Ryan Hanley

And leadership is like, yeah, maybe, but you're also pissing everyone off while you're doing it.

And, you know, we can't have that.

It took almost until my mid thirties to kind of figure out like,

this isn't the version of you that's going to be able to be successful long-term.

Like you have to kind of start to change this.

And, and, you know, like I said, now I feel like I'm working towards the path.

I'm not there yet, but, but yeah, very similar to what, you know, negative experience with getting, you know, pushed around and made fun of to creating a version of myself that I didn't really like.

I didn't like that version of me.

I just didn't,

I just knew that version of me, that kid can't run around me in a circle and tell me I'm fat and I'm poor.

And like, it's wild to think that as adults, these things that happen to us when we're 10 can carry with us that long.

And I think a lot of people think about negotiation like – I know Chris Voss is someone who wrote a blurb for the book who I have tremendous – I actually met him for the first time this year.

He's amazing.

Yeah, really amazing guy.

And – but they think about it like –

You know, some badass, you know, kind of cowboyish dude negotiation, you know, negotiating like some the life of somebody who's like been captured by, you know, criminals in some other country or whatever.

Like they think about it like it's very combative, very like bang against each other thing.

And what I hear you saying is that literally almost every interaction is that we have with anybody like from, you know.

driving your car down the street and letting somebody out in front of you versus, you know, like you're kind of every of these things are negotiations.

And I guess maybe how do we remove the, I don't know if this is the right word, but like the gravity that we put on this word negotiation, it feels like a very big, like I'm sitting down at a table and we're face-to-face, eyeball-to-eyeball negotiating versus just,