A good negotiator should be empathetic, because empathy allows him to:

• understand the position of negotiating partners,
• correctly interpret their attitude,
• take into account their expectations and needs.

Empathic people understand both their own emotions and are able to read the emotional states of others. As the saying goes, they know how to put themselves in the shoes of their interlocutors. This helps tremendously in negotiating. Especially at the beginning, when we get to know each other and build a good atmosphere, and a little later, when during the negotiations we come across some difficult or sensitive issues. Such perception, together with openness, allows for verification of one’s own views and fruitful search for solutions that will satisfy all participants of the negotiation process.

A complete lack of empathy, manifested by indifference, can also lead to resorting to forceful solutions.

However, a good negotiator should be empathetic to a limited extent. Because when negotiating, you can’t afford to feel:

– co-responsibility for the difficult situation of the other party

– internal bond to help.

For then these, of course, very noble feelings will interfere with our ability to negotiate the best solution for us.

When negotiating, it is absolutely essential to show respect to your partners. However, there is no room for compassion during negotiations.

Source:https://poradniknegocjatora.pl/empatia-w-negocjacjach/

Projekt otrzymał dofinansowanie z Norwegii poprzez Fundusze Norweskie 2014-2021, w ramach programu „Dialog społeczny – godna praca”.