Negotiation & Persuasion

Reach agreement without losing yourself

Novice

Mastery0%

Novice

Concept 05 of 19

framework

Tactical empathy (Chris Voss)

Name the emotion you sense in the other side. It defuses faster than arguing against it.

Definition

The deliberate use of labels and verbal acknowledgment to recognise and defuse the other side's emotions during a negotiation.

Step 1

In one or two sentences, what do you think this concept means? Wrong is fine; the small struggle is what makes the answer stick.