We’ve long known that to be a successful negotiator , it isn't enough to come up with a good offer. Great negotiators are able to engage their counterpart’s attitudes, emotions, and thinking patterns. Some of this has been captured in discussions of ‘empathy’ and ‘emotional intelligence,’ but much of it remains ineffable. Yup - it's vague enough, to require a vague word to describe it.
In this new chapter from the Negotiator’s Desk Reference, Prof. Andrea Schneider of Marquette and I name and map out new elements of engaging your counterpart, and helping them engage with you, on multiple levels – emotional, attitudinal, cultural, communicative, and more - and techniques for using that engagement to build a bridge over which they can cross to your side.
Hope this helps! We look forward to hearing thoughts and feedback.