Many communication gurus have suggested that empathy is a very useful tool to try to persuade someone. We use empathy all the time. Its is a powerful communication tool that is underused and often misunderstood.
According to dictionary.com, empathy is identification with and understanding of another’s situation, feelings, and motives.
It is the process of understanding and appreciating of the other party’s emotions and positions. To put in simpler terms, it means to “put yourself into his/her shoes”.
These are 4 steps which you can take:
1) You must first be aware of the other party’s emotions. How is he feeling about the deal? Angry? Sad? Disappointed?
2) State your own perception of that emotion. “I think you are upset that we are not willing to cut the price…”
3) Make that emotion/feeling legitimate. “I can totally understand why you are upset…”
4) Give him affirmations of your cooperation. “I am definitely devoted to working with you and making sure this deal will work out. Let’s see how we can help each other to achieve our goals.”
Instantly, you will be able to build rapport and trust with the party you are negotiating with. In a relationship-based negotiation, empathy is a very important tool to use.
Are you using enough of it?
————–
Jens Thang
Unleash The Negotiation Guru In You!
Entries (RSS)