When you hear the term “social hacking” you might think of a covert, manipulative way of prying into someone’s life. That’s not at all what we’re talking about when we apply the term to negotiation. Social hacking is an approach to information gathering that comes from the discipline known as “Social Engineering.” That's a field that my guest, Chris Hadnagy has become known for. Chris is the CEO, Founder, and Chief Human Hacker of Social-Engineering, LLC, and author of the phenomenal book, “Social Engineering: The Art of Human Hacking.” In this conversation, you’re going to learn what social engineering really is, why it doesn’t have to be a negative thing, and how to use its techniques to gather information and gain a competitive advantage that leads to success in your negotiation and procurement responsibilities. Outline of This Episode [0:36] Why you’ll enjoy this insightful and provoking conversation with Chris [1:30] How Chris moved into this realm and what he means by the term “Social Engineering” [3:53] Could you walk into a cafe and gain information by what you see? [8:27] Three things to master in order to become a master of conversation [13:49] What is preloading and how does it work? [17:07] How to verify information through deliberate false statements [21:00] Maintain the relationships you’ve allowed to wane through instant rapport Resources & People Mentioned BOOK: Social Engineering SPONSOR: ProcureCon West: Use the code “PIW19NN” Connect with Chris Hadnagy Follow Chris on LinkedIn Follow Chris on Twitter: @HumanHacker Chris’ company Social-Engineer Social-Engineer on LinkedIn Social-Engineer on Twitter: @SocEngineerInc 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