Master negotiation through understanding, not force. A seasoned deal-maker reveals how cognitive empathy unlocks better outcomes by seeing what truly drives the other party’s decisions.
The story
Most people think negotiation is a battle of wills. But after studying thousands of successful deals, I’ve found it’s really about understanding what drives the person across the table.
I used to focus on pushing my agenda until I discovered cognitive empathy – the ability to see situations from others’ perspectives without getting tangled in their emotions. This changed everything.
Here’s why: When people feel truly understood, their defensiveness melts away. They stop resisting and start collaborating. Recently, I was working with a CEO who refused to budge on price. Instead of arguing, I asked about his constraints and biggest concerns. Once he saw I understood his position, we found creative solutions together.
The key is picking up on subtle cues – body language, tone shifts, word choice. These reveal the real conversation beneath the surface. When you catch these signals, you can address unspoken concerns before they derail the deal.
I break down exactly how to develop this skill in Chapter 19 of my book “A Practical EmPath: Rewire Your Mind.” It’s the same approach that’s helped me close challenging negotiations and build lasting business relationships.
Think about your toughest upcoming negotiation. Wouldn’t it be valuable to know what’s really driving the other person’s decisions? Get Chapter 19 and learn how to create better outcomes through understanding, not force.
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