This week Chris Hadnagy, head of the company Social Engineer, joins us to chat about social engineering in negotiations. What social engineering tactics are we using when we elicit information from people? What are we gaining by leveraging the right words, the right body language, the right gestures, and asking the right questions? This is an insightful conversation including examples of how you can set up conversations to get much more information – more than your counterparty recognizes they’re revealing!
We’re starting with a broad definition of social engineering. Social engineering is an act that influences a person to an action that may (or may not) be in their best interest. It’s not always negative or manipulative and can be about negotiating for the good of both parties. Chris shares insights on building rapport with people through learning about them before the first word is ever spoken. The first time you see someone at the local coffee shop you can discern their approximate age, ethnicity, marital status (are they wearing a wedding ring?) What kind of phone do they have? What apps do they have on their phones? Do they have kids with them? People have a natural inclination to be helpful so asking questions is also a great way to learn more about someone.
Chris shares the three things that people need to master to get really good at conversation and eliciting information – confidence without arrogance, being knowledgeable (using what you already know), and not being greedy (by monopolizing the conversation or by doing all the listening). We’re also learning about pre-loading and pre-text, deliberate false statements, why it’s human nature to correct inaccurate information, and building instant rapport.
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Guest: Christopher Hadnagy
- ProcureCon West
Code: PI-W19-NN for 25% off