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Use tactical empathy to build rapport from "summary" of Never Split the Difference by Chris Voss,Tahl Raz
To build rapport in a negotiation, you must first seek to understand the other party's perspective. This involves using tactical empathy, which goes beyond simply listening to the other person's words. Tactical empathy requires you to truly put yourself in their shoes and understand their emotions, needs, and motivations. By demonstrating empathy, you can establish a connection with the other party and show that you are genuinely interested in finding a mutually beneficial solution. Empathy is not about agreeing with the other person, but rather about understanding where they are coming from and acknowledging their feelings. This can help to lower their defenses and create an atmosphere of trust and cooperation. When you show empathy towards the other party, they are more likely to open up and share information that can be valuable in reaching a successful negotiation outcome. Building rapport through tactical empathy also involves active listening and asking open-ended questions. This allows you to gather more information about the other party's needs and interests, which can help you tailor your approach to meet their requirements. By demonstrating that you are actively listening and genuinely interested in their perspective, you can build a stronger connection and increase the likelihood of reaching a mutually beneficial agreement. Incorporating tactical empathy into your negotiation strategy can help you establish a productive dialogue with the other party and create a positive emotional connection. This can lead to more collaborative discussions and increase the chances of reaching a successful outcome. By showing empathy and understanding towards the other party, you can build rapport and create a foundation for a successful negotiation.
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