Podcasts about book never split

Are you convinced you know how to build trust and close deals—or could everything you've learned about sales and negotiation be… wrong?  Today's episode of Life After Corporate, is a “Fan Favorite”. Host Deb Boulanger sits down with world-renowned negotiation expert and author of "Never Split the Difference," Chris Voss. What if the secret to sales success isn't pitching or persuading, but mastering the art of emotional intelligence—and knowing exactly what's going on inside your prospect's mind? Chris shares gripping stories from his days as an FBI hostage negotiator and brings actionable advice straight to new entrepreneurs ready to leave their corporate comfort zone.  Are you ready to ditch awkward scripts and create sales conversations that convert with confidence?   Connect with Deb Boulanger To Watch the Show, click HERE For Full Notes, Go to LifeAfterCorporate.com/podcast Connect with Deb on LinkedIn, Instagram, and the private Facebook Group!  Read More about Life After Corporate HERE     Connect with Chris Voss Website: https://www.blackswanltd.com/ Facebook: https://www.facebook.com/ChrisVossNegotiation Instagram: @thefbinegotiator YouTube:  NegotiationMastery - YouTube X (formally Twitter): @fbinegotiator   Masterclass: Chris Voss Teaches The Art of Negotiation (masterclass.com)   Book: Never Split the Difference (Audio) Amazon.com: Never Split the Difference: Negotiating as if Your Life Depended on It (Audible Audio Edition): Chris Voss, Michael Kramer, HarperAudio: Audible Books & Originals   Book: Never Split the Difference (Hard Cover) Never Split the Difference: Negotiating As If Your Life Depended On It: Voss, Chris, Raz, Tahl: 9780062407801: Amazon.com: Books   More Episodes To Enjoy! Go to: LifeAfterCorporate.com/podcast 220.  The #1 Legal Mistake New Entrepreneurs Make — And How to Avoid It" - with Latrice Smith, Esq. 219. Are We Doing Facebook Groups Wrong? Key Lessons on Growing Your Business with Facebook with Tracy Beavers 218.  Attention Alchemy: How to Build a Business That Books Itself   Tweetable Quotes: “What makes people buy from you is your knowledge of what they're facing, which is not your value proposition.”... Chris Voss. “Getting a ‘that's right' out of somebody bonds them to me, makes them more honest and makes them less demanding, which is kind of what every salesperson wants to move the deal forward.”...Chris Voss.   SUBSCRIBE & LEAVE A FIVE-STAR REVIEW and share this podcast to other growing entrepreneurs!  Get weekly tips on how to create more money and meaning doing work you love, and be one of the many growing entrepreneurs in our community. CLICK HERE to join our private Facebook Group!

I'm super excited to introduce you to our amazing guest for this week, Chad E. Foster.    Chad is a blind Harvard Business School alum and Fortune 500 leader who revolutionized CRM tech for the visually impaired, achieving billion-dollar successes.    As a resilience expert, he empowers others to overcome setbacks and thrive with determination and innovation, proving that limitations can spark extraordinary achievements.   In this episode, we'll explore: How to become more resilient using Chad's “anatomy of resilience” framework Why happiness is a decision and perspective rather than a set of circumstances Finding meaning in adversity and taking ownership of outcomes in your life Creating sustainable success through small victories His current favorites: Book: Never Split the Difference and Speaker: Alison Levine   More from Chad Foster His free gift to our listeners at https://chadefoster.com/bigtalk  Facebook: https://www.facebook.com/FindChadEFoster/ YouTube: https://www.youtube.com/channel/UC8Bd5-Oh_JPChsdvyAX9FUQ  LinkedIn: https://www.linkedin.com/in/chadfoster/ Instagram: https://www.instagram.com/FindChadEFoster    More from Tricia  Join our award-winning, trademarked signature program, The Big Talk Academy® Explore my content and follow me on YouTube Follow me on Instagram  Connect with me on Facebook  Connect with me on LinkedIn  Visit my website at TriciaBrouk.com 

Palmy and Nancy hit on Leveraging technology, using education, and being creative to find new investors for your investments. From the fashion business to real estate, we cover what works and what doesn't. Book: Never Split the Difference 3 Pillars 1. Active Income 2. Passive income 3. Legacy building Palmy and Nancy Kitti are apartment syndicators, entrepreneurs, and educators with big dreams and a $300 million multifamily apartment portfolio. A few years ago, they thought they were living their dream career in the fashion manufacturing industry. They quickly learned how replaceable they were when their main client closed their retail stores, which plummeted the Kitti sister's income from millions to nearly zero overnight. Everything they thought they knew about wealth, work, and life changed after entering the multifamily apartment investing industry. Today, they are apartment syndicating experts targeting properties in high-growth markets in Arizona, Texas, Georgia, and Northwest Arkansas. You can connect with the Kitti Sisters by visiting: JumpStartApartments.com Welcome to Pillars of Wealth Creation, where we talk about building financial freedom with a special focus on business and Real Estate. Follow along as Todd Dexheimer interviews top entrepreneurs, investors, advisers, and coaches. YouTube: www.youtube.com/c/PillarsOfWealthCreation Interested in coaching? Schedule a call with Todd at www.coachwithdex.com Listen to the audio version on your favorite podcast host: SoundCloud: https://soundcloud.com/user-650270376 Apple Podcasts: https://podcasts.apple.com/.../pillars-of.../id1296372835... Google Podcasts: https://podcasts.google.com/.../aHR0cHM6Ly9mZWVkcy5zb3VuZ... iHeart Radio: https://www.iheart.com/.../pillars-of-wealth-creation.../ CastBox: https://castbox.fm/.../Pillars-Of-Wealth-Creation... Spotify: https://open.spotify.com/show/0FmGSJe9fzSOhQiFROc2O0 Pandora: https://pandora.app.link/YUP21NxF3kb Amazon/Audible: https://music.amazon.com/.../f6cf3e11-3ffa-450b-ac8c...

Sign up for my FREE 3 Day Live Course - How to Build a 7 Figure Group Practice That Runs Without You → https://mccancemethod.com/free-3-day-live-course/ In this episode, I discuss what positive leadership is and how it can make you an even stronger leader. I know being a leader can be hard, but don't worry! I give you my best strategies to help you improve your leadership skills so you can have an A+ clinic with A+ people. Make sure to bring your paper and pen because this episode is full of actionable tips!Here are some key points in this episode: [2:44] What is positive leadership?  [10:14] An example of positive leadership[14:33] A 3 step model for positive leadership[18:17] Show up with empathy! [21:52] Invest in knowing your team Links from episode:Book: Never Split the Difference by Chris Ross with Tahl Raz ​​- https://a.co/d/f1Za8Js How We Can Work Together:Book a Practice Growth Audit Call - https://mccancemethod.com/practice-growth-audit/Here is How to Subscribe & Leave a Review (pretty-please): Want to get notifications when I release new episodes so you don't miss out on anything?Follow my show on Apple Podcasts by going to The Business Savvy Therapist and tapping the + Follow button or by tapping the More button (the three dots) and tapping Follow Show. Please leave a rating and a review, it would mean the world to me. Let me know what you think of the podcast and what I can do to make it better for you. You can leave a rating and review on Apple Podcasts by scrolling down on my show page, select a star rating, and tap "Write a review".Let's Get Connected…Follow me on Instagram, @nicole.mccanncemethod. If this episode provided you with value and inspiration, please leave a review and DM to let me know. Click here: https://www.instagram.com/nicole.mccancemethod Join the FREE private community for therapists: Expand your Psychotherapy Practice → https://www.facebook.com/groups/947689352498639 Sign up for the FREE training- Level Up to a Thriving Group Practice in 6 Months or Less → https://mccancemethod.com/webinar-free-masterclass-from-solo-to-superteam/

