The word ‘empathy‘ frequently gets mistaken with the word ‘sympathy’. Empathy is a brilliant tactic that is used when it comes to negotiating business or making deals in the world of IT. Successful negotiators know the power of empathy and how to use it because negotiation can make a significant difference in their meetings and outcomes. Let’s keep on reading more to find out what empathy is and how empathy is the secret saviour behind IT negotiations.
What is empathy?
Empathy is the ability to understand and further comprehend or feel what someone else is struggling or going through from within, it is about trying to understand that person’s perspective with an open mind.
Representation of empathy includes a wide range of sensitive or emotional states. There are several types of empathy, such as emotional empathy, somatic, cognitive empathy, etc.
How to be more empathetic towards someone?
The secret behind being empathic towards someone is you don’t even need to like the person or company you’re dealing with or even agree with them fully. All you need to do is understand their point of view during the negotiation and how to do that? Well, fear not, we are here to help you out of that.
1. Associate with your emotion.
2. Watch out for your body language.
3. Listen with all your concentration.
4. Never get defensive, judgemental always keep an open mind during a negotiation.
5. Make sure the party knows you are present and listening intently.
If you can keep these five very basic points in mind, you are good to go.
Why is empathy so important and required during negotiations?
In any negotiation, the objective is always either a compromise or understanding and finally an agreement between two companies or parties. It tends to be exceptionally intimidating or occasionally scary, particularly if managing petulant topics. Arguments, conversation, and haggling would all be important for the way toward a proper negotiation. However, those individuals who are best in negotiating do realize how to pay attention to the next party to understand and get a grasp of their side of the exchange and what they are exactly looking forward to.
Negotiations generally include some sort of relationship building and the way toward really listening intently and finding out about the other party’s perspectives is very important. Empathy is a characteristic fit for this cycle, and when used during a negotiation can prompt a lot better progress in getting the other party to consent to your terms and compromises. Try to understand and comprehend the other perspectives by listening more carefully. Make sure to express and vocalize your doubts and understanding of their feelings to tell them that you identify with their thoughts or requirements.
How to use empathy in negotiations?
One of the major benefits of empathy lies in the fact that if you properly use it to construct your reflective response, your counterpart’s natural reaction will be to provide more explanation and information. If you are struggling to show or use empathy, this section will help you with the following tips helpful in learning to be more empathetic.
1. A good way to start the negotiation is always by making noncommittal responses, such as “it appears like”, or it “sounds like.”
2. Make sure you’re always participating and making educated guesses.
3. Make sure you are rephrasing the content, if you want to talk or elaborate your counter company’s topic make sure you restate the content while using different words or it might look like you are simply parroting him/her.
4. Identifying and recognizing the other party’s emotion, look out for their body language, questioning skills as well as how attentive they are while listening to the points you are making and raising.
Why is empathy necessary in IT negotiations?
We all can agree that IT is the new approach to entrepreneurship and it is growing stronger and bigger each passing day.
The only way to thrive in this ever-growing industry is solely by negotiations and negotiating, be it with other rival companies or companies you would want to collaborate with, in the near future.
IT companies know what they want and know how to get it done, so negotiation is one of the many important business skills you’ll need to thrive in this industry, and practising empathy while negotiation will not only make you a better negotiator but also one of the most respected people around in your sector of work.
A negotiation process without empathy can be and generally tends to be much easier to arrive at a stalemate or impasse. Those on one or the other side of the table can simply dive in their heels and be less able to budge or move and make compromises. Nonetheless, when empathy and compassion are used the counterparty feels understood and grasps your point of view about the project, and at the same time, their sentiments are being heard and valued. Those on one or the other side of the table can simply dive in their heels and be less able to budge or move and make compromises. They might be more able to comprehend as well as understand your side too, and the entire process will be much simpler to agree upon and reach a solid agreement.
Always remember some people might view and fear that they can be too empathetic and might get involved way too much or more than is required. Though this can be quite tricky but always keep in mind you are here to negotiate and the only way to succeed in this world of negotiation is by the power of sheer empathy. Be very sharp and clever, don’t let your counterparty fool you, try to understand their wants and requirements, and once you understand their motivation rephrase the content for cross-checking and use it against them. Use this data or the information gathered with a pinch of empathy to recommend bargains as well as future deals that will interest and attract to what they want, and finally will lead you to negotiate success.
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