of how people behave in high-pressure disputes. Much of our conversation c...

Negotiation expert and keynote speaker Tony Perzow joins us to examine why most persuasion relies on fear, and how shifting to what he calls “magnetism” changes everything. Drawing from decades, training teams at Apple, Red Bull, and Rolls-Royce, Tony shows how standard tactics often fuel scarcity and ego instead of connection. He also shares the personal collapse that reshaped his work, losing ne...

John Lowry—expert negotiator and author of Negotiation Made Simple—joins us to break down the real dynamics of deal-making. Drawing from years as a litigator and founder of The Lowry Group , a negotiation collective, John explains why successful negotiation isn’t just about facts or law—it’s about people. We explore the mindset needed to negotiate effectively, how to manage emotion and ego on both...

Dr. George Bonanno , professor of psychology at Columbia University and head of the Loss, Trauma, and Emotion Lab, joins us to challenge everything you think you know about trauma and resilience. George shares how his unconventional path—from a troubled youth to working with mentally ill adults—led him to Yale and into a career studying how people respond to loss and extreme stress. His research s...

Melissa Fortunato , a retired FBI special agent with over two decades of service, joins us to unpack what undercover operations and hostage negotiations can teach us about persuasion, human behavior, and trust-building—both in crisis and in daily life. Melissa shares how her background in psychology and counseling shaped her FBI career, taking her from a rape crisis center to undercover roles and...

Scott Tillema , co-founder of  The Negotiations Collective  and veteran hostage negotiator, joins us to share what crisis negotiations can teach us about influence, emotional control, and communication under pressure. He explains how a curiosity about human behavior led him into law enforcement and how he ultimately trained to handle life-or-death situations on a SWAT team. Scott reveals how empat...

In this episode,  Joe Navarro , former FBI special agent and expert in nonverbal communication, shares insights from his unique background. He discusses how his early life in Cuba shaped his understanding of body language and the transition from intuitive observations to structured analysis. Navarro explores the critical role of body language in interviews, negotiations, and daily interactions, of...

In this conversation, Jeremy Hurewitz shares his unique journey from journalism to corporate security and describes how his experiences have shaped his understanding of persuasion and influence. He discusses his regular work with lawyers and law firms, explores the importance of active listening, radical empathy, and elicitation in sales, and introduces his “Crawl, Walk, Run” strategy for building...

Our guest this week, John Blumberg, author of  Persuasion Science for Trial Lawyers,  describes how he incorporates developments in psychology, behavioral economics and decision making science into trial presentations.  He describes why information is accepted or rejected by jurors and how decisions by juries can be affected by cognitive overload, mental shortcuts, and biases. He emphasizes the im...

Prof. John Dowling joins us on The Persuasion Occasion to discuss the science of memory and learning. We explore the mechanisms of neurotransmission and modulation in the brain and how long-term memories are formed through biochemical changes in the brain. John dives into the creative and reconstructive nature of memory, the role of attention and emotions in perception and memory, and the creative...

This week we are joined by the nation’s most influential trial consultant, David Ball, to discuss the reptilian brain’s influence on legal decision-making. David shares his insights on understanding juror perspectives, addressing jurors’ potential biases, and comprehending why social media has been a game changer for trial lawyers. We also discuss the importance of clearly defining legal terms, fr...

Pat Pattison, a professor at Berklee College of Music, joins us this week to discuss the transformative impact of music and share insights on writing song lyrics, including structure, emotional tone, and intentionality. We discuss the significance of metaphor and authenticity in creating a cohesive and effective song. Pat also shares stories about his life in music, including jamming with the Doob...

In part two with Jason Blume, we delve into the elements of a successful and persuasive song. Jason shares invaluable insights and practical advice that can translate from songwriting to any arena. Jason emphasizes that while good songs are plentiful, what sets successful ones apart is their unique angle and fresh approach. He also touches on the importance of song structure, explaining that most...

Songwriter and instructor Jason Blume joins us to share his struggles and successes in negotiation within the music industry. He emphasizes the importance of persistence, networking, and collaboration. In discussing songwriting’s interplay between creativity and business, he highlights the need for songwriters to understand both aspects of the industry. We also dig into the key elements of persuas...

On this show, Dan Ariely, Duke University professor and noted author, discusses behavioral psychology and persuasion, the dangers of misbelief, and the growing phenomenon of identity polarization in the digital age. Dan shares how misbelief can lead to a distorted view of reality, where everything is seen through the lens of a particular belief or perspective. We also dive into the significance of...

This week on The Persuasion Occasion, we welcome noted First Amendment lawyer Floyd Abrams as he recounts his representation of the New York Times in the historic legal battle over the publication of the Pentagon Papers. This 1971 case led to a groundbreaking U.S. Supreme Court ruling affecting freedom of the press. Floyd’s captivating storytelling and description reveals how this fight about fund...

Join us for an engaging session with Kasia Jagodzinska, author of the  Financial Times Guide to High Impact Negotiation . We discuss the negotiation process, how Kasia’s multicultural training served her in international negations at the United Nations, and the influence of psychology on negotiations.  Kasia considers various negotiation strategies, including the Harvard Win/Win teaching and the F...

Doug Wilson, and DWC President Michele Vives discuss the growth and downturns of mixed-use development. Michele shares her perspective on the dramatic loss in value of downtown real estate and the interconnectedness of commercial real estate and such community issues as homelessness, and our need to address these challenges. Doug, a 40-year veteran of real estate cycles, describes why he is optimi...

Johnny Dzubak  and  AJ Harbinger , creators of  The Art of Charm  podcast , share how their podcast—and their subsequent training services—help people open up lines of communication and influence. They explain how positive feedback loops and other trained behaviours can make you more persuasive and discuss the skills that can help build trust and relationships. Johnny and AJ also describe how thei...

We’re excited to talk with Carlos Alvarenga, author of  The Rules of Persuasion, How the World’s Greatest Communicators Convince, Inspire, Lead—and, Sometimes, Deceive . Carlos reveals how he translated Aristotle's principles of persuasion to modern media (e.g., movies and rap music) to make his advice more accessible. He also explores his definition of persuasion, how Donald Trump's presidential...