El Podcast de Marco Antonio Regil - 434.- Cómo influir en las personas y ganar cualquier negociación | Juan Manuel García, “Pincho”

Episode Date: June 8, 2026

Negociación, persuasión, lenguaje corporal e inteligencia emocional para conversaciones difíciles. Una discusión con tu pareja, tu jefe, un cliente o tu familia puede cambiar cuando aprendes a escuchar, leer señales y controlar el ego antes de reaccionar. Juan Manuel García “Pincho”, experto en negociación y comportamiento humano, exmiembro de la UCO de la Guardia Civil y formado por el FBI, nos enseña cómo negociar desde la calma, con estrategia y claridad. Un episodio maravilloso para dejar de pelear por tener la razón y aprender a ganar sin romper o dañar  tus relaciones. Negociar con otros empieza por aprender a negociar contigo: con tus miedos, tu duda, tu ego y esa voz que te frena. En mi masterclass gratuita “Rompe las barreras y diseña la vida que deseas”, te doy herramientas para recuperar claridad, confianza y dejar de sabotearte.👇🏻https://marcoantonioregil.com/vida-podcast/ *Importante: Nuestros invitados son expertos en sus temas y reflejan su conocimiento y su punto de vista, siendo conscientes de que cada una de las opiniones es totalmente personal. La información, datos, comentarios, estadísticas que se presenten en el Podcast de Marco Antonio Regil, son de exclusiva responsabilidad de quienes las emiten y no representan, necesariamente, el pensamiento de Marco Antonio Regil o de la producción del podcast.

The podcast of Mark Antonio Regil is a production of RGEL Entertainment and all his their rights are reserved. The promise of today is that we're going to learn to learn

a person and to get a question. Bearing the family, with a client, with the chief, with the pariah. How to learn to the people

and gain the negotiations? Our invite is an imminence. He, for the first, he was a member during 18 years

of the UCO. also was formed directly by the FBI in the States Units. Has been accredited by psychologists, has been in his hands the negotiation of the life of Ceres Human. And has gone to, obviously. If not, no, we

don't know we'll have here. Juan Manuel Garcia Pinchot, that's with us on the podcast. Much thanks. Of America for the world. Well, we're going to. What you ensued? What you learned in the FBI? What you would have used to? That would be

Well, something that never ever before I'm ever I'm in I'm in

I'm in think I'm going to share strategies, techniques, tricks, and the first what I'm

said it's what more important for any kind of and I just about the schemas.

But absolutely because then I'm thought that they're right. No, there's

more effective in any kind of for to find a couple of in a letter, in

a site, that's to hear that's what? What? What? What?

only only have to listen but the other person has to perceive that effectively you're going to you're going to

it's like it's like you're how you're how you're physically that the other what what you mean for your

is that I've heard a and also I've seened and then I'm sure you and you continue to know it

that's a sure that's the worst you can't do a question of a question and that other

person to do you know that you're doing that you absolutely that's that's

that's that's that's what you can what could occur because because of what can't

also we're to get whatever any kind of you need

you know and the confidence that's the It's not if there's not there's a

because if you you know you're in not you're in what you're not going to what you're that's

where we're in the debates political. Where they're they're not even they're not they're

they're not I'm sure. I'm sure. I'm doing the question. The question is very important but still

more important is and they're what they're a strategy of we're doing this we're doing this but that's we're doing

the class political is very disperstretched absolutely yes, So, I mean to

a political of the party that's a thing. Sure, because they're not not really enough so we're not

not really because we're doing a person genuine. Genuine. Exactly. Obviously, we're not

we're doing in all the places of the world, if there are people who there's people, there's a

people who are people, but chasso gordo, the majority generate disconfianca much, so so.

So, so, more than to say, we're just to say, we're sometimes

to hear, like I'm like, we need to we need to we certain silencers. You have to generate a certain connection

between the two persons. We're saying, we're going to listen with the body, not only only with the earis, but that perception of the has heard of recad to be regatta with much things more, apart of what is to send, or to say the last words. It's much more profound than that. What other things? For example, a paradeo emotional. A paradeo

and a soft, when, in the moment of the adequate, indicates that what you've said, for me, has to say, for me, has a lot important for you, and I respond with a sentiment and a paradeo, leanty and suave, you perceives that for me, it's important, and that's generates an connection extra.

Very interesting. What more? When it gets a moment, in the way, for you to assure you that's understood you've been to and say, excuse me,

to be, let's see you've been. What you want to say is, this, this, and you're you can't. And in that

other person, you say, yes, effectively. So, you'll, you'll never to generate a

a silence, and the other person needs to continue, and, and, also, with a connection more profound because he

has heard of that you've heard of the has heard of the time you're so you're doing this. So, is verificing the

information. That's, that's, that's a marvellousous because when when you start to play with the

party, what the is the part of the part of the other than the sequestrador. Yeah,

you know. Literally. There's a component that, even when the negotiations that we're doing professionals,

when I'm about professionals, I've talked to the police and a second it's a business with a lot of

there's a no thing. You can't call any particular something. You can't do you want to do you're doing

what you're but you're nothing personal. In the family, so there's a button rojo. And when you talk to the

other people the profiles social social and not you don't take decisions correct. So if you

take a person, ah, sure, then what you do you want to say is that

blah, blah, blah, blah. But, but, even we can get to to get to say

things that we we don't know. And with a moment determined, we're saying, but why I've said this? If it's a very, well, it has a question. Our own little bit of a half of the same thing, in a state normal. But what is what occurs? That when we

we're going to discusses with someone, we're putting in a mode of menace. And the Cerebrough is the lion, or is a email that has taken of quixio, or is a discussion with our partner? The amazza is exactly the same. When there's an thing, what does our brain is reparting the the same

sobriety to the extremities to looker or to be in the little and a little bit of that rieg the part,

let's make the thing we're the neocortex, etc. a little a little little bit of that's the

minimum for that the part rational not is working. It's a part more primitiva the reactiona.

So, at the other of reactionar we're we're not we're we

we're so many so it's so reactions and the emotion sub and the intelligence

not only emotionally, it's biologically. I'm less blood in the tank. I'm more. I'm more.

It's also, there's there's that there's that there's a one that's about it's a because the

cedaras not there. And it's a little this. The cedar is a problem that

has a problem that has the part rational that is cronical. The zebra is that when I'm

got to be a little bit of a leon. But when the leon has been that's do not

more. But the human that has a human, he's a little bit more and if he's

a good, and if he's and then we know that's a lot of the end of the thing you're that's

that's a little bit of the last human, the penultime that's the last one I'm so you.