Uncover the secret weapon in sales that you've been ignoring all this time! In this week's episode, our host Deb Boulanger leaves no stone unturned with negotiation expert Chris Voss, author of “Never Split the Difference” who throws conventional wisdom out the window and reveals why building *rapport in sales* is not about the hard sell, but the “HEART” sell. Join Deb as she explores how Chris's insights on *emotional intelligence in negotiations* flip the script on the age-old sales playbook and how these unexpected strategies can revolutionize the way you seal the deal. Chris' method, for improving your sales and negotiation techniques hinges not on aggression or pressure, but on the softer, more nuanced skills of emotional intelligence. This episode will teach you to navigate the subtle currents of conversation, influence, and rapport—skills essential for anyone looking to make a mark in the world after a corporate career. Apply Chris' method to your own entrepreneurial endeavors and learn how your newfound emotional intelligence can unlock secrets to business success. Are you ready to negotiate like a pro? Then tapping on the play button is the 1st step.    [00:01-11:27] The Psychology of Influence in Business Conversations  Being coachable and proactive are key traits for success in negotiation and sales. The exploration of what works is essential for the development of effective strategies. Emotional intelligence plays a crucial role in understanding and guiding discussions. Adaptability and continuous learning are important to master the art of negotiation.     [11:28 -20:49]  Effective Rapport Building in Sales and Negotiations   Mirroring and labeling are psychological techniques used to establish a deeper connection during sales negotiations. The customer's value proposition is likely known before they fully engage in a sales conversation. A sales conversation is part of a 9 step journey that the customer undergoes, which includes thorough research and consultation about the product or service. Utilizing rapport-building techniques can help address and understand the challenges faced by customers.     [20:50 - 29:29]  Enhancing Sales Techniques with Emotional Intelligence     Utilizing phrases that imply understanding, such as "it sounds like," forges stronger connections. Avoid stating "if I heard you correctly" to prevent diminishing the sense of rapport. Words can impact the emotional tone of a conversation, influencing the direction of negotiation. Changing the context in which words are used can alter their perceived positivity or negativity.   [29:30 - 34:46] Sales Strategies using the Chris Voss Method of Communication    Emphasizing tactical empathy as vital for rapport and insight. Mirroring as a technique to bond and acquire insights. Labeling acknowledges a counterpart's feelings and perspectives. Avoiding unpaid consulting by reinforcing the value of the interaction.   [34:47 - 37:32]  Closing       Connect with Chris Voss Website: blackswanltd.com Facebook: Facebook Instagram: @thefbinegotiator YouTube:  NegotiationMastery - YouTube X (formally Twitter) : @fbinegotiator   Masterclass: Chris Voss Teaches The Art of Negotiation (masterclass.com)   Book: Never Split the Difference (Audio) Amazon.com: Never Split the Difference: Negotiating as if Your Life Depended on It (Audible Audio Edition): Chris Voss, Michael Kramer, HarperAudio: Audible Books & Originals   Book: Never Split the Difference (Hard Cover) Never Split the Difference: Negotiating As If Your Life Depended On It: Voss, Chris, Raz, Tahl: 9780062407801: Amazon.com: Books Go to https://lifeaftercorporatepodcast.com/ for all episodes 167. Elizabeth Eiss' Hiring Hack That Will Change your Solopreneur Game 153.  A 3-Step Guide to Skyrocketing Your Income 124.   Entrepreneurship and The Art of Feminine Presence Tweetable Quotes: “First call I took, I just said, hello. This is helpline. Just like that. And afterwards, the supervisor said, wow, your voice was great. That was a great tone of voice. And I remember thinking, what did I do? I didn't even remember. And I think I lapsed into that voice for whatever reason because I was concerned and I was overly conscious of not having a negative impact”…Chris Voss on When he came to realize that the tone of your voice is key to negotiating. "And I can remember 1 guy in particular, just with this soft, gentle tone of voice, was changing things instantly. And I said, wow, that's cool. And so that really struck with me. I'm coachable and I want to learn how to do something better. So I'd learned about tone of voice, not really realizing it was a critical part of negotiation…Chris Voss on more validation about the tone of voice and how important it is.   SUBSCRIBE & LEAVE A FIVE-STAR REVIEW and share this podcast to other growing entrepreneurs!  Get weekly tips on how to create more money and meaning doing work you love and be one of the many growing entrepreneurs in our community. Connect with me on LinkedIn; https://www.linkedin.com/groups/12656341/  or on Instagram or our website at www.lifeaftercorporatepodcast.com .    

Get ready for a master class on negotiation. Ashley and Christopher Voss, lead international kidnapping investigator for the FBI, author of Never Split the Difference, and CEO of the Black Swan Group, discuss what it takes to be an incredible negotiator in your everyday life. Aside from the drive to get out in front of problems, negotiating also takes a great deal of initiative and imagination.  Chris discusses various tactics that can help you when negotiating situations in your life such as pay raises, promotions, and even prenuptial agreements. These skills include giving the other party the illusion of power, letting the other side speak first, developing openness, and the importance of truly understanding what it means to be empathetic. Subscribe to Christopher's company newsletter, The Edge: Text FBIempathy to 22828 Chris's Book: Never Split the Difference Book Mentioned: The Culture Code - Daniel Coyle Book Mentioned: Beyond Winning - Robert H. Mnookin Book Mentioned: Way of the Wolf – Jordan Belfort Connect with Ash: https://www.instagram.com/ashleystahl/ Take a FREE Quiz to Discover Your Most Authentic Career Path: https://www.ashleystahl.com/freequiz/

Has it ever occurred to you that everything you do involves negotiating - at work, with your partner, with your friends and family, and even yourself - Yes? No? Whether consciously or subconsciously, 60/40, or 50/50 splits, pretty much everything you do or say involves negotiation. Join the Full e-Booked this season as we discuss Chris Voss' ‘Never Split The Difference' Full e-Booked!

Welcome to the TerryWilson3.com podcast. In this episode, we’ll be discussing negotiation strategies and tactics that can help you achieve your goals and reach successful outcomes. Specifically, we’ll be covering the 10 major takeaways from “Never Split the Difference” by Chris Voss, a former FBI hostage negotiator who shares his… The post 559 – 10 take aways from the book Never Split the Difference by Chris Voss first appeared on terrywilson3.com.

You can find this book, and past book reviews here on Amazon: https://a.co/3wuNo8d In this episode of Epic Book Reviews, George Couros reviews the book Never Split the Difference by Chris Voss and Tahl Raz. Voss is an FBI Hostage Negotiator who shares theories and tools he has learned throughout his negotiations and then shares case studies where these theories were put into practice. In this book, Voss shares what negotiation techniques worked and what did not work while also explaining why the resulting outcome occurred. Couros reviews this book and shares his own key takeaways as he reflects on his most recent reading! Quotes & Thoughts: “…Leverage isn't the same thing as power.” - Chris Voss Thoughts: If you are the superintendent of a school district, you might have power. But if you end up on a deserted island and are dying of thirst, the one with water has leverage. “…empathy is not about being nice or agreeing with the other side. It's about understanding them. Empathy helps us learn the position the enemy is in, why their actions make sense (to them), and what might move them.” - Chris Voss Thoughts: Calling people that don't agree with you “crazy.” Does that make them less crazy? “Splitting the difference is wearing one black and one brown shoe, so don't compromise. Meeting halfway often leads to bad deals for both sides.” - Chris Voss Thoughts: Moving a program out of our school that wasn't technically a part of the school. “What about this doesn't work for you?" and you'll probably trigger quite a bit of useful information from your counterpart.” - Chris Voss Thoughts: When working with parents and teacher leaders. Links: Never Split the Difference on Amazon - https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805/ref=sr_1_1?crid=23PYSPQ3CC3MX&keywords=never+split+the+difference&qid=1669316323&sprefix=never+sp%2Caps%2C144&sr=8-1 Covey - Think Win-Win - https://www.franklincovey.com/habit-4/ Make Children Learn Math TikTok Trend - https://www.tiktok.com/music/Make-children-know-mathclean-6955955259378273030?lang=en Please share your thoughts with us on Twitter or Instagram at #InnovatorsMindset. More at georgecouros.ca George Couros on Twitter: https://twitter.com/gcouros George Couros on Instagram: https://instagram.com/gcouros George Couros on Facebook: https://www.facebook.com/georgecourosauthor/ George Couros on LinkedIn: https://ca.linkedin.com/in/george-couros-a5146519 For the full audio podcast: https://linktr.ee/gcouros Because of a Teacher - https://www.amazon.com/dp/194833433X?ref=exp_gcouros_dp_vv_d Because of a Teacher 2 - https://www.amazon.com/dp/194833450X?tag=onamzgeorge0f-20&linkCode=ssc&creativeASIN=194833450X&asc_item-id=amzn1.ideas.2SBTFVTBT0S6X The Innovator's Mindset: https://www.amazon.com/dp/0986155497?ref=exp_gcouros_dp_vv_d Innovate Inside the Box: https://www.amazon.com/dp/1948334127?ref=exp_gcouros_dp_vv_d Music from Bensound - http://bensound.com/

