My Blog

Ever found yourself in a negotiation where things seem to be going nowhere? Here’s a game-changer for you: tactical empathy. This isn’t just about understanding the other person’s perspective; it’s about demonstrating that you understand it. It’s a technique Chris Voss highlights in "Never Split the Difference."

Why is this important?
Empathy builds trust and opens the door to more collaborative discussions. When the other party feels heard, they’re more likely to lower their defenses.

What is it?
Tactical empathy isn’t just passive listening. It involves mirroring the other person’s emotions and summarizing their points in your own words. This makes them feel truly understood.

Verbatim Phrase to Use:
“It sounds like you’re really concerned about the timeline. Is that right?”
This simple phrase shows you’re tuned into their worries, setting the stage for deeper dialogue.

Has this happened to you?
We’ve all been in meetings where the other side just shuts down. Tactical empathy can break that barrier, leading to more productive outcomes.

Tip:
Next time you’re negotiating, try to articulate the other party’s perspective better than they can. You’ll be amazed at how it changes the dynamic.