Using emotional intelligence in negotiations
- Repeat the last 1-3 words your counterpart just said back to them - makes your counterpart feel safe enough.
- Practice tactical empathy. Demonstrate to your counterpart that you see the nuances of their emotions.
- Get to a “no.” Being pushed for “yes” makes people defensive; they fear a trap.
- The moment you’ve convinced someone that you understand their dreams and feelings is the moment a negotiation breakthrough can happen.
- Create the illusion of control. The secret to gaining the upper hand in a negotiation is to give the other side the illusion of control.
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1.a. Tactical Empathy: Emotional Intelligence
Emotional Intelligence: At its core, tactical empathy requires a high level of emotional intelligence. It's about being attuned to the subtle cues in a person's voice, their body language, and the words they choose. This awareness allows you to gauge thei...
The KeyWords
- Tactical Empathy: Involves understanding the emotions of the counterpart and using that understanding to your advantage.
- Mirroring: This technique involves repeating the last three words (or the criti...
Emotional Intelligence In Confrontations
- Strong self-awareness and self-management would let you control your initial impulses or any anxiety you might have around a hard conversation.
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