In today's show, Pancham interviews Henry Daas - serial entrepreneur, entrepreneurial coach, and author of FQ: Financial Intelligence. Henry has always been an entrepreneur at heart - from starting his first company in 1991 to using his experience as a platform to coach aspiring business owners and investors. He even has self-published his book to help you learn everything you need to know about money and wealth! In today's episode, he'll share his adventures that got him from where he is today. We'll explore his entrepreneurial mindset as he shares his journey, stories that you can relate to, and his passion for coaching. He'll also discuss the difference between simply being rich and having that fulfillment in your career, questions to reflect on when making decisions, and the pressure in golden handcuffs and how you can break them. Listen and enjoy the show!   Quote: “I think it's important for you to have a real interest in what it is that you're investing in.” Timestamped Shownotes: 0:43 - Pancham introduces Henry to the show 2:08 - His entrepreneurial ventures and how his book came about 6:13 - Why you should invest in what you love (and not solely for the money!) 9:15 - The psychology of money that will help in your decisions 12:11 - How HENRYs (High Earner, Not Rich Yet) can get out of golden handcuffs 19:11 - How his book will prepare you on managing your wealth 22:19 - Taking the Leap Round 22:19 - Real estate as his first investment outside of Wall Street 24:42 - On overcoming his fear of the unknown 27:23 - Lessons learned from his real estate investment gone wrong 30:37 - Why investors should explore, start small, and learn to negotiate 33:52 - Henry's contact information 3 Key Points: Invest in what you are interested in as a way to achieve fulfillment in your life. There's a high chance of you losing interest if you're simply investing for profit. Identify what your perception of money is and how it represents to you in order to know your place when investing. Having a coach or a friend to support your decisions and listening to podcasts to learn how to diversify investments can be your first steps towards financial freedom. Get in Touch: Get all the information about Henry Daas and a copy of his book “FQ: Financial Intelligence” at fq@thegoldcollarinvestor.com Henry Daas Website - https://henrydaas.com/ The Gold Collar Investor Banking - https://thegoldcollarinvestor.com/banking/ The Gold Collar Investor Club - https://thegoldcollarinvestor.com/club/ Pancham Gupta Email - p@thegoldcollarinvestor.com Book: Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss and Tahl Raz - https://www.amazon.com/Never-Split-Difference-Negotiating-Depended-ebook/dp/B014DUR7L2

MazumaGo began as a marketplace for local services, but speaking with hundreds of business owners made Matthew Smith and his Co-Founders realize there was a bigger problem. Regardless of size, most businesses were still using cheques to send and receive payments.Their team kept asking, “Why is it so hard to send large payments online?” and decided to focus exclusively on digitizing business payments. They partnered with BMO to move money along their rails and now they're making business payments easier for all Canadians.Learn more about MazumaGo by visiting: www.mazumago.com.Matthew's Final 4:Podcast: The Knowledge Project.Book: Never Split the Difference.Best Advice: "Be humble."App: Superhuman.Restaurant: Nubo Kitchen + Bar.For more local news impacting business, visit:Website: www.businessexaminer.ca Hosted on Acast. See acast.com/privacy for more information.

Do those in the economic and community development space get involved in negotiations? Only like every day. Tune in to this episode as Dennis and Jason discuss strategies for improving your negotiations skills on everything from incentives and regulatory policy to land options and salary negotiations. Book: Never Split the Difference by Chris Voss This week's episode sponsored by Convergent Nonprofit Solutions.

1. Money is not everything but it is important. Money is nothing more than a tool. 2. 80-20 rule states 80% of results come from 20% of efforts but the opposite is also true. This applies to money as well. Sometimes we buy things to try and get the full 100% but in reality are money isn't going as far anymore and you begin to get to the stages of diminishing returns. 3. Cash flow is King. And it's greater than having an asset that produces nothing. If an asset begins to cost you more than it brings in. Then it's a liability and no longer an asset 4. A House is not always an asset. Count the cost. A lot of people buy more house than they can afford and end up being House poor. Just because the bank says you can afford a certain size loan does not mean you have to take that loan. Just make sure you are balancing your opportunity cost versus owning a home. 5. Learn how to negotiate and learn how to sell. Not because you will be selling things but because you can be on a stronger footing when people try to sell things to you. Book "Never Split the Difference" by Chris Voss https://amzn.to/30TwLVV 6. Always pay yourself first. In this I mean ensure you are saving money before you spurge all your income. Always remove money for savings before you start buying stuff. 7. Disciple = Freedom. I know it sounds like an oxymoronic statement but truly the moment you learn to discipline yourself in areas of your life that you want to enjoy more. The more you really get to enjoy your life. 8. It is okay to spend money. Just be aware when you do spend the money. Don't spend money without thinking about it. I spend money even though I'm more frugal than most people but there are things that I am willing to spend money on. 9. Bonus Giving is one of the most freeing things that you can do in your life. It gives you a sense of gratitude which allows you to actually look at life from a totally different point of view. When you spend less time worrying about holding on to your money, you actually are able to find more ways to make more money. Check out the Website: https://ramblingmindshow.com/ If you have questions email me at kelechi@ramblingmindshow.com Find me on all the socials below: www.instagram.com/ramblingmindshow/ youtube.com/leechimane twitter.com/kelechiwuaba Join Webul and 2 free Stocks: act.webull.com/kol-us/share.html Join Robinhood and Get a Free Stock: join.robinhood.com/kelechi15 Join M1 Finance and get $10: https://m1.finance/qdcaTAIl-bqC Cover Art: www.instagram.com/bydissirama/ --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/ramblingmind/message

Dylan talks about his tailwheel training and the guys discuss ways to stay current if you’re not flying much at work. Mailbag discussion on ATC ground control inconsistencies and furlough flute feedback. James Onieal rejoins us to address the difficult questions furloughed airline pilots will face during job interviews. We all discuss what pilots in business aviation should do if their employer presents a paycut. We call Ted for some straight talk on how to use bad news in the airline industry during a home renovation.Story Time: Max, Ted, a bachelor party, and a fire extinguisher. Show resources: Book: Never Split the Difference: Negotiating as if your life depended on it James Onieal’s LinkedIn Raven Career Development 21.Five Podcast’s LinkedIn 21.Five Merch Store Our sponsor, Harvey Watt, offers the only true Loss of Medical License Insurance available to individuals and small groups. Because Harvey Watt manages most airline's plans, they can assist you in identifying the right coverage to supplement your airline’s plan. Many buy coverage to supplement the loss of retirement benefits while grounded. Visit harveywatt.com to learn more!  Do you have feedback, suggestions, or a great aviation story to share? Email us info@21fivepodcast.com Check out our Instagram feed @21FivePodcast for more great content and to see our collection of aviation license plates.

The mic is turned around on Robby for this special episode of Maintainable. Robby is interviewed by guest host Kayla Reopelle, a Ruby on Rails Developer at Planet Argon. They discuss the need for more conversations about improving existing code in the community, learning to manage client expectations as a consultant, and when he learned he was a mender, not a maker.Helpful Links:Robby's Maintainable Rails email coursePlanet Argon's Rails Upgrade service[Book] Never Split the Difference by Chris VossOh My ZshFollow Robby on TwitterAbout Robby RussellConnect with Robby on LinkedInConnect with Kayla on LinkedInSubscribe to Maintainable on:Apple PodcastsOvercastSpotifyOr search "Maintainable" wherever you stream your podcasts.