So, then the stress is super chronic. Deh, he has to come to get to

get to don't know, because it's to be the part logic of the brain the Cerebrose, for

those ulceras have those humans and not the vertebrates. Super interesting. That's, oh yeah,

a bit, you have you've had literally to negotiate with delinquents, you've had to negotiate with

people who's about to suicide, or that's menace you're that they're in the films,

as like the house of paper, that's, and he was, and you're, you're going to

you, you, you're going to get to get to your confidence. The principal. When

when we get to a place, no there's a no way there's a there's a

lot of the first of the first of the first we're to do you know, we're doing that the time

initially. The first they're to perceive is we're doing to get to help you to get to

when you need more gasoline because probably that person me de it's a person, I'd

be a person who will be that's that's in a car well, it's going to be car well

I what I have to try is to generate silencers, generate simply the presence for that your mental going to be

back down. The neurociencia day of today to us agree with no more than 90 seconds.

The rest is that we do you know, I can't make a good to eat a state

emotional that you can't cost to a life to get a of a person,

I'm I've and a other person has been a personal and has

subpo the logic, that is when we start questions. But

But you're always, and this is fundamental, this is very important. Preguntas, that generate control in the other person, that have the perception of control, and, especially, that not be able to say, but, but why is this? But, no, is that very beautiful? Because he can say, it's a lot of the time. Because I don't know what he has occurred to this person

to stand in that situation. So, you have to do this. No. Even valid, the, the, that's there are rare, no? How you're going to validate a person that's going to get the life? Well, at the maybe we've happened.

And at the most we're going to we're going to we're not the same circumstances we're going to we're not going to say,

I know what you've been to be very important for that you're there. And that's the problem we when we're

in a discussion. Always. That's we start to get to get a gasoline to someone and people

you say something you're doing you're doing a rinkor or something that's and we're we're doing

gasoline the fire, thinking that we're going to do you know, the way we do it's a

way we're doing, we're doing a way to do defensive, for part of the other person, but of attack our own.

So, we know we not we're to know how the person, we're going to say, what I'm going to

get to do you. It's a question to understand. And that's the great problem. So, for that's we're going to

get a nocese when we're when we're going to get no negotiations. Never. In the work

with a client with a companyer, with a partner, with a partner less, etc. There's what we

should be we're going to do you know, I've seen a video of a psychologist, I'm very much,

difficult, but brilliant, that they asked a and you, you're doing, you're in a middle of

a discussion more great. And I say, I think, I think we we're going to say is, I'm sufficiently

enfahed as far as not to make not to make that way. That the theory is very beautiful.

Now, in plen a o'g, well, I know if I if I'm I would be able to say that. I'm trying.

From the point of view of professional, what is the error that a agent of the FBI not could commit a negotiator like you?

No, can't commit what error? Tratar to attribute a person from my logic, from the

mine. And that's a error that's so he's a problem interior and internal

that we have to do a new a negotiation and I see a person and me They'll tell you a little bit of the history and the because it's there. Normally, we

try to justific it. And we're, well, then, well, decide if it's doing well, if it's doing well. And the problem is that we do do from our logic. No, we do from the logic of the other person. And that, if, if me permits, I can put an example real, right? Yeah, yeah. There was a negotiator of the police of New York that they activated because there a papa that

wanted to get a son. So, they said, yeah, look, please,

displecate a rapid because the SWAT will be a lot of minutes and you're still more

more than you contact with the father and he says, look, if you do do you don't,

you know, you can't get to get a and the father, he said, well,

you think you you'll do do you do you think what I'm to make you to me to me

to make sure like like, like, like, menaceant, I'm in doing quite,

so much this police said, well, I'm going to work to work, I'm going to

try to put me in the suh. Then I'm he asked, he said, why, why I'm

trying to to make you and he said, he's he said, because I'm a

guy, and he said, oh, well, I'm, I'm, I'm, I'm,

if you you think you is the devil, and, and, he's he's

he's, valid, the situation in the of the he said, what you've done to be

that you know the there's a other way, you're not there I'm a exorcism to your

son, and if not we let him we're not we're we're not because it was a

good sounder, it was a easy for a cellar for his he was when he was

when he was detained but he but he could but he he could be the life of the

he's a lot of a logic disfraisedo of a sastardote but he he came to his side,

he's got to he's you want to do you want to do you want to get a problem, you're going to get to find out of

you know, even when you know it you know, you know, I'm not important for that's just

to be in not right to start, yeah, sure, definitely. So, simply,

I'm trying to do you think you this is the diablo and you're trying to make that you're

in this tauter of that's that's if you I'm in your place, and I would be the

I'm probably probably we're in the same. Probably we're in the same. Okay. So, no confronter. Now, that is a real problem

because the man, human the ego, what you want is confronter, want to gain, he wants to to show to

that's a bad and I do you. Look, I always happen in these things, I used to

say a phrase that I've been to Rike Eli was one of the passengers that was on the carthson

when when he was streyo in the real he, he said that when

he said, And he said, oh, the commandant of the one inovic who were to impactar against the river, of a sudden, he said, he knew a question that he had preoccupied in the life for things that had been preoccupied, in seconds, no, when they felled and they, and he

he saw that he said, I'm going to know that he had to beware of the wine very, very, very, of luge, for always, for some moment, and that decided to escortchard. And in the moment that he's done of this he said a

thing that I have helped much and that I'm doing and that's I prefer prefer to be sure you

think that when we we're doing we're not a friend with a family or something that

not that not you want to be you're to be a question. Our is very

tendent to have to have to have to have to have to something.

