What is Empathic Negotiation? - Negotiation Tools

The video tutorial discusses five steps to enhance empathic negotiation. It emphasizes the importance of listening and using silence to gather information. Conveying understanding by using the speaker's keywords is crucial. Thoughtful responses should acknowledge the speaker's perspective. Labeling your next step prepares the listener for your point. Finally, making your point effectively while maintaining empathy ensures smoother negotiations and mutual understanding.

Why is it important to pause after the other person stops speaking?

• To plan your next argument

• To reflect and process what was said

• To give them time to leave

• To show that you are not interested

What is a key strategy in conveying understanding during a negotiation?

• Ignore their choice of words

• Use their exact keywords

• Reframe their words immediately

• Use complex vocabulary

When making a response that contradicts the other person's view, what phrase should you use?

• I feel that

• I don't care

• I'm sorry, but

• You said

What is the effect of using 'I'm sorry that' instead of 'I'm sorry, but'?

• It confuses the listener

• It makes the apology less sincere

• It prepares them for a challenging statement

• It makes them forget the apology

How should you label your next step in a negotiation?

• By making a demand

• By stating your final decision

• By proposing an idea or asking a question

• By ignoring the other person's input

What is the purpose of labeling your next step in a conversation?

• To show dominance

• To end the conversation

• To prepare them mentally for what you will say

• To confuse the other person

What is the ultimate goal of following the five steps in empathic negotiation?

• To win the argument

• To avoid any agreement

• To build a sense of empathy and understanding

• To manipulate the other person