A “like” is an expression of value appreciation or desire that the Black Swan Group refers to as a positive. A “dislike” is a lack of appreciation, aversion or reluctance, to or for something. It is what we refer to […]
Do try this at home. FBI Empathy = Revenue Is revenue boring? FBI empathy is the same as what we refer to as “tactical empathy” in our book “Never Split The Difference: Negotiating As If Your Life Depended On It.” […]
We all like to think that we have a certain amount of logic, some more than others, especially when it comes to making decisions that have a serious impact on our future – like in negotiation for example.
Master this way to say “no” that doesn’t kill your deals and instead leads to success.
Eric Barker wrote in his blog “Barking Up The Wrong Tree” that gratitude is the tactical nuke of emotions. That when you bring yourself to feel it, gratitude does a remarkable job of wiping the negative emotions away. That’s totally […]
First of all, let’s discard the notion that she was successful in getting Apple’s attention simply because she’s in a position of influence in her industry. Apple’s not scared of anyone. As a matter of fact, they may well prefer […]
There is no question that the average person has some understanding of empathy. It would not be a surprise if your first instinctual reaction to the title of this article was “of course” or “yes I do.” Even if you […]
The reason I try to make it a point to use empathy in all negotiations and most conversations is because I have had the luxury of experiencing how powerful it is. Simply put, I use empathy because it works. Not […]
Last week, during a speech at Georgetown University, Secretary Hillary Clinton advocated, “…showing respect, even for one’s enemies. Trying to understand and, insofar as psychologically possible, empathize with their perspective and point of view…” As expected a significant number of […]
Rule #1: Use the “Late-night FM DJ voice to deliver bad news. Rule #2: Give them fair warning (disarming empathy) and then deliver the bad news. Rule #3: Exit gracefully! International kidnapping situations are a lot different than we think. […]