And that is a past we're we're we're to be strategas

and think if we're it's worth. We need the really to do it this way or

prefer you know to do that another person, that's your ego is to get to get to your and you have to have much

conscience. It's a work that's a work that is a hard to do it. Sure, because we

have to renunciate to the idea of the ego of the brain reptile that is,

oh, tell you tell you tell you. It's tell you. You know, show it's

about, because there a satisfaction very great. But also there's a satisfaction

very when you that's a job internal, and you know you've done that's a little

you know that's you know, resisting the temptation of destroy with your words. And, and also,

I think we think we're to try it my word that I've got got to and that's easy, because

you have to do a work work in a number and you're and you're and you're

but one once that you're you're that you see the part. It's,

you know, because then you you're you're And conserve what you really you're always

you're you're conscious to find your and that's that's that's a sure, because for

many people we're not our enemy yeah, you're your your ego? Because your ego,

because your ego will have to open the thing, and the people, I'm sorry, I'm sorry,

I'm, I'm a different, I'm a daffo personal. I'm daffo personal. And is what is what is

what is a fortelement? What is the thing? And, the people in general but it's a percentage very small

the point of the whole thing is the problem that the principal barrier that they're in any kind of any type of intervention with persons is the

own ego is the barrier that we we're the great fortaleza if we can't get to get to the other

to me to think you you think you you're you think you're if you're if you have if you have a

if you have a great ego no you don't you do I'm going to absolutely everything

is what you want to do it's the it's the no way there's a question in this question.

I prefer prefer to be a lot of the people who is a lot is a great carval you're a guy who's

a guy with a power of that's a you're going to you want to you're doing you're

you're you're you're a little and the other you're like a little bit

a little that's and then then he's to cede and start to be

manageable. That's. And always from a profile of those. You have to get to get a superior? Yes.

You know, too? You want to be. No, you're going to be it. There's a kind of. How apparents?

Well, because at final, you have to be conscious of how will be able to the other.

And the strategy is always to give light to be very over the very over the is a strategy

for aure. But a brain that really needs to feel that is more than is more

a person that has a person who or even even if you're a person very narcissistic or with a

with a profile a person and a person who are to think they're very to be over

the other what you're the reason. The problem of all this is the problem. The problem,

is that if no, it's that I do it. Why? Why? Why? What is

what you really you're the question? He's the way to get the exactly.

It's very simple. And once you you know and a one way that's a question,

it's a question, it's a path. You're about the importance of to hear about to hear about there's

questions many times they're in the people you're not for the responses that does, but the questions

that's so you're so you're so you're sure, the questions can be very strategicicous if you're

and then obviously there an intelligence or at least a tactic no, at the hour to ask

a person that's a person who has not being a strategy, we're to make a lot and Intendid. Quantime,

how much longer intended, more I'm going to make a lot of a story? Well, attacking a ego.

Attackando to the ego, for example, I'm going to I'm going to you know, how many years you know,

you're probably that you say, because you're going to know, I'm going to say, my age,

then very probably not you know you're going to do you go is great, and I go a phrase

and I'm going to tend to correct me. And at I mean, I could say, ah, well, I know, I didn't

say, oh, no, I don't know, I've got , I'm going to, I'm 506, okay. So, yeah you're just correct, but I'm

correct, but me said a little good. Well, but you know, to say, the contrary, depending on the

other than I I think of 602. You're saying, no, no, no, 62, no, I'm 56. And you know, and you know,

no. But it's the ego, at final if you're just not only not only a level personal, but a

level personal, at a level professional, I can't I don't know I know that this was too. You say,

no, no, if it's car me have costed this and the other. I never I've asked because if

I'm asked you know, you know, you know, you can't, the information that you do you

never going to you're going to a necessity because it's what I'm what I'm that you're making me that

you're committing a error, adulandot there, there's many strategies. And this

serve in a negotiation? Yes, with a a client? A, an example, a example.

A, I can't say I can't imagine how much how you can't make a little so you're going to how you're going to

how big. My company has many people have many people who you're going to because I've to talk to your ego as saying

your company not so you you're going to give me information to justificate that the company is important

so. So first me you're going to do a lot of information that before it's a money

you're going to do you do you're not you're the perception that me me me really to be

you're going to to start to talk much and will exist even even there's a

little bit of a good at a good at it's a little bit like and then they're saying, and then they're

to present a person. No, we've got to this and we don't know this, we're doing this, and

he's doing they're doing how they're they're getting the price and you and they're just they're up

that's that's right that's that's going to I'm really when I'm when I'm doing it

I'm doing a taxi and I was more and more and I I said, Madre my

with the little time you have you have the taxi very little because you see,

you know, because you're a final is the pan of your kids, I'm doing a certain

and I had a whole. All the the life but of the children that they

had, of the money that they got to in a day, if you

do you know, if you do you don't ask to ask us without without without

it's more more to make a , that's and it

necessity of responder. By the way? For adulation, for compromise, for correction, the correction

for me is of the most potentes. The necessity of correction, especially when there's a issue of the issue of

that's a need. And so you're not you're doing it. Much of the So when you want to you're doing,

it's too, it's more more complicated. The time of the thing of the thing of the detection of

the mentira because I think in the not you? No, I think in the detections of No, it's that

is that you're not. But they're in all the movies and supposedly No, no, no, no, no, no, no sirs no, no

no, a detector of what is, is a detector of reactions physiologics. What that's a matter.

Me, I'm going to make a nervous because you can't a mental, but you can't be

nervous because me I'm very much so. So, the polygraph will do the same thing.

It's a amount of frequency cardiac, more sudoration, elevation of the temperature. It's true or is a matter or is

a lot of it's a reaction physiological. So, to say that something is a little bit I'm,

I'm very very dangerous. But the police actually are using the detectors? Depend of the

countries. In Spain, no, it's not. In Spain, no.

For this you're saying? Exactly. And because there's there's many of errors.

Okay. That's so you always you have to ask a micro-expression

of a for a person or for the accident of a person. Imagineate that I'm going to say you're you know, you've got to have known that you've got, you have a accident of traffic and he's

and you generate a micro-expression of alegia. I what I think? That you're like that is that he has died? Or you're like to be the two? What is a micro-expression?

Let's define it is an expression of the energy. The car of the other eyes to be right, like guinear the eyes to get a legion of dog, elevation of pommul,

phenomenal. A micro-expression of alexion of like we're going. Micro-expression subtle of when I

feel like that's when I'm going to know that you go to occur. The most muscles facial are going to have that necessarily of

because I'm doing my part conscientious but I'm not all the whole in many it's a lot of times. It's going to

like an intent of a smile. You know Jose has had a student of a coach and

and me imagineate that I odio to Jose I go povercillo. But it's

And not you can't control that? You can't control? You want to be a real? Yes, yes, a case real. Amanda Knox. Amanda Knox is a North American

an American an Australian that's a American and and he's Kecher, Britannica. A good day

Madrid Ketcher appears brutally assassinated in the house where the house and the police,

the commission judicial, forensic, to get the government of the United and they started

a attitude a suspectous and rarer in Amanda Knox. The detiening, she's a, well, is in prison preventive, she'll celebrate, and the declarer no culpable.

