Hr Library
Trending

What is tactical empathy and how can it help in negotiations at work?

By | Anne Quito | www.weforum.org

  • Chris Voss, a top hostage negotiator turned leadership coach, believes that negotiations entail trust and teamwork more than pinning an opponent to the ground.
  • Tactical empathy – “intentionally using concepts from neuroscience to influence emotions” – can be used as a core stratagem in navigating any type of friction.
  • Mirroring your counterpart, negotiating across cultures, and building relationships are all essential.

A negotiation is typically portrayed as a winner-take-all skirmish. Be it haggling for a higher salaryasking for a promotion, or closing a deal, the process might summon tactics, for example, from Sun Tzu’s The Art of War. Countless MBA courses and textbooks have taught us that business is a battlefield.

Ironically, Chris Voss, a top hostage negotiator turned leadership coach, has a different take. Years with the FBI, and later running a leadership training consultancy called the Black Swan Group, have taught Voss that negotiations entail trust and teamwork more than pinning an opponent to the ground. “I believe in a collaborative approach to conflict,” he says. “One definition of a confrontation is a focused comparison. If we start looking at stuff together, we both get an instinct that what we’re attacking is the problem.” In other words, pushing one’s agenda first entails understanding your counterpart’s motivations.

Click here to read the full article

Source
www.weforum.org
Show More

Related Articles

Leave a Reply

This site uses Akismet to reduce spam. Learn how your comment data is processed.

Back to top button