How to win workplace negotiations

Tactical Empathy, the art of intentionally using concepts from neuroscience to influence emotions as a core stratagem in navigating any type of friction.

Workplace negotiations entail trust and teamwork more than pinning an opponent to the ground. One has to use a collaborative approach to a conflict.

Tactical empathy requires demonstrating to your counterpart how deeply you’re listening to their words and, in effect, how thoughtfully you’re considering their position. One key tactic, called “mirroring,” entails echoing back one to three words the other person uttered, which can help build rapport from the outset.

Mirroring can also be a survival tactic for awkward networking events. Faced with a roomful of strangers, one can simply echo words and phrases to get them to open up. This simple practice can even turn idle chit-chat into meaningful conversations.