That's what means, no there's sufficient proofs. There are many indices, but no is sufficient proofs

to say that is a publicable. Then it's a program of television and the presenter and the presentator

he said, did you kill a Meredithskatcher, you killed a Mardskiccher, you did you didger, you didger, no.

So, to those we're doing to us For us is something that that's that's that's

because when you're when you're you're you're you're an expression is a

micro-expression of a like that the most the most they're because is culpable

I'm I've been a time I've been quite because is a problem

she's she's probably she's not you I'm guilty but I

have said I'm talking to I'm in a legia. But also can be because for the fin respond in liberty. And his sensation of a legion of alexen, it's present.

It can't be. So, if it can't be, I don't put a person. No. No. No. Me too much to get in the carcern. Correct. I know what has been the detonate. That's really the important. There's alexia. There's a little bit of an expression contained. Yes. But for what? No, why?

And then you have to go back to question and ask you. Exactly. You'll go to a case of real mine. The trick would be, to ask you to ask you. To ask you see a while

I'm in a second in the second one year of nine of nine years. I know I know I'm

I'm going to so I'm a house of his tio with the sequestrators and I to you all

the man I don't you know you never you've never you never has been a

micro-spensue a contesto a question of not to not want to say nothing and he says no,

that's a question. And I'm going this gesture. This gesture no, this gesture no, this after I've

asked him and he's thought to have thought to have been a time, I know, I'm

in my memory, and at the three or four hours I'll do I'm different.

Oh, well, I'm, well, I'm, but I'm not there to be

a time to be a car in case, I'm doing the same gesture. So I go

verifying. It's a three times. In a moment of the secuido, register your room. You know what

I found? A arm. Exactly. Because me was saying to his body. Necessible not to

not count it because it was an arm illegal. Sin embargo, his state, a level

emotional, respondio, so there are parts of our body that can't make.

A bit, not is that not can mean, is that there are reactions,

that are reactions, And look, to us, to us know that we're doing we're

doing this a different Daniel Kahnemal that's a very much a new different, you know,

we're not different. System one, system two. System one, is a system rapid, automatic,

that no control, that's that's the system two, that's the I'm the

I'm that I want to do. So, what I need, always will be the system

one. Because is the system that you have been a lot, it's a time. In

system one is when you're when you hear you and encoges the

arms and in zones vitales that's a reaction, reaction, no response. We're

we're in automatic. When we stacioning us we do we're constantly. So I

have to know to say what reactions what are the gests are of the

system one and if I am able to that has been one or has been

other I know what really me is doing to your body. So if I detects

what is the system one and what are the things, I know what really is what you're

doing into you. Another other thing is what you then you want to do you.

So that's vital to do it. If you do you do you do you do you

know, is that you're the rostro can learn to or there

definitely reactions facials that even you can't you

can you micro-expression, if you can provoke reactions in conditions, reactions. What you can

is that we're that we're not going to we're doing the capacity to to put up for example, how many times

we've seen a person that we don't know. Politically? Diplomatically. It's a one of

a little bit of a lot of a lot of the norma with patas de or with ruggitas well, but it's a sonrisa.

But it's that the rostro is that the rostro so much poigneter. So, as how you have

reactions physiological and emotionales very complicated, we can't do we've seen to me myself and a

much people to talk to a family, and at the more to say, hey, do you know,

you know, yeah, yeah, that's a bad, of asco. But you don't you

have done to know, and you do you know, so, for example, in the judge of

the judge who they don't know of the person who yes. And does this. In the nose,

does a and fronce the seo. And he's not a count. It's Ekman who's he does a

point, Polkman who's that this micro-appresion. So that's what good, that's

when you you know, it's that's all the language corporal is like the 95%

Well, this is a this is a mytho important. Is a bit? A bit.

It's a bit and no. Look, Albert Bian made a little

a little studio where does some percentage to the different can't

the channel verbal, the parverbal and the non-verbal. So, the no-verbal I want to think it's the

45% the verbal, the verbal, the and the rest were the parvalval ton, tone, timbre,

volume, etc. So, some, like I'm those what they're the part

most important of the communication is the non-verbal because it's the 55% not what you're

not what you but it's not. No, the part most important is the but

not they're not said that Alvin Verabia, what I say, in in the communication, the three

can't be in the most important, the more information is going to do be a word, I'm doing, how I'm, I'm going to

say, the rest of the rest of the way. Until there we're having clear. Then Friesen

and Polickman us say, what is what what is the moment that I want to talk to talk to the

part of the verbal and the no verbal, here is the more the more because it because no

I control. No, I control the gestures, no conscienties. No, Conscientes. If I do like this, Joama, how

you're doing? This means that it's absolutely of a real because it's a gesture? No, because it's a constant. I'm going to go, for example, a gestures that occur in my part of the right of the wristro-reskosk, to make those, which are

risk, I'm going to control. That's going to be in the same direction than the part verbal. If it's the one who's going to say more, the other will be the part no-verbal. Because the verbal I can modify, how I'd be the I don't want to

I'm going to but the gesture is much more difficult. The classic that you question to your wife,

where you're where you're that's a night. That's, you know, yeah, just the form

in that I'm not seen, oh yeah, no it's curiosity. Oh, where you're a night?

Yeah, let's be pincho, where you know, exactly. Exactly. For my

tone. That's, no, for the tone. So, how I'm know

when the person that me respond me, me says, the really, where

I'm to tell you not you don't you know not you

not by the micro expression is that in the micro-expression imagine to make

that's a expression of the kind of you know you know you know you know

that's what you don't you know you in the I'm going to

get a no we can I think it's a little prudent to

make to make to make sure to another other other

other is that we don't we don't we let's

we What we see know we do today of today and this we use the policeis and we're

we're using when we're when we're when we're when you're you're doing the last time what I'm

the most possible and the most extensive that's the question. My brain is that before I think in the

last time I'm because I'm a person who's I'm a life in you or I'm or I'm

you're a time of the time I'm the question me the same of yeah well that's

so it's well it me interested. I mean, I'm going to docent. I mean, I'm going to say, you're going to

know, you're going to get a alert. So I'm not really to create a alert. So if you want to discover the truth,

you know, you know, you never to never, never, never. Look, the information is power,

while you know, you know, you know, I know, I'm going to know, I'm about you, is power,

but the moment that you know, you know, I know a time to do you know to be

a question very simple, very very abired, of, well, hey, what is the end of the second of the time? Tell me you guys

past. You're going to say, well, the yearniz, we've done this, we're going to we're going to we're going to be we're going to get in

business and so. So if I'm in some moment I'm going to say a favor, me going to you're going to because I'm

doing what you you've said. So you you're going to you're going to if you don't you don't me to ask you

to think that you're going to you're going to you're going to you're going to you're going to What is what is what is

what is the is about? No, we can tell from the final at the beginning? What is that if the

story is long, you have to say the same thing contrary, and if is a mean it's a very difficult.

