Empathy: the secret weapon in successful negotiations

Until your counterpart feels truly heard and understood, it is almost impossible to change their position - especially in highly emotional conflict situations.

Putting yourself in your counterpart's shoes does more than just build rapport. It's a strategic approach that:

- Helps you understand their underlying motives

- Reveals potential solutions to negotiation challenges

- Creates a foundation of mutual respect

Top negotiators understand this deeply. They invest nearly 40% of their negotiation time doing something crucial: actively seeking to understand their counterpart. This isn't just small talk - it's a deliberate strategy to collect insights while ensuring the other party feels genuinely heard.

Remember, successful negotiation isn't about winning - it's about understanding. Empathy is your most powerful tool in bridging gaps, resolving conflicts, and finding mutually beneficial solutions.

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