Empathy in Business Negotiations

This chapter explores the role of empathy in business negotiations, defining it as understanding another's perspective rather than simply agreeing with them. It emphasizes the use of 'tactical empathy' to foster connection and enhance communication, while also addressing biases and encouraging open dialogue.

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Chris Voss is a former FBI lead hostage negotiator, bestselling author, and the world’s leading expert on high-stakes persuasion and negotiation. With over two decades of experience resolving international kidnappings and crises, he founded The Black Swan Group to teach business leaders, entrepreneurs, and professionals how to leverage tactical empathy and strategic communication to win negotiations. His book, Never Split the Difference, has become a global phenomenon, revolutionizing deal-making and sales strategies across industries. A sought-after speaker and masterclass instructor, Voss equips audiences with practical, game-changing negotiation tactics that drive success in business and life.

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