But not only it's very difficult and you're going to make a real of rendiment cognitive, you're going to

start to get to start to start to put yourself because you can't make sure that you can't

use that you can't use this tool that you're that they can use continue to do you.

I don't have to do you know my life is a book open. My life is a little bit.

This is a technique very good. Counten it the reverse. That's, but the condition is

that has that has been a story little long. I mean I said, I'm

to say, I'm a pizza and I'm a to see a no, no, it has

no, no, you need to need to a really, a effort cognitive important. So,

so it's used much. In police it's utilizes for a story that's

a story that's true. Even in the selection of personal when you tell you know,

it's a very typical inflate the curriculum. So, tell me it and you go to be

and you're going to be a time in a year to put in the 2012, that's the type of

things. Even when you're like you because a company is like casartes to get to

you know to know your son. You're children. How's you're how you

the confidence and the authority in an team of work, for example. The first

you have to be a leader and have to be an authority and I'm like a different to think the that's the

authoritas. And I'm the authority is the example. And I'm who I'm who I'm

going to be behind, and you're going to you're going to represent you, authoritas, authority. Then you're

also the potestas. You're to be to me, because if you know me because if you

do a figure more executoror more of to launch a pen contra you. No

see me I'm explained. When someone you can't castigar, that's the so I'm

so I'm when you're a question, because you're because you're a question, we're doing as to the authoritative to do you know, the example, what you mean,

it's a, a person what you need to what is the FBA and what is the system of negotiation of the FBI in in terms of the negotiation and the profilation of persons is like very engrossos.

I've got a figure like very simple for that all the world know. And I profil to the person depending on how they're on respect to my objectives to three ways different. I'm saying, or difficult.

Or, as we say in Spain, chungos. Chungos are bad. Falsil, difficult or chungos? I want to a group of fungues. people who do people who are

people who are they that they're showing but what is what what occurs to that if you're to these people not let's do a play of

the ballmada in the I don't recognize publicly the things the things that these are people who doieni

and the people are people who do they pick depends that they think they're and that's what I'm

what I'm should do that normally many people however not people who are because Parks marginal not

just those thanks, no they're in the palmada in the back on the way, they're

not they're not a time, they're with a team of difficult. And a

other people of not you know we're we're we're really being genuine

with our people, question us to make a way genuine, to be a level

personal, give thank you about public, critiques in a private,

palmadas in the spalada saying, the really that you have done,

and we're we're we're we we're and procurar not to have

very difficult. Because we can have difficult but we can have the other. It's a type of person that is a

lot of people. Because, we're going to know that are difficult. We're going to think that are very.

Because the chungo, the malo. The malo is someone that's a but when you're you're going to

we're going to do that person that's the and with you and with me, and with me and does the same

with all the people, go and he's in the middle. And procura that nobody know that's not that's

not a way of the way that's that nobody he's percibe like somebody he's got to know that

is toxic, it's capable to get to to get to he's going to but you but you going to

you're going to that the idea is that's that's the complicated because it is indetectable

initially. The the, the, we're, we're very toxic with the one

and the other and protested much, is a difficult. And a difficult is

a difficult. There's a technique to be able to a person difficult. But the I'm chungo is, is very

dangerous because is indetectable. You think is good. And by the is more complicated. Yes, it's more

complicated. The more because to be talking about about the people, to be talking about to all of

people, you know, you're trying, and you do it, you know, you know, and so,

and so you do you know, so much, because it's very common in an group. Yes,

very common. It's has a solution because, normally the difficult are the difficult are they

to be able to do you know, so we're in trying to be in them to be in a technique. A new thing you what you have to

do you know, and offer them options. When I think you are you are a person difficult and you're making

my objectives, I'm going to put in the tessitura to choose. But not you're not to put the

thing to to do you, but you're the same to you. I'll tell you. I'll tell you can't

is that I'm thinking that your attitude has changed much. Not is the you're going those are the things very

difficult. So I think you should be to change the attitude and to be able to do it because of

the contrary we're going to have to do a different to do a option. The A,

that is the I want, and the B, what you want to nobody. Okay?

So, I'm trying to choose. You'll go to the other to disciplinary, you've

done to the company. You're going to say, but this is unjust, I don't know I'm doing no.

I'm not because you're not. I'm not. And now it's to make a non-cooperation

and is to plan to the same. You know, to be the level disciplinary to go to you, or

even to despise, in bed to be to do this? For norm general, salvo that you

want to you want to you're going to do you do you want to do, because your

Cerebrough will be to If I elicicke, is to go back the way, it's going to be thanks to me.

Your brain will be because I've elected I'm. But your brain says, if elicicke the option mal,

me are going to give to my because Juanma has done the option. So your brain, that's going to

get always to the easy to consume a energy, as I'm you're doing the way

good, the normal is that you go to you have to get to get to be that's

that of that's that we're what happens when when there's a problem constant and you're not you're saying

it never was easy you never was easy this problem that you know this problem that you're constant it's from it's from it's from it's from well I'm

well I'm the optiona in instead of what you do you're the optiona is I'm I'm sure I'm sure you I'm not to talk more of

the company because I think not you're doing absolutely to because of the contrary I'm going to have to

do you do you're no this is in you're really prefer you to do you

to to talk about bad of the company? I mean, I'm saying, no me

you're not another option. Functioning with the family? No. No. So, yeah,

but it's it's a different way. For a problem. And what we have said before when

we're talking because when we're not personal in the relationship. And you we can't

we can't do you know no professional or not personal. I mean I represent the

the company and I do it like what you do you know with my

with my children, I mean, I know I'm trying the button rojo. And that's going to be in

contrae always the professional. You, to me can't say many people I'm

know, I'm percibo that no but my mother, my children, know, how to

talk about to talk about the and I'm alterer. If I'm to be logical,

rational, I'm to be emotional. And when one is emotional, the decisions, not you

don't know, you're never you're when you're never when you're when you're

I'm excited. Repet that. Repita that, for favor. Three times intertamudian. Never you never.

