Joe Navarro

Absolutely. What's interesting about humans in the years that I've studied them is that humans don't seek perfection. The baby doesn't care if it's sucking its own thumb or the twin sister's thumb. They're interchangeable. Humans don't seek perfection. What we seek is psychological comfort. And whoever provides that is the soonest winner. It is as simple as that. If you can, you're too young.

Absolutely. What's interesting about humans in the years that I've studied them is that humans don't seek perfection. The baby doesn't care if it's sucking its own thumb or the twin sister's thumb. They're interchangeable. Humans don't seek perfection. What we seek is psychological comfort. And whoever provides that is the soonest winner. It is as simple as that. If you can, you're too young.

But I remember when computers came out, And they were in ugly boxes, and they were in ugly stores, and they were behind the counter, and they were ugly. Steve Jobs comes around and says, no, we're going to put them on these lab tables like we have, and we're going to make them accessible. So this mysterious device that is such an ugly word that you forget that people hated computers so much.

But I remember when computers came out, And they were in ugly boxes, and they were in ugly stores, and they were behind the counter, and they were ugly. Steve Jobs comes around and says, no, we're going to put them on these lab tables like we have, and we're going to make them accessible. So this mysterious device that is such an ugly word that you forget that people hated computers so much.

They used to come in at night and cut the cords. That's how scared people were of computing. And he went from 4% shares of the computer market to whatever it is now, 67 or whatever the number is. Why? Psychological comfort. And I tell this to businessmen. When you're negotiating, what you're negotiating for is can you create enough psychological comfort that the other person can live with that.

They used to come in at night and cut the cords. That's how scared people were of computing. And he went from 4% shares of the computer market to whatever it is now, 67 or whatever the number is. Why? Psychological comfort. And I tell this to businessmen. When you're negotiating, what you're negotiating for is can you create enough psychological comfort that the other person can live with that.

So that I can feel, okay, maybe I didn't get everything I wanted, but for this period in time, I can live with that psychological comfort. I can go back to the board and report that this was the best that I can do and so forth. Aim for psychological comfort.

So that I can feel, okay, maybe I didn't get everything I wanted, but for this period in time, I can live with that psychological comfort. I can go back to the board and report that this was the best that I can do and so forth. Aim for psychological comfort.

You started it today. You welcomed me in and then you said, what would you like to drink? Would you like some water? Would you like some tea? Would you like some coffee? That begins the process of psychological comfort. We're in a quiet environment. Less noise, more psychological comfort. Less lighting. It doesn't hurt the eyes.

You started it today. You welcomed me in and then you said, what would you like to drink? Would you like some water? Would you like some tea? Would you like some coffee? That begins the process of psychological comfort. We're in a quiet environment. Less noise, more psychological comfort. Less lighting. It doesn't hurt the eyes.

Anything that starts at a biological, physical, physiological, and then cognitive level. So psychological comfort. We're negotiating. So you want to offer $3,000. I think I'm worth $6,000. So how do we achieve that? Well, I'm going to let you tell me your side of why you can only provide 3,000, and I'm going to provide you my side, okay?

Anything that starts at a biological, physical, physiological, and then cognitive level. So psychological comfort. We're negotiating. So you want to offer $3,000. I think I'm worth $6,000. So how do we achieve that? Well, I'm going to let you tell me your side of why you can only provide 3,000, and I'm going to provide you my side, okay?

The fact that we actually get to tell our story begins the process of psychological comfort. Now, in the end, I may have to abide by that because there's only so much money. And if it's not in the budget, it's not in the budget. But there may be some things that you can add to say, look, this is all we have at this time. But we're going to reevaluate this in three months.

The fact that we actually get to tell our story begins the process of psychological comfort. Now, in the end, I may have to abide by that because there's only so much money. And if it's not in the budget, it's not in the budget. But there may be some things that you can add to say, look, this is all we have at this time. But we're going to reevaluate this in three months.

And if we can then, depending on earnings, get you another $500 a month, we will do it then. We do it incrementally, but always thinking about what provides psychological comfort. Being harsh, being indignant, not being attentive to needs, wants, desires, and even preferences creates psychological discomfort.

And if we can then, depending on earnings, get you another $500 a month, we will do it then. We do it incrementally, but always thinking about what provides psychological comfort. Being harsh, being indignant, not being attentive to needs, wants, desires, and even preferences creates psychological discomfort.

As high as 22% of CEOs have narcissistic traits. Yes.

As high as 22% of CEOs have narcissistic traits. Yes.

Even though they account for 2% of the population, we will work with or for somebody like that. So what we have to keep in mind, well, what do we mean by narcissist? We're not talking about the person that looks in the mirror and likes to splash on cologne and comb their hair. This is a person that overvalues themselves but has to devalue others.

Even though they account for 2% of the population, we will work with or for somebody like that. So what we have to keep in mind, well, what do we mean by narcissist? We're not talking about the person that looks in the mirror and likes to splash on cologne and comb their hair. This is a person that overvalues themselves but has to devalue others.