The Power of Tactical Empathy in Negotiations

Tactical empathy, according to former FBI hostage negotiator Chris Voss, is a game changer in negotiations. By demonstrating understanding and making others feel heard, people are more likely to open up and be willing to cooperate. Voss explains that empathy does not mean agreement or sympathy, but rather a deep understanding of someone's perspective. He emphasizes the importance of active listening and avoiding talking too much, as talking actually diminishes the chances of reaching a successful negotiation. Voss also discusses the significance of body language and how it can either foster or hinder productive communication. Overall, using tactical empathy can lead to more positive and fruitful negotiations in various scenarios, from business deals to personal relationships.