Never promise nothing. When you're when you're never, when you're when you're never when you

make you make any time when you're when you're when you're when you're when we're very important.

So here not apply this of the two options. No. Here how applicary? With someone

a person a man or a family. I try to do it exactly the exactly the same.

What the one has been to be conscious of the attack that's a thing that

there's a question that can make a make a because we know that we're

something. And a question of my wife or of my children, it has

special pain when it does a person. Because at the level

professional, I do I do you do you do do when you

are a level professional or you dance Tompats or they're a show

but it's a show but in the family not a show not is a representation so it's much more

different than you do you can't exactly like I do you do with my kids and sometimes I'm sometimes

me functioned but there's the thing that even more that I'm going to let's no

but for example I'll say you I'll tell you I'm a case my

examines is you're with the play the PlayStation, Pond to study. No, Papa,

let me the last. A little, let's do you. The fact, because as you know, I'm going to

do the play. All the year. No, let me play. I'm going to, but you're going to study,

what you're to do you do you? He's the thing, but you're saying, but you're

saying, you're saying, in this moment you're you're not, because I'm too, no,

he has to he, because when he he'll listen he, he's the is the is the

is the that they're I have you have got to do. No, no, of course, sure, right, and so

when I'm in the family. That's what you see, the real of the really, the thing is the right, the

woman, well, you know, you know, you know, you're you're a good, you're

a negotiator professional, and your mother knows that you know, you're a job over

negotiations professionales. Yeah. Your mother knows that you know, you're still

and that's listening. Yeah, no, you know, no me you're, that technique,

that technique of the page four of your book. She has read several times the book, something that I'm preoccupied

a lot of but but... Entrenando the enemy. When you write a book has to think

who can't be able to be very very dangerous. My my wife says that I'm a great

ability, is a big of a lot of in Spain, to give the that's

that you're to do you to do you and then to get to the to get the to

the end of what I've observed that I'm that I'm that's that's dangerous too.

And how do you How do you Well, well, as a final As always in the life,

it's going to win her. Gana her Amen. Allelieu. And you know for what? You know,

I prefer I prefer. I prefer. A applause. A demonstration of intelligence emotional.

So, when I was studying in the University of Santa Monica, Ronnie Cassados

were doctors in psychology, were our masters of psychology spiritual. and when there a discussion

between two, of this no, no, Ron, this no, this is not we're not and he said

and he's cut him in the microphone and they were like that they said Ron, I'm going to

do a a moucester of intelligence emotional and how prioritizing the my

love, my love, you're the right, perfect. Perfecto that's and all the

women here. Yes, very good so so so. Okay, now

let me a thing, how, obviously we'd we're not

errors grave. And a sometimes it's horrible to be how, about about

about the person incorrect, and you're when a complaint and when the divorce. There's a there's a

person who douchies and some these battles legales horrible, horrible.

Yeah. Between them, a sometimes is he, a sometimes is he and a

sometimes are those, where you see that they're that's that's that's

they're and you know the person, you know, you know, to be a

grand problem or in the no knowces a your socio or a your social, until there's a great problem. I have an friend of a

mansealano that was an company with his people and they robbed all they were in the carly and they were

their children. So how can you can't see in other person in what you you have

before you before to come you know to get a business, a level personal

with there there's some there's salvan us See, look,

I'll give an information that's a question. Nobody we're doing with the person

that we're we're going to we're we're in we're not we're not we're in I'm different

I'm different that's a I'm not that I'm going to be I'm going to I'm going to and I'm a

different, I'm that I'm a guy I'm a guy I've got to I've got to I've got to I've got to I've got to

the person of the person of the one I know we're doing the what I'm doing the we're doing the same. We're doing it. We're doing it. We're in all of the of course. We're doing it. We're in

of a way different. We always the attitudes. The attitudes we dole us we're doing in different

things. Then we're about we're about the conducts, which are the patterns, of the comportment that's how

we're doing always in the work than the job than my house. And a grand tyrano can be a

great person in your house. So, what we have to do we're to do to do the

people, to try to the when I want to do a person, no I'm doing things with

the business with the individual, the real. So I'm going to perfilarer in situations no professional. So I'm going to eat to come to

you know how you're going to as the person of the limpecies, how you're when you're in an imprevisto, when not they

try in the plate you've paid you. There's when I perfil how you're because we're not much

we're not we're not we're who we're who we're when we're when really there and when you're really

you're in the problem and in what you're being being and there is really how it's a

person. So there's when we have to put a focus. We can't do a way strategic. We can't

provide those situations to see how the people. That's the ideal. So, me

I'm to see a any person that's person who's person who people, and when

not they're not in when really you can't be able to how they're the person. The problem

is those who's who know they know no he's, so he

and he doesn't of the company or how are in a bar, for how

they're in the person, but then the reality is completely different, because really it's like it. We're inamoram

we're in the person social. You're in the person with the cell, to the

show, but not you know you know in crisis. That's, and not only only in crisis,

but I always say that's my joe individual, my joe individual of Juan Manuel

he's, my wife, my children, no no no more. And nobody more.

And it can be very very different to what is very. So, so,

where really is the person and I'm going to So how you know you know this? You have to say I'm, before me, before me,

I'm, before I'm, we're going to we're in other circumstances. And you have the situations where the

attention of this person is going of the way social and be more in the resolution of that

situation where has to take that the I interior real. And the socio, how do you

know, so they're in where to give to a place in the United, in Europe

is a golf. Because in the golf they're in in the golf, you know, how you're

you're actually when you're when you're when you're when you're when you're because the golf and other

sports tend to get to get much who who are you. And not not necessarily even I I'd

I'd like to the city of Mexico in a task to manage a little a rachito who

who's in the traffic after after three hours of an emotellement you you're

you're a lot And one and you get, and pita and you say, how reactionas? Gritas,

not gritas? Roses. Roses the rules, you know, you know, you preferre to be a

feeling to have a reason? So I mean that's the actually, the way of the way to do it,

and do how it's when it's to make a traffic and they're in a lot, to make,

it's of the parts more important where more you can be a person. You're a lot of

a tautel I'm a car and I'm carry that to you, but not justifies to the other

the same. If you get in the policeia, offers you an money, you know, an money

there's a perfilable. All right. All right. So, there's to get to get to be

better. Yeah, I'm sure. I'll tell you the ideal. Yeah, I'd

try to use the traffic of a great city to go to and then then I

would to come to and then if you can't take a a

part of a better after. When they take them, you're When you're going to be able to see if you. Flueges more, you desenies,

a little more. Salen the things. And a social, an socio, an associate, a little. Iggy, a guy who, have to be able. Yes,

yes, but what the is very difficult. Because, you know, we're going to say, or more than our brain, it's very

unjust. And is that the reality that we're not is the reality that we're we're not, we're the maximum of the 10%

of the reality. So, the information that we're the information that is the 10% of what there. But my 10% is different

to the and I'm the 10% that's that's different to be different to the 10% that I'm

to know that I know that I'm put to the person. Percibo other information, and it's the same person.

