The Chinese general and military strategist Sun Tzu famously wrote that the “supreme art of war is to subdue the enemy without fighting.” Using empathy at the negotiation table is the modern-day embodiment of this strategy. A fundamental human need is to feel accepted, validated, and understood by others. This reality means that negotiation strategy is really about psychology. To get from Point A to Point B, the skilled negotiator must exploit psychological principles – and this means empathy must …
Month: November 2019
First and foremost, I want to congratulate all my fellow inductees. Quite frankly, I was very surprised to be included with this group and was certain that a mistake had been made. Once I confirmed that it was not a mistake, that triggered a lot of internal struggle as to what would be my message tonight as I received this award. I of course thank my entire team at CMM, and my dear friend and co-inductee Terri Alessi-Miceli, collectively a …