Tactical empathy can be used effectively in a negotiation by connecting with your counterpart to understand their needs and wants. This can be achieved through active listening and making your counterpart feel safe enough to reveal themselves. Techniques such as mirroring, labeling your counterpart's fears, and asking calibrated questions that start with 'How...' or 'What...' can be used. The first 'no' is not the end of the negotiation, but the beginning. Once your counterpart says, 'That's right!', you've reached a turning point. Understanding your counterpart's negotiation style, whether they are an Analyst, an Accommodator, or an Assertive, can also be beneficial. Preparation for any negotiation should include a one-sheet list of five key points that summarize your approach.
Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our li...
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