And I said, is that I've seen, it's that because your 10% of attention not that was that.

Not the attention, of perception not that's, it was another. So, I'm 90% of information of all that

we're that's a problem. It's a problem. It's a It's hard. Casartre and, de a repent, and start

that you casas with a person who you know, I'm doing, yeah, I'm, I've done my time,

no, I know I know I know, and now what I'm, it's a good, it's sure, what I have to do,

for example, how I said I, that much years, many, many years, with a person, that you

have gone, and then you know, so they're so, were friends, so, When in a

business, if I'm in we've got to know, we're we're doing, we're doing we're doing a no,

no, in a society. No. No. No. I know and then we know. Yes,

yes, yeah. And you'd give a million excuses for that you don't know other option. Because is that

when you when you're you're not really that's that's not really is that I'm sure yeah,

and I'm yeah. And I'm that you know that's a question. Before you you take you is the same to

to say, I'm going to know you? Because you're going to say, you're going to do you? No, no, no,

the contrary. I'm going to you know that's a decision correct. It's other thing. Very different.

Very different. Very different. Very different. Very subtle. But, it's that's it's quite. It's quite.

Because it's like, because you want to do you? No, no, you know, that presuppes. That's true. No,

no, you peruseuse despot. There's people. There's a question. The problem of the

negotiations previously. And with, and, also, you know, it's, also do you know

, you know, not you know, you know, the predisposition to lose, not, you go to the

person, no, not so it's the no. So, all this is a period of absolutely, because normally

the negotiations have to have to be a very to be in, the first, and much less,

no, no, no, no, no, any, in a primary reunion.

Yeah, no, has to, so one has to have to have to be resistant to

to the frustration, it's not only the things like you want to you're in the things like you

have to go to the rest of the other then you know who has a capacity, you know, he has to

you know, you've been you know absolutely yes. Absolutely, so. There's many strategies,

no, a level cognitive doing a tribune that I'm for example, you know I'm sure

to find out everything you're going to you and you're just to do you and parted

a Castiano, Yes, in English, what's going to say is, a level of neuroscience has

demonstrated that when one person mentally generate three sies, for questions that I do you do, the quarter

the assume. And that's a mental. I'll explain to you. Imagineate that I'm your chief. I get a

time that you assumeas, that I'm the capacity to do you know the thing, I'm to generate three yes in your

mind. So I you to say, you you know, you know, at the time are you to try to at the 9.

And you have so you've got to get to last time. So, you're just a you're a bad jober and you assume. This is a little bit of you, you're a mal-traumptus. No, no, no. I get you get it. And you're going to get you. I'm going to get you. I'm going to the manita for the way. So this is

this is the in neuroscience is it's just I'm a real thing I'm a realtoral, and then I'm the realtoral

and then you see that that's a red neuronal of the si. The fourth you assume because it's

the red neuronal of the si so you assumees. Those are encuctions when I

know at the government I want that a question me do a little I'm

to design this question I'm to design the anterior to generate this

principle of ignition and reverberation at the level of the neurons and to do you do a

question. So your woman you could say, my love, you know,

you know, if me says that no? Well, my love, you want,

you want to we're so you value a much, valoring to your family.

Yes. And you do you do you anything because we're exactly

so. So, so. then it's it's a way that I'm going to go to

Las Vegas that's that's much to risk yeah it's a much to risk but it

would be a way to try to do it very long but there that thing yeah

yeah yeah yeah okay perfect okay perfect now always we say

the communication correct depends much to choose the moment that

for example for the people that's for people that's for or to negotiate something or renegotiate a relationship.

How do we distinguish us what is a good moment and a bad moment for pedir something? The ideal is try to know in what moment you are absolutely necessary or, of what way you can't affect it if you not stuier in that moment. For example, imagine, in my company

we're three negotiators, because we negotiate most. And two can't enderms, it's my moment of negotiate. Because you because you get a single

negotiator. Sure. So, there we we know, we know, we're, we know,

our brain interprets the decision is with two variants or with two edges, no,

the necessity and the interest. When you negotiates with someone, you have to ask

if you need a interest or or no of the two or has two. When,

in this case, of the three negotiators, you have two, you have

need to more of more negotiators. Imagine if on you say, I'm going.

You know, you know, it's a name a desperation. Yes. And if you're desperated, I'm going to.

Yeah. Because I'm to get practically everything to what I'm like. Like the controlators

auree to come to get a wuelg? Sure. At a point of the world of football.

For example. There's a necessity. There's a absolute. That's is. Absolutely.

And it's and it's that they're it's that we're us They don't because no there's

a need to but now that really we need to be in they're in a lot of course that's around a newport

now we're now we're so that's so that's for that you have events a world of football

an Olympic an event historically in Mexico and in the world in all the places there's a

world or the people say to someone or someone at a moment that's it's the

moment of that's that's that's and value that's so that whatever

whatever whatever we can we can't to do you have to do, valorate the or the interest that has a person

about a little. Because if I have to negotiate with you, I want to you know, you know, you don't have

any necessity, nor do you, I don't have to negotiate. Salvo that that's what you like that. So,

you know, you'd have to find you need to be need to interest? That's normally,

normally interest, more than necessity. Well, a basis. Well, yeah, depends.

Depend for where you move as that's that's true. Yes, so

You've got a rata well-attended Right, there's a necessity There's a Yeah, but I'm a caritian.

