Chris Voss and Tahl Raz
Negotiation is not a battle of logic but a process of emotional discovery. Mastering tactical empathy allows you to secure better deals while building stronger relationships.
Build trust by using a calm voice and occasionally mirroring the last few words your counterpart says to encourage them to elaborate.
Practice tactical empathy by labeling the other person's fears and negative emotions to defuse their power.
Encourage your counterpart to say no early in the conversation to make them feel safe and in control.