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BBC Radio – Discovery

“At the end of a dinner party, Winston Churchill spots a fellow guest surreptitiously pocketing an expensive silver salt-cellar. To avoid an undignified contretemps, Churchill has to think quickly. He picks up a silver pepperpot and places it in his own coat pocket. Then, approaching the gentleman in question, takes the pepperpot out of his pocket and sets it down in front of him. “I think they’ve seen us,” he says. “We had better put them back.” Dumbfounded, the would-be thief returns the stolen salt-cellar to its rightful place.

That’s a small example of the creative, split-second negotiating skill that characterises extreme persuasion. On the larger stage of international conflict, industrial relations, business deals and even fraud, it’s a technique that can transform the world. Some show great talent for it. These are the extreme persuaders.

In this programme, we look at the evolutionary and psychological roots of extreme persuasion.”

You can (still) listen to the programme here

Andy’s contributions are at 15.57 min and at 21.18 min.