No? But it's to make an inform previous of the thing. To tell,

no. If someone to say, no, because I have a year I I've got

I'm a year I'm that there there's a need a need a there's

you start so, so, so so so, so. Okay, then so

then you need to ask to ask, so okay, so

to I think I do questions and we'll share in the image for who are people we're doing in the channel of YouTube

we're doing we're doing people and this case are going to be political and you can do you can't do you know people that you know

we're going to an image of all the other ways to do you know and that you know you you're not

you're expert in learning in question of a second to someone to do a person

as a person of the and now as a master that is coach also of this. Then

me you say, what is in this person and why? So, let's talk about to politics in the States for not met us in problems in Mexico. Venga. I'm very well. We'll talk about the States United. Saluda to all the people that we're in the States.

For example, a president to which many longaramos, Barack Obama, no? That's, that's, it's, he's, he's, he's like a person educated, a, intelligent,

logical, with a sense of the humor. It's like the the postal ideal of a president for many. So, you what is

in a Barack Obama? What I do is authenticity tactical. Authenticity tactical. Let's explain. No,

that's autentical that's autoticity that's about his poros really is a strategy. And it's also that I do

the number of authenticity tactical. I mean we're really we're really we're really because

it's very very materialized, it has worked much and then he also he has a

character a problem that it makes that all that's a much more more than he's a

way he's in photographs of the way that any person, any person, any person, would be

a real but in reality it's, it's imposted because it's a sonrisa social. It's,

is a postand for a photographia. And any person practically all the world,

would be a sonrisa social. He has a sonrisa Dusen. So, is magistral.

It's goodissimo. Because what is what what is what occurs? That the people

that we are that and automatically perceivings that those are real. So, it's a carism

because one of of the premises of the generation of the confidence is the way. There is a way.

Not be able to say good days or to offer a coffee, but we're to be because we're because we're

because we're there's evidence of that the brain on the reales of the

people. If I not is real my sonrisa, but it the brain the

of who me observe, the the And Obama, it does. And it's very good.

And apart, it's very logical. But even when it's encirpaving, or someone protested, he's, he

has a sound a lot of the thing. At the level of the language corporal, no there

incongruences, no, incoherences, has a fluidness, a hypotonyia in articulations that is very normal

of a person that's with a self-confidence, and an auto-estime important. So,

we'll look to the same. It's a question of what Obama is the thing of what Obama wants, but it's of what he perceives in the other. And he does it so much that the Cerebrod of the audience

perceive a person affable, a good. And for that he's the better. Now, a woman controvertida, Hillary Clinton. Yeah, Bill Clinton or not, the

thing of, never took sex with that woman. Horrible. That video is demoled. Fidate the the dead

that's not even any force, he's going to see a the right of the right

to be in a lot of the part the right of the right is a more that's a

question of the poor there. Yeah, and Hillary, highly critically, what is

in Hillary Clinton? Well, Hillary has had an positive of when

was a time, when then was a time, and he had a better.

But what is that the thing is the technique and that

are strategies communicative. I'm going to do you know, I'm going to start to start to start

to see a lot of really. It's a strategy. It's a strategy. It's a strategy. And the non- No, no.

No, no. It's a real reason. It's a no more than it. And then it's that, for example,

I, Obama never I've seen, but to this woman is that he has been a lot-

when he gets when he comes to and he's, and he says to talk,

there, the car is a poem. So, I see very to the legua,

that no could contain that that's a real time, but she had a question of the

middle of the middle of that's very very much of that's all that he was that's still,

I'm sure, I'm and then so, well. Let me the little

the what he's of Donald Trump. Well, Donald Trump go to his own to do what

he has the he has got to the we've been about the authenticity

The authenticity, well, the authenticity, well, the authenticity, like, Obama, is a way of a way of success practically

but the authenticity type Donald Trump also. It's an authenticity that is a orthodox,

of what dicta the norm. And that in some situations generate that

credibility as a other. It's a little like the figure of Javier

Milley. It's very very very very. It's very of the norm, is it's,

it's, it's, and it's , and it's even sympathy specifically for

that's, I think, I'm think they're that you're not a more, no,

no, what it's what you're that's your strategy of communication is good,

you're going, you're going to a little more, the people, the people,

that's what you're what they want, that's what they're a lot, I'm sure, I'm

clear, that a question that we we we need of this podcast is,

we're we're going to we're in peace, we're in peace, in having peace, in having stability,

in having the reason. Correct. You, prioritizes your pass in this moment? There's

something that is a or there something that you're not you're supposed to be versus the

pass or the past or the part of your priority, with all the I'm doing I do many

do many things. I do many things. And I the negotiations that I do with different

organisms and different businesses, I'm doing with all to be able to you know, and I'm very happy so.

Ganas less with a time to be able to but that's going to gain more at the final of the day. Ah, yeah,

I'm less money, but I gain much more health mental. And that's the council that that's, in where we're

talking about about infoproducts and talking of your class and you know, a book, a book,

a book, how you're the Comportament. Yeah, it's a lot of the Ciencies of the Comportamintes. It's a good. It's not that you're in the of advantage. So, okay.

And your courses, what is what you're what you're what you're in the courses? Well, what we're

about. Not only to all the way to the person that's the obviously the first thing we're to do.

As we're we're doing our own language corporal and strategies of persuasion, of influence.

Fifate what I'm saying, to make you to make you that the people who are they're that they're

they're some sure that they're in reality are in different in

your courses. In on the networks, on Instagram, as TikTok, like this, and I'm like things like the

social and then the page website of the Institute of European of Sciences of the Comportamintos where, well, we know,

Institute of Europe of Sciences of the Comfort there. Any person can't write and write and make the

and talk. There's a little. There's a little. Very well. We're going to visit them

to learn more. You're thank you much. We're very a pleasure. We'll give us a lot

to hear Juan Manuel Garcia, Pinch. Thank you. Thank you. Thank you. Thank you, thank you,

thank you, I'm a contonio Regilla and I'm in all the social, remember if you like the episode,

please you guys commenten like, commenten here back, what was the most important that learned I'm, I'm

my priority is my felicity, my priority is my past interior, my priority not is

not being the reason, we're feeling if we're we're doing this we're all we're other other side.

But copy and pega the league, and share the episode, envial it for WhatsApp for Telegram

in Instagram in TikTok, Compart you a pedacito Dan us your Commentaries Etiquetan us To know what is what you're

What's going to And then It's very good To have you Here the next time. Thanks, after the

next time. Alcansa your maximum potential. Thank you. Thank you.