Episode 8: In Negotiations, Empathize to Compromise

One thing is universally true, that in life, and at work, the ability to negotiate and advocate for one’s own position is a critical skill.  In Episode 8 of the Emotional Intelli-Gents Podcast Ismail and Sameer discuss the edge high EQ leaders have when negotiating.  Leveraging core EQ skills like self-awareness, social awareness, openness, and desire to reach common goals, emotionally intelligent leaders are able to control the emotional shockwaves that negotiations often cause. 

The headlining emotion and focus of EP08 is on the use of empathy to drive compromise when negotiating.  The episode will define the true essence of empathy, and explain the concept of ‘tactical’ empathy, and how to employ this technique to gain an advantage in your next negotiation. 

• Empathy is defined by Harvard Law Professor Robert Mnookin as the the process of demonstrating an accurate, nonjudgmental understanding of the other side's needs, issues and perspectives. 

• The Black Swan Group led by Chris Voss, former FBI hostage negotiator defines ‘tactical’ empathy as … The premise is that Tactical Empathy is the act of understanding another persons' mindset and feelings and making them feel understood. 

• The episode will teach you practical ways to use empathy to understand the emotions and perceptions that are driving someone’s actions, and enable you to be more equipped to influence their behavior in an organic and lasting way. 

References: 

Beyond Winning: Negotiating to Create Value in Deals and Disputes, Harvard Law Professor Robert Mnookin

Never Split the Difference: Negotiating as If Your Life Depended on It™, Chris Voss -  Black Swan Group

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Episode 08 Transcript

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