Sales and procurement view each other as enemies—but don’t work to change that mindset. Both sides feel that the other doesn’t understand what they do and they have no empathy for each other. My guest today agrees that this needs to change. Sales and procurement need to start having real and genuine conversations.  In this episode of Negotiations Ninja, John Barrows joins me to start the conversation. Listen along as we chat about preparing for an impending market correction, the animosity between procurement and sales, and how to facilitate open dialogue between the two.  John has been in sales his entire career. He was VP of Sales & Marketing with Thrive Networks and Director of Sales & Training with Basho Technologies. Seven years ago, he launched JBarrows Sales Training. He’s passionate about providing customized training using proven sales techniques to help salespeople drive results.  Outline of This Episode [1:53] John Barrows jumps back on the podcast [2:43] John’s background and business [4:54] The interplay between procurement and sales [11:03] Two things sales teams should do to prep for a correction [18:23] It’s time to change the mode of communication [27:13] Understanding payment terms from a procurement viewpoint [30:47] The #1 thing John wishes procurement people knew about salespeople [32:25] John’s Book: I Want to Be in Sales When I Grow Up Resources & People Mentioned John’s Book: I Want to Be in Sales When I Grow Up! BOOK: Never Split the Difference by Chris Voss and Tahl Raz The SDR Chronicles Podcast Connect with John Barros Connect with John on LinkedIn Follow John on Instagram John’s Podcast: Make it Happen Mondays John’s website Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

This book outlines and reinforces the fact that business, negotiation and any human interaction is inherently very emotional. It’s centered around negotiation but this book has so many solid management and leadership principles. Mirroring, tactical empathy, starting with no and labeling are all phenomenal. https://sweatystartup.com/booklist/

Unlearn 'bad writing' you from academia and get back to conversational copywriting! Write like you are sitting across the table from someone and talk to them like yourself, like someone they can connect with emotionally. That's the core of what we dive into this episode with a pro copywriter with over 40 years experience, tons of incredible stories, and lots of tangible advice for entrepreneurs and marketers of all levels to improve their copywriting and get more clients. Nick Usborne is in the Copy That Pops house... Free Guide to conversational copywriting below too!   A Few Highlights from This Podcast:   - Nick grew up in England (now lives in Canada) - Went on a travel adventure at age 20 and stayed for about a year in a 7th century Byzantine chapel cave in Turkey for $50 - How Nick got a job writing copy for an ad agency without education or experience. - How do we write for mobile? - What can we learn from print ad copy, direct response marketing, and writing for the web tips? - Does the visual presentation of copy matter? (Yes! How to craft copy that works visually too) - Nick’s best advice for being more ‘conversational’ in your copy and why that’s so important. - How can we find what our audience is actually saying so that we can write better copy? - What is mirroring in writing? Can you give an example of how we can do it?       - Book: Never Split the Difference: Negotiating As If Your Life Depended On It Chris Voss        - Example about waiters...1 group praised guests for order, the other group mirrored back the order...2nd group got 70% higher tips   - FREE Guide to Conversational Copywriting, PLUS 3 Instructional Videos       - The FREE Guide shows you 5 simple ways to make your marketing copy more conversational, work harder and deliver better results.       - The 3 Videos explain why conversational copywriting works so well, and how to find and develop your conversational voice.       - Go here: https://conversationalcopywriting.com/pops   Nick's Books:      - Net Words: Creating High-Impact Online Copy       - Popcorn Content: The craft of writing short-form content for social media       - NEW PATH TO RICHES: How Your Neighbors are Making a Big Second Income by Writing and Publishing Their Own Money-Making Websites   Our Guest  Nick Usborne (pronounced “UZ-born”) is an expert in copywriting and web writing. He has written copy for some of the world’s biggest brands, including Citibank, Apple, Chrysler, MSN.com, New York Times, WebEx, the U.S. Navy, and others.   He attributes his success to “conversational copywriting,” and he’s here today to share his approach to help you write persuasive and effective copy for clients.   Learn More Here: https://conversationalcopywriting.com/nick-usborne-copywriter     Great Quotes   “I use words to design a page." - Nick Usborne "I write the first few sentences really, really short." - Nick Usborne "It's not just the writing thing, it's the visual signal you give with how you write your words." - Nick Usborne "Don't hit me with a 5-line paragraph." - Nick Usborne "Writing for the web is different." - Nick Usborne "These days, we shouldn't be writing at an audience, we should be trying to engage with an audience." - Nick Usborne "Use the mindset, the language, and the kind of respect you would bring into a conversation -- write like that." - Nick Usborne "The web is the ultimate direct response medium." - Nick Usborne "Conversational copywriting is the opposite of the 'tips and tricks' approach." - Nick Usborne "Kids -- all of us as children -- are ultimate copywriters. We know exactly how to do it. And we have that ability educated out of us." - Nick Usborne "Everything important in our life depends on conversation." - Nick Usborne "It's not my job to write clever headlines, it's my job to listen and then to mirror the language back to the reader." - Nick Usborne "If I'm not leaving money on the table, I'm burning trust." - Nick Usborne "If you can get this to me in 5 lines or less, I'd love to read this email." - Nick Usborne "The best way to improve your writing is to cut stuff." - Nick Usborne "All the big names on my resume, that all came from the book." - Nick Usborne "In terms of a credibility builder, [a book] is amazing." - Nick Usborne   Take Action Now! Amazon Bestselling Book Workshop + Resources [free] Bestselling Book Accelerator Speaker's Secret Gig List     Learn More About Laura & Copy That Pops Podcast full shownotes for this episode on Conversational Copywriting Main Copy That Pops website

Travis Chappell reviews the book Never Split the Difference by Chris Voss from the perspective of someone who has an extensive background in door to door sales. Find out why Travis views this book as one of the best sales books out there. Show Notes: How Chris Voss’s hostage negotiation background never allowed him to “split the difference.” Chris’s six points: Anchor their emotions Let the other guy go first Establish a range Pivot to non-monetary terms When you do talk numbers, use odd ones Surprise with a gift How Chris implements anchoring emotions and a story right from the book. Let the other side anchor monetary negotiations so you don’t undersell yourself. Prepare yourself to withstand the first offer so your reality does not get bent. The Anchor and Adjustment Effect. Whether you should you be the “shark” or the “rookie”. Key Points: Anchoring emotions is an effective way to bend reality. Let the other side anchor monetary negotiations to avoid being undersold. Learn whether you should be the “shark” or the “rookie” in a given situation. Tweetable Quotes: “Chris’s background in hostage negotiation taught him the importance of not splitting the difference.” -Travis “I highly, highly recommend Never Split the Difference, to learn effective negotiating skills.” -Travis Resources Mentioned: Visit Travis’ website at Buildyournetwork.co (http://www.buildyournetwork.co/) Join the Build Your Network Facebook group BYN.media/fb (http://www.buildyournetwork.co/fb/) Join the Build Your Network University Facebook group here byn.university (https://www.facebook.com/groups/bynuniversity) . Get your free mastermind course from Travis here: Freemmcourse.com/enroll (http://www.freemmcourse.com/join) Enroll in the presale of the Explode Your Network training: TravisChappell.com/Explode (https://travischappell.typeform.com/to/NIcb4y) Sign up for a VIP Day with Travis: TravisChappell.com/Coaching (http://travischappell.com/Coaching) (https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805) by Chris Voss For information regarding your data privacy, visit acast.com/privacy (https://www.acast.com/privacy)

1:30 I want to share this on a Wednesday because it matters2:20 Skip the weather and generic pleasantries: personalize2:40 Sample introduction request to Susan3:02 It’s okay that it’s one-sided sometimes3:15 Don't sound entitled 3:37 People love the power of saying “no"4:05 Book: Never Split the Difference by Chris Voss - negotiation (thanks for the rec, Mitch Joel)4:44 Give them an OUT. Include two things: A copy/paste blurb about you so they don’t have to write itAn easy out5:17: The easy out: “I would appreciate the intro if possible but if you can’t, no problem and thank you in advance.”5:34 Don’t seem beholden to the outcome and no one will feel trapped. Give everyone room to escape. Then they’ll feel better about not escaping.5:45 Realize that you called in a favor (whether you are the requester or the introducer)6:30 This is a withdrawal from a relationship bank account for the requester and for the introducer See acast.com/privacy for privacy and opt-out information.

