What is Empathic Negotiation? - Negotiation Tools

Empathic negotiation allows you to get an understanding of how the other party is feeling. This will help you build rapport and improve your ability to negotiate effectively.
Almost magically, your empathy lets you create trust and liking. These are powerful tools when you want to strike a successful deal. It is especially useful to help you avoid confrontation or dial-down a potential conflict.
Watching this video is worth 1 Management Courses CPD Point.
(See below for more details)
This video is part of course module number 5.2.3
Program 5: Managerial Skillset
Course 2: Negotiation
Section 3: Tools for Negotiators
Other videos about Tools for Negotiators include:
- How to Ask Questions
… https://youtu.be/uy2fS0MhmAQ
- Listening Skills
… https://youtu.be/YCIryXl-ApI
- Influencing and Persuading
… https://youtu.be/fLXJzjIWUoM
- Force Field and PMI Analysis
… https://youtu.be/NPtN1YREA5w
- MOSCOW Analysis
… https://youtu.be/-UaczoKrjvk
- How to Handle Deadlock
… https://youtu.be/jj62GodhUpg
- How to Handle a Breakdown
… https://youtu.be/-ZqphBpceIs
Module 5.2.1 covers the Fundamental Model of Negotiation. Start with the introductory video: Fundamental Model of Negotiation - https://youtu.be/PKz4pDm1e90
Module 5.2.2 covers Key Concepts in Negotiation
Start with Core Principles: of Negotiation https://youtu.be/FiEneNag8cI
LESSON NOTES
Empathy starts with good listening
Then 5 steps
1. When they stop…
• Pause
- Silence
- Thinking
2. Now convey your understanding, using their words
• I can see that you think that…
• I appreciate why you are saying…
• I Understand that…
3. Now own your response
• De-fuse the pressure with 'I am sorry that…'
- Not ‘I am sorry but…’
- We hear ‘but’ and forget what went before
• Then make your point…
- I feel that…
- I think that…
- My assessment is that…
4. Label your next step
• I’d like to make a suggestion
• I have one more question
• There’s a point I’d like to add
5. Now assert your preference
• What is suggest is…
• I’d like to propose…
• May I suggest…
• Before we move on, can I ask…
• The point I want to make is…
RECOMMENDED EXERCISE
1. Reflect on the most effective negotiators ou have observed. How did they build empathy with the people around them? (2 MC CPD Points)
2. Next time you need to either negotiate or enter a significant discussion, practice your empathy-building skills. Use good listening and the five setps in this video. (2 MC CPD Points)
3. If you haven't already done so, watch our video on listening skills: https://youtu.be/YCIryXl-ApI
DOWNLOADS
Free Resources
- CPD Tools - https://gum.co/MC-CPD
Paid resources
- Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)
RECOMMENDED READING
Negotiate Wisely in Business and Technology (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ
Management Courses Continuing Professional Development (CPD) Points
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it here: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
- If you simply watched the video, record 1 MC CPD point
- If you also carried out all of the recommended exercises, score a total of 5 MC CPD points
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Note:
Links to our book recommendations are affiliated through Amazon
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