Conclusion

Build trust-based influence through the use of tactical empathy. It is the deliberate influencing of your negotiating counterpart's emotions for the ultimate purpose of building trust-based influence and securing deals. The ways you employ your voice, labels, mirrors, and dynamic silence all cont...

Negotiation was seen as a zero-sum game for a long time. The goal was to get as much out of the interaction as possible—but always at your opponent’s expense. Your counterpart was your enemy, and the negotiation was a battle. The idea is to realize that the situation is the adversary and that the...

Aim to magnify positive emotions. People are actually smarter when they’re in a positive frame of mind. Building trust, comfort, and rapport will help you accomplish your goals. It will also benefit you to abandon the whole notion that “they’re crazy.” Know that the other side has a rationale, mo...

Keep an eye out for black swans. Another crucial element in negotiation is the existence of black swans—those seemingly innocuous pieces of information that, once revealed, can change the entire negotiation process. Imagine this: You’re a vendor, and you’re sitting across the table from the execu...

Take emotions into consideration. Negotiators used to assume that eliminating emotion from the process would create the most logical (i.e., best) outcome. But what we understand now through neurological research is that there is no way to cut people’s feelings out of the process. Nor is it desira...

The idea is to demonstrate that you are not here to deceive or exploit the other side—sometimes showing deference can be key.

Work to deactivate negative feelings. Fear, suspicion, anger, aggression, and distrust will impede the negotiation. From a neurological standpoint, this means you should work to defuse activity in the amygdala, the part of the brain that houses those feelings. Watch for body language that indicat...