Book Review of “Never Split the Difference – – Negotiating As If Your Life Depended On It”   by Chris Voss and Tahl Raz   Find it on the Books page (https://remarkableresults.biz/books/) . Barry Barrett covers the premise of the book that builds a foundation for negotiation on the basis of understanding the other party through empathy and active listening skills. During Barry’s career as a Service Manager and top salesperson, he honed his talents in communicating with people. Barry is tireless in his pursuit of excellence in the automotive industry and in all that he does. His passion for providing tools to train owners and their teams to the next level is unlimited. He is a Ziglar Legacy Certified Coach. Find Barry’s other episodes (https://remarkableresults.biz/?s=barry+barrett)   Key Talking Points: “Never split the difference” Chris Voss and Tahl Raz Saying “no” is the illusion of control, saying “yes” means you need to take action When you call someone and ask if it is a bad time, the initial reactive response is “no” when really you are taking action to speak further Active listening Behavior change stairway model Active listening- minimal encouragers, effective pauses, mirror questions, labeling (seems like, sounds like), paraphrasing, summarizing Empathy- calibrated tactical questions, understanding customer Build rapport Influence others to do what’s good for them and good for you Behavior change Body language- 55% of what someone conveys When selling over the phone, stand up and use gestures you would normally use. Project emotion The mouth does what the body tells it to do Self-control and emotional regulation- use happy, excited voice What type of personality are you? Analyst- methodical and diligent, speaks cold and distant, skeptical by nature Accommodator- build relationship, people pleaser Assertive – wants to be heard, tell rather than ask, once they are convinced you understand then they will listen Know why you are reading the book- what is the objective/goal? Read multiple times Underline what is important Read what you underline and write ideas on bottom Put own ideas on top, be a student Powerpoint presentation on notes Change Change something small only you would know Doesn’t have to be a huge problem Change how you feel, change your body stance Resources: Thanks to Barry Barrett for his contribution to the aftermarket’s premier podcast. Link to the ‘BOOKS‘ page highlighting all books discussed in the podcast library  (https://remarkableresults.biz/books/) . Leaders are readers. Leave me an honest review on iTunes (https://airtable.com/tblOgQmbnkHekpl0L/viwSbPkieMNhLOmtK/recQNomCKr1D5I9x4) . Your ratings and reviews really help and I read each one of them.   (http://eepurl.com/bhqME9) Be socially involved and in touch with the show: Speaking (https://remarkableresults.biz/speaking)   The auto care industry is revving up.  New technologies are changing cars and the way people use them. To stay in the driver’s seat of all these advancements, you need to take charge of your learning, your business, and your legacy. That’s where the 2020 NAPA EXPO comes in. With help from industry experts and the best suppliers and manufacturers, the 2020 NAPA EXPO will provide the innovations and answers you need to charge forward into the future. This is your chance to: network with experts in the industry, discover the latest innovations that will help you stay market competitive, and learn more about the new products, services, and equipment you’ll soon be using every day. Join us in Las Vegas, April 6-9, 2020!  Contact your NAPA AUTO PARTS store today to reserve your package for this can’t miss event. Enrollment is going on now. To learn more about NAPA AutoCare and the...

Topics: Their background, how they came together, and what life looks like for them at the moment Bob's characteristics Why vulnerability is important when connecting with others How Alex got into what she's currently doing How the movie “Super Size Me” came about On Alex transitioning from health coaching to success mentoring positive psychology How Bob got into what he's currently doing The project they're working on On empathy How psychological safety is created Addressing what people are worried and thinking about Their concerns about boundaries Empowering using the tool Their advice to people who want to take the next step be it in their relationship or entrepreneurial undertakings Links: https://www.amazon.com/Getting-Hell-Yes-conversation-business-ebook/dp/B07H3CDGKP (Book: Getting to Hell Yes by Alexandra Jamieson and Bob Gower) https://www.amazon.com/Women-Food-Desire-Cravings-Embrace/dp/1476765065 (Book: Women, Food, and Desire by Alexandra Jamieson) https://www.amazon.com/Agile-Business-Leaders-Harnessing-Complexity-ebook/dp/B00COREK30 (Book: Agile Business by Bob Gower) https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805/ (Book: Never Split the Difference by Chris Voss) https://gettingtohellyes.com (Getting To Hell Yes) For questions, comments and guest suggestions, contact the host, Andy Storch, at andystorch@gmail.com

Finding the right real estate agent can be as valuable as finding a good deal. However, many agents seldom know much about the investment space. Hiring the wrong agent can cause investors to miss out on valuable information to determine if a deal is good or bad. But how do you find an investor-friendly agent? John Warren is an investor and realtor for Second City Real Estate, a brokerage that works with investors to buy and sell investment real estate. On this episode, John shares about choosing the right agents and the red flags to regard before sealing the deal. He also shares about the market condition of Chicago and the Western suburbs, managing risks, and a secret to finding a good off-market deal.   Key Market Insights: Realtor for Second City Real Estate, focused on helping investors A value-add apartment investor Sees real estate as key to financial freedom and a massive portfolio Bought first investment, and transitioned to become a realtor to get investment insights Key Learnings from Becoming an Investor: When looking at a property, consider owning it, before making a decision; Identify when is the return of capital Niche as a Realtor: Investors, more likely to purchase 2-6 times a year, more active, and takes lesser time than home buyers Primarily invests in 5 units or more: 2-4 units vs. 5-unit deals & more Estimated 20%-25% of commercial properties make it to MLS (Multiple Listings Service), make sure to build relationships to know who has the good deals How to Identify Commercial Brokers: Go to local meetups; Go to LoopNet; Ask for people with active listings; Ask local investors Characteristic of a Right Agent: An investor or at least has considerable knowledge about the investment you’re doing; Understands basic investing terminologies Real Estate Agent Red Flag: Either too eager to sell properties that are too expensive or rushes you in properties that you are not comfortable with Chicago Market - a big market with numbers of submarkets Western suburbs – prices have gone up, margins have gone down Hot Western Suburb Markets: Berwyn, Cicero, Forest Park, Oak Park - right outside Chicago, gentrifying suburbs Qualities of Good Neighborhood - Upper-working class, Class B properties, emerging neighborhoods National chains (such as Starbucks & Panera Bread) are indicators of developing areas Managing Risk - Buying for cash flow. Rehab quickly. Lease the property. Repositioning Bull’s Eye Round   Winning Your Market: Act quickly.   Tracking Market Changes: Be an active investor.   Daily Habit: Getting up at 4:45 a.m. six times a week.   Resources: LoopNet MLS   Book: Never Split the Difference by Chris Voss & Tahl Raz   Digital Resource: Google Suite   Tweet This: “You could’ve have thrown a dart in the past and made a good deal”   “Spreadsheets can mislead you at sometimes.”   Place to Grab a Bite Tastee Corner Café     Connect with John Email: jwarrenbroker@gmail.com  

