The Power of Empathy

Empathy is a cornerstone of effective negotiation. Chris Voss emphasizes that understanding the other party's emotions and motivations can lead to more successful outcomes. By actively listening and validating their feelings, you build trust and rapport. For instance, in a hostage negotiation, showing empathy can de-escalate tension and open the door to peaceful resolutions. 'Empathy is not about agreeing. It's about understanding.'