Empathy and negotiations don’t seem to go hand in hand. Many people view negotiations as zero-sum, confrontational battles between adversaries.
That is sometimes the case, but business negotiations shouldn’t end up in a shouting match. Negotiators can use many tools to support their positions without resorting to negativity or hostility. Empathy is a great example.
Negotiation Is for Everyone!
First, it’s important to point out the broad relevance of this post. Negotiations aren’t just for attorneys and top executives haggling over multimillion-dollar deals. Employees at all levels of an organization negotiate with customers, colleagues, superiors, subordinates, and suppliers, to name a few. They also negotiate for time off or pay raises from their boss.