Panel: Aimee Knight AJ O’Neal Charles Max Wood Special Guest: Gil Tayar In this episode, the panel talks with Gil Tayar who is currently residing in Tel Aviv and is a software engineer. He is currently the Senior Architect at Applitools in Israel. The panel and the guest talk about the different types of tests and when/how one is to use a certain test in a particular situation. They also mention Node, React, Selenium, Puppeteer, and much more! Show Topics: 0:00 – Advertisement: KENDO UI 0:35 – Chuck: Our panel is AJ, Aimee, myself – and our special guest is Gil Tayar. Tell us why you are famous! 1:13 – Gil talks about where he resides and his background.  2:27 – Chuck: What is the landscape like now with testing and testing tools now? 2:39 – Guest: There is a huge renaissance with the JavaScript community. Testing has moved forward in the frontend and backend. Today we have lots of testing tools.  We can do frontend testing that wasn’t possible 5 years ago. The major change was React. The guest talks about Node, React, tools, and more! 4:17 – Aimee: I advocate for tests and testing. There is a grey area though...how do you treat that? If you have to get something into production, but it’s not THE thing to get into production, does that fall into product or...what? 5:02 – Guest: We decided to test everything in the beginning. We actually cam through and did that and since then I don’t think I can use the right code without testing. There are a lot of different situations, though, to consider. The guest gives hypothetical situations that people could face. 6:27 – Aimee. 6:32 – Guest: The horror to changing code without tests, I don’t know, I haven’t done that for a while. You write with fear in your heart. Your design is driven by fear, and not what you think is right. In the beginning don’t write those tests, but... 7:22 – Aimee: I totally agree and I could go on and on and on. 7:42 – Panel: I want to do tests when I know they will create value. I don’t want to do it b/c it’s a mundane thing. Secondly, I find that some times I am in a situation where I cannot write the test b/c I would have to know the business logic is correct. I am in this discovery mode of what is the business logic? I am not just building your app. I guess I just need advice in this area, I guess. 8:55 – Guest gives advice to panelist’s question. He mentions how there are two schools of thought. 10:20 – Guest: Don’t mock too much. 10:54 – Panel: Are unit tests the easiest? I just reach for unit testing b/c it helps me code faster. But 90% of my code is NOT that. 11:18 – Guest: Exactly! Most of our test is glue – gluing together a bunch of different stuff! Those are best tested as a medium-sized integration suite. 12:39 – Panel: That seems like a lot of work, though! I loathe the database stuff b/c they don’t map cleanly. I hate this database stuff. 13:06 – Guest: I agree, but don’t knock the database, but knock the level above the database. 13:49 – Guest: Yes, it takes time! Building the script and the testing tools, but when you have it then adding to it is zero time. Once you are in the air it’s smooth sailing. 14:17 – Panel: I guess I can see that. I like to do the dumb-way the first time. I am not clear on the transition. 14:47 – Guest: Write the code, and then write the tests. The guest gives a hypothetical situation on how/when to test in a certain situation. 16:25 – Panel: Can you talk about that more, please? 16:50 – Guest: Don’t have the same unit – do browser and business logic stuff separated. The real business logic stuff needs to be above that level. First principle is separation of concerns. 18:04 – Panel talks about dependency interjection and asks a question. 18:27 – Guest: What I am talking about very, very light inter-dependency interjection. 19:19 – Panel: You have a main function and you are doing requires in the main function. You are passing the pieces of that into the components that need it. 19:44 – Guest: I only do it when it’s necessary; it’s not a religion for me. I do it only for those layers that I know will need to be mocked; like database layers, etc. 20:09 – Panel. 20:19 – Guest: It’s taken me 80 years to figure out, but I have made plenty of mistakes a long the way. A test should run for 2-5 minutes max for package. 20:53 – Panel: What if you have a really messy legacy system? How do you recommend going into that? Do you write tests for things that you think needs to get tested? 21:39 – Guest answers the question and mentions Selenium! 24:27 – Panel: I like that approach. 24:35 – Chuck: When you say integration test what do you mean? 24:44 – Guest: Integration tests aren’t usually talked about. For most people it’s tests that test the database level against the database. For me, the integration tests are taking a set of classes as they are in the application and testing them together w/o the...so they can run in millisecond time. 26:54 – Advertisement – Sentry.io 27:52 – Chuck: How much do the tools matter? 28:01 – Guest: The revolutions matter. Whether you use Jasmine or Mocha or whatever I don’t think it matters. The tests matter not the tools. 28:39 – Aimee: Yes and no. I think some tools are outdated. 28:50 – Guest: I got a lot of flack about my blog where I talk about Cypress versus Selenium. I will never use Jasmine. In the end it’s the 29:29 – Aimee: I am curious would you be willing to expand on what the Selenium folks were saying about Puppeteer and others may not provide? 29:54 – Guest: Cypress was built for frontend developers. They don’t care about cross browser, and they tested in Chrome. Most browsers are typically the same. Selenium was built with the QA mindset – end to end tests that we need to do cross browser. The guest continues with this topic. 30:54 – Aimee mentions Cypress. 31:08 – Guest: My guessing is that their priority is not there. I kind of agree with them. 31:21 – Aimee: I think they are focusing on mobile more. 31:24 – Guest: I think cross browser testing is less of an issue now. There is one area that is important it’s the visual area! It’s important to test visually across these different browsers. 32:32 – Guest: Selenium is a Swiss knife – it can do everything. 33:32 – Chuck: I am thinking about different topics to talk about. I haven’t used Puppeteer. What’s that about? 33:49 – Guest: Puppeteer is much more like Selenium. The reason why it’s great is b/c Puppeteer will always be Google Chrome. 35:42 – Chuck: When should you be running your tests? I like to use some unit tests when I am doing my development but how do you break that down? 36:06 – Guest. 38:30 – Chuck: You run tests against production? 38:45 – Guest: Don’t run tests against production...let me clarify! 39:14 – Chuck. 39:21 – Guest: When I am talking about integration testing in the backend... 40:37 – Chuck asks a question. 40:47 – Guest: I am constantly running between frontend and backend. I didn’t know how to run tests for frontend. I had to invent a new thing and I “invented” the package JS DONG. It’s an implementation of Dong in Node. I found out that I wasn’t the only one and that there were others out there, too. 43:14 – Chuck: Nice! You talked in the prep docs that you urged a new frontend developer to not run the app in the browser for 2 months? 43:25 – Guest: Yeah, I found out that she was running the application...she said she knew how to write tests. I wanted her to see it my way and it probably was a radical train-of-thought, and that was this... 44:40 – Guest: Frontend is so visual. 45:12 – Chuck: What are you working on now? 45:16 – Guest: I am working with Applitools and I was impressed with what they were doing. The guest goes into further detail. 46:08 – Guest: Those screenshots are never the same. 48:36 – Panel: It’s...comparing the output to the static site to the... 48:50 – Guest: Yes, that static site – if you have 30 pages in your app – most of those are the same. We have this trick where we don’t upload it again and again. Uploading the whole static site is usually very quick. The second thing is we don’t wait for the results. We don’t wait for the whole rendering and we continue with the tests. 50:28 – Guest: I am working mostly (right now) in backend. 50:40 – Chuck: Anything else? Picks! 50:57 – Advertisement: Get A Coder Job! END – Advertisement: CacheFly! Links: JavaScript React Elixir Node.js Puppeteer Cypress SeleniumHQ Article – Ideas.Ted.Com Book: Never Split the Difference Applitools Guest’s Blog Article about Cypress vs. Selenium Gil’s Twitter Gil’s Medium Gil’s LinkedIn Sponsors: Kendo UI Sentry CacheFly Picks: Aimee How Showing Vulnerability Helps Build a Stronger Team AJ Never Split the Difference Project - TeleBit Charles Monster Hunter International Metabase Gil Cat Zero The Origin of Consciousness in the Breakdown of the Bicameral Mind

Panel: Aimee Knight AJ O’Neal Charles Max Wood Special Guest: Gil Tayar In this episode, the panel talks with Gil Tayar who is currently residing in Tel Aviv and is a software engineer. He is currently the Senior Architect at Applitools in Israel. The panel and the guest talk about the different types of tests and when/how one is to use a certain test in a particular situation. They also mention Node, React, Selenium, Puppeteer, and much more! Show Topics: 0:00 – Advertisement: KENDO UI 0:35 – Chuck: Our panel is AJ, Aimee, myself – and our special guest is Gil Tayar. Tell us why you are famous! 1:13 – Gil talks about where he resides and his background.  2:27 – Chuck: What is the landscape like now with testing and testing tools now? 2:39 – Guest: There is a huge renaissance with the JavaScript community. Testing has moved forward in the frontend and backend. Today we have lots of testing tools.  We can do frontend testing that wasn’t possible 5 years ago. The major change was React. The guest talks about Node, React, tools, and more! 4:17 – Aimee: I advocate for tests and testing. There is a grey area though...how do you treat that? If you have to get something into production, but it’s not THE thing to get into production, does that fall into product or...what? 5:02 – Guest: We decided to test everything in the beginning. We actually cam through and did that and since then I don’t think I can use the right code without testing. There are a lot of different situations, though, to consider. The guest gives hypothetical situations that people could face. 6:27 – Aimee. 6:32 – Guest: The horror to changing code without tests, I don’t know, I haven’t done that for a while. You write with fear in your heart. Your design is driven by fear, and not what you think is right. In the beginning don’t write those tests, but... 7:22 – Aimee: I totally agree and I could go on and on and on. 7:42 – Panel: I want to do tests when I know they will create value. I don’t want to do it b/c it’s a mundane thing. Secondly, I find that some times I am in a situation where I cannot write the test b/c I would have to know the business logic is correct. I am in this discovery mode of what is the business logic? I am not just building your app. I guess I just need advice in this area, I guess. 8:55 – Guest gives advice to panelist’s question. He mentions how there are two schools of thought. 10:20 – Guest: Don’t mock too much. 10:54 – Panel: Are unit tests the easiest? I just reach for unit testing b/c it helps me code faster. But 90% of my code is NOT that. 11:18 – Guest: Exactly! Most of our test is glue – gluing together a bunch of different stuff! Those are best tested as a medium-sized integration suite. 12:39 – Panel: That seems like a lot of work, though! I loathe the database stuff b/c they don’t map cleanly. I hate this database stuff. 13:06 – Guest: I agree, but don’t knock the database, but knock the level above the database. 13:49 – Guest: Yes, it takes time! Building the script and the testing tools, but when you have it then adding to it is zero time. Once you are in the air it’s smooth sailing. 14:17 – Panel: I guess I can see that. I like to do the dumb-way the first time. I am not clear on the transition. 14:47 – Guest: Write the code, and then write the tests. The guest gives a hypothetical situation on how/when to test in a certain situation. 16:25 – Panel: Can you talk about that more, please? 16:50 – Guest: Don’t have the same unit – do browser and business logic stuff separated. The real business logic stuff needs to be above that level. First principle is separation of concerns. 18:04 – Panel talks about dependency interjection and asks a question. 18:27 – Guest: What I am talking about very, very light inter-dependency interjection. 19:19 – Panel: You have a main function and you are doing requires in the main function. You are passing the pieces of that into the components that need it. 19:44 – Guest: I only do it when it’s necessary; it’s not a religion for me. I do it only for those layers that I know will need to be mocked; like database layers, etc. 20:09 – Panel. 20:19 – Guest: It’s taken me 80 years to figure out, but I have made plenty of mistakes a long the way. A test should run for 2-5 minutes max for package. 20:53 – Panel: What if you have a really messy legacy system? How do you recommend going into that? Do you write tests for things that you think needs to get tested? 21:39 – Guest answers the question and mentions Selenium! 24:27 – Panel: I like that approach. 24:35 – Chuck: When you say integration test what do you mean? 24:44 – Guest: Integration tests aren’t usually talked about. For most people it’s tests that test the database level against the database. For me, the integration tests are taking a set of classes as they are in the application and testing them together w/o the...so they can run in millisecond time. 26:54 – Advertisement – Sentry.io 27:52 – Chuck: How much do the tools matter? 28:01 – Guest: The revolutions matter. Whether you use Jasmine or Mocha or whatever I don’t think it matters. The tests matter not the tools. 28:39 – Aimee: Yes and no. I think some tools are outdated. 28:50 – Guest: I got a lot of flack about my blog where I talk about Cypress versus Selenium. I will never use Jasmine. In the end it’s the 29:29 – Aimee: I am curious would you be willing to expand on what the Selenium folks were saying about Puppeteer and others may not provide? 29:54 – Guest: Cypress was built for frontend developers. They don’t care about cross browser, and they tested in Chrome. Most browsers are typically the same. Selenium was built with the QA mindset – end to end tests that we need to do cross browser. The guest continues with this topic. 30:54 – Aimee mentions Cypress. 31:08 – Guest: My guessing is that their priority is not there. I kind of agree with them. 31:21 – Aimee: I think they are focusing on mobile more. 31:24 – Guest: I think cross browser testing is less of an issue now. There is one area that is important it’s the visual area! It’s important to test visually across these different browsers. 32:32 – Guest: Selenium is a Swiss knife – it can do everything. 33:32 – Chuck: I am thinking about different topics to talk about. I haven’t used Puppeteer. What’s that about? 33:49 – Guest: Puppeteer is much more like Selenium. The reason why it’s great is b/c Puppeteer will always be Google Chrome. 35:42 – Chuck: When should you be running your tests? I like to use some unit tests when I am doing my development but how do you break that down? 36:06 – Guest. 38:30 – Chuck: You run tests against production? 38:45 – Guest: Don’t run tests against production...let me clarify! 39:14 – Chuck. 39:21 – Guest: When I am talking about integration testing in the backend... 40:37 – Chuck asks a question. 40:47 – Guest: I am constantly running between frontend and backend. I didn’t know how to run tests for frontend. I had to invent a new thing and I “invented” the package JS DONG. It’s an implementation of Dong in Node. I found out that I wasn’t the only one and that there were others out there, too. 43:14 – Chuck: Nice! You talked in the prep docs that you urged a new frontend developer to not run the app in the browser for 2 months? 43:25 – Guest: Yeah, I found out that she was running the application...she said she knew how to write tests. I wanted her to see it my way and it probably was a radical train-of-thought, and that was this... 44:40 – Guest: Frontend is so visual. 45:12 – Chuck: What are you working on now? 45:16 – Guest: I am working with Applitools and I was impressed with what they were doing. The guest goes into further detail. 46:08 – Guest: Those screenshots are never the same. 48:36 – Panel: It’s...comparing the output to the static site to the... 48:50 – Guest: Yes, that static site – if you have 30 pages in your app – most of those are the same. We have this trick where we don’t upload it again and again. Uploading the whole static site is usually very quick. The second thing is we don’t wait for the results. We don’t wait for the whole rendering and we continue with the tests. 50:28 – Guest: I am working mostly (right now) in backend. 50:40 – Chuck: Anything else? Picks! 50:57 – Advertisement: Get A Coder Job! END – Advertisement: CacheFly! Links: JavaScript React Elixir Node.js Puppeteer Cypress SeleniumHQ Article – Ideas.Ted.Com Book: Never Split the Difference Applitools Guest’s Blog Article about Cypress vs. Selenium Gil’s Twitter Gil’s Medium Gil’s LinkedIn Sponsors: Kendo UI Sentry CacheFly Picks: Aimee How Showing Vulnerability Helps Build a Stronger Team AJ Never Split the Difference Project - TeleBit Charles Monster Hunter International Metabase Gil Cat Zero The Origin of Consciousness in the Breakdown of the Bicameral Mind

Panel: Aimee Knight AJ O’Neal Charles Max Wood Special Guest: Gil Tayar In this episode, the panel talks with Gil Tayar who is currently residing in Tel Aviv and is a software engineer. He is currently the Senior Architect at Applitools in Israel. The panel and the guest talk about the different types of tests and when/how one is to use a certain test in a particular situation. They also mention Node, React, Selenium, Puppeteer, and much more! Show Topics: 0:00 – Advertisement: KENDO UI 0:35 – Chuck: Our panel is AJ, Aimee, myself – and our special guest is Gil Tayar. Tell us why you are famous! 1:13 – Gil talks about where he resides and his background.  2:27 – Chuck: What is the landscape like now with testing and testing tools now? 2:39 – Guest: There is a huge renaissance with the JavaScript community. Testing has moved forward in the frontend and backend. Today we have lots of testing tools.  We can do frontend testing that wasn’t possible 5 years ago. The major change was React. The guest talks about Node, React, tools, and more! 4:17 – Aimee: I advocate for tests and testing. There is a grey area though...how do you treat that? If you have to get something into production, but it’s not THE thing to get into production, does that fall into product or...what? 5:02 – Guest: We decided to test everything in the beginning. We actually cam through and did that and since then I don’t think I can use the right code without testing. There are a lot of different situations, though, to consider. The guest gives hypothetical situations that people could face. 6:27 – Aimee. 6:32 – Guest: The horror to changing code without tests, I don’t know, I haven’t done that for a while. You write with fear in your heart. Your design is driven by fear, and not what you think is right. In the beginning don’t write those tests, but... 7:22 – Aimee: I totally agree and I could go on and on and on. 7:42 – Panel: I want to do tests when I know they will create value. I don’t want to do it b/c it’s a mundane thing. Secondly, I find that some times I am in a situation where I cannot write the test b/c I would have to know the business logic is correct. I am in this discovery mode of what is the business logic? I am not just building your app. I guess I just need advice in this area, I guess. 8:55 – Guest gives advice to panelist’s question. He mentions how there are two schools of thought. 10:20 – Guest: Don’t mock too much. 10:54 – Panel: Are unit tests the easiest? I just reach for unit testing b/c it helps me code faster. But 90% of my code is NOT that. 11:18 – Guest: Exactly! Most of our test is glue – gluing together a bunch of different stuff! Those are best tested as a medium-sized integration suite. 12:39 – Panel: That seems like a lot of work, though! I loathe the database stuff b/c they don’t map cleanly. I hate this database stuff. 13:06 – Guest: I agree, but don’t knock the database, but knock the level above the database. 13:49 – Guest: Yes, it takes time! Building the script and the testing tools, but when you have it then adding to it is zero time. Once you are in the air it’s smooth sailing. 14:17 – Panel: I guess I can see that. I like to do the dumb-way the first time. I am not clear on the transition. 14:47 – Guest: Write the code, and then write the tests. The guest gives a hypothetical situation on how/when to test in a certain situation. 16:25 – Panel: Can you talk about that more, please? 16:50 – Guest: Don’t have the same unit – do browser and business logic stuff separated. The real business logic stuff needs to be above that level. First principle is separation of concerns. 18:04 – Panel talks about dependency interjection and asks a question. 18:27 – Guest: What I am talking about very, very light inter-dependency interjection. 19:19 – Panel: You have a main function and you are doing requires in the main function. You are passing the pieces of that into the components that need it. 19:44 – Guest: I only do it when it’s necessary; it’s not a religion for me. I do it only for those layers that I know will need to be mocked; like database layers, etc. 20:09 – Panel. 20:19 – Guest: It’s taken me 80 years to figure out, but I have made plenty of mistakes a long the way. A test should run for 2-5 minutes max for package. 20:53 – Panel: What if you have a really messy legacy system? How do you recommend going into that? Do you write tests for things that you think needs to get tested? 21:39 – Guest answers the question and mentions Selenium! 24:27 – Panel: I like that approach. 24:35 – Chuck: When you say integration test what do you mean? 24:44 – Guest: Integration tests aren’t usually talked about. For most people it’s tests that test the database level against the database. For me, the integration tests are taking a set of classes as they are in the application and testing them together w/o the...so they can run in millisecond time. 26:54 – Advertisement – Sentry.io 27:52 – Chuck: How much do the tools matter? 28:01 – Guest: The revolutions matter. Whether you use Jasmine or Mocha or whatever I don’t think it matters. The tests matter not the tools. 28:39 – Aimee: Yes and no. I think some tools are outdated. 28:50 – Guest: I got a lot of flack about my blog where I talk about Cypress versus Selenium. I will never use Jasmine. In the end it’s the 29:29 – Aimee: I am curious would you be willing to expand on what the Selenium folks were saying about Puppeteer and others may not provide? 29:54 – Guest: Cypress was built for frontend developers. They don’t care about cross browser, and they tested in Chrome. Most browsers are typically the same. Selenium was built with the QA mindset – end to end tests that we need to do cross browser. The guest continues with this topic. 30:54 – Aimee mentions Cypress. 31:08 – Guest: My guessing is that their priority is not there. I kind of agree with them. 31:21 – Aimee: I think they are focusing on mobile more. 31:24 – Guest: I think cross browser testing is less of an issue now. There is one area that is important it’s the visual area! It’s important to test visually across these different browsers. 32:32 – Guest: Selenium is a Swiss knife – it can do everything. 33:32 – Chuck: I am thinking about different topics to talk about. I haven’t used Puppeteer. What’s that about? 33:49 – Guest: Puppeteer is much more like Selenium. The reason why it’s great is b/c Puppeteer will always be Google Chrome. 35:42 – Chuck: When should you be running your tests? I like to use some unit tests when I am doing my development but how do you break that down? 36:06 – Guest. 38:30 – Chuck: You run tests against production? 38:45 – Guest: Don’t run tests against production...let me clarify! 39:14 – Chuck. 39:21 – Guest: When I am talking about integration testing in the backend... 40:37 – Chuck asks a question. 40:47 – Guest: I am constantly running between frontend and backend. I didn’t know how to run tests for frontend. I had to invent a new thing and I “invented” the package JS DONG. It’s an implementation of Dong in Node. I found out that I wasn’t the only one and that there were others out there, too. 43:14 – Chuck: Nice! You talked in the prep docs that you urged a new frontend developer to not run the app in the browser for 2 months? 43:25 – Guest: Yeah, I found out that she was running the application...she said she knew how to write tests. I wanted her to see it my way and it probably was a radical train-of-thought, and that was this... 44:40 – Guest: Frontend is so visual. 45:12 – Chuck: What are you working on now? 45:16 – Guest: I am working with Applitools and I was impressed with what they were doing. The guest goes into further detail. 46:08 – Guest: Those screenshots are never the same. 48:36 – Panel: It’s...comparing the output to the static site to the... 48:50 – Guest: Yes, that static site – if you have 30 pages in your app – most of those are the same. We have this trick where we don’t upload it again and again. Uploading the whole static site is usually very quick. The second thing is we don’t wait for the results. We don’t wait for the whole rendering and we continue with the tests. 50:28 – Guest: I am working mostly (right now) in backend. 50:40 – Chuck: Anything else? Picks! 50:57 – Advertisement: Get A Coder Job! END – Advertisement: CacheFly! Links: JavaScript React Elixir Node.js Puppeteer Cypress SeleniumHQ Article – Ideas.Ted.Com Book: Never Split the Difference Applitools Guest’s Blog Article about Cypress vs. Selenium Gil’s Twitter Gil’s Medium Gil’s LinkedIn Sponsors: Kendo UI Sentry CacheFly Picks: Aimee How Showing Vulnerability Helps Build a Stronger Team AJ Never Split the Difference Project - TeleBit Charles Monster Hunter International Metabase Gil Cat Zero The Origin of Consciousness in the Breakdown of the Bicameral Mind

(2 of 2) Former FBI Lead International Investigator & Negotiator Chris Voss’ son Brandon Voss shares how you can use these high-stakes, field-tested techniques in your business & in your daily life If you want to become better at negotiation; improve your active listening skills & better at strategic communications this episode is exactly what you’ve waiting for. It’s packed with actionable insights you can start using today to be more persuasive and grab hold of more of what you want in life

You’re in for a big treat today (part 1 of 2) because Brandon Voss knocks it out of the park, giving you the best negotiating strategies from: “Never Split The Difference” & from the Black Swan Group.   What makes today’s show different is that Brandon’s going to cover some of these methods at an even  greater level of detail than they’re covered in the book, so you can put them into action faster and easier & start reaping immediate benefits in your business today … which is awesome!

Brandon Voss is the son of Chris Voss, author of the terrific book, "Never Split the Difference: Negotiating As If Your Life Depended On It." In negotiation, there are three types of "yes": 1) Counterfeit (designed to make you go away)2) Confirmation (innocent, reflexive, black & white)3) Commitment (the real deal, leads to action) Is your email getting ignored? Put this in the subject line: "Have you given up on this project?" Other talking points include: - Never underestimate the other side's desire to correct you - The question that stops an aggressive negotiator in his tracks is "How am I supposed to do that?" - The importance of tactical empathy And know this: women are better negotiators than men. It turns out that most females truly understand empathy and that there's power in deference. Subscribe to Michael's YouTube channel (click the silver bell) to be notified of new videos.  https://www.youtube.com/michaelangelocaruso 

Chris Voss shares how FBI hostage negotiation approaches enable more effective, persuasive communication, in any field.You'll Learn:1) The FBI 8 negotiation skills you can use at work2) Why yes is the last thing you want to hear3) The two words that immediately transform a negotiationAbout ChrisChris Voss is CEO of the Black Swan Group and author of the national best-seller “Never Split The Difference: Negotiating As If Your Life Depended On It,” which was named one of the seven best books on negotiation. A 24-year veteran of the FBI, Chris retired as the lead international kidnapping negotiator. Drawing on his experience in high-stakes negotiations, his company specializes in solving business communication problems using hostage negotiation solutions. Their negotiation methodology focuses on discovering the “Black Swans,” small pieces of information that have a huge effect on an outcome. Chris and his team have helped companies secure and close better deals, save money, and solve internal communication problems.Items Mentioned in this Show:Chris's company: Black Swan GroupChris's Book: Never Split the DifferenceBook: The Obstacle is The Way by Ryan HolidayBook: The Culture Code by Daniel CoyleBook: Start with No by Jim CampResearch: Marshmallow ChallengeNewsletter: The EdgePrior episode: 016: Going for No with Andrea WaltzView transcript, show notes, and links at http://AwesomeAtYourJob.com/ep311.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.