Master the Art of Tactical Empathy: The Surprising Key to Winning Any Negotiation

Negotiation is not just about what you say, but how you make the other person feel. Chris Voss’s concept of tactical empathy—actively recognizing and labeling the emotions of your counterpart—unlocks a new level of influence and connection.

The Neuroscience of Labeling Emotions
When emotions run high, the amygdala—the brain’s fear center—dominates, clouding rational thought. Labeling emotions with words like "It seems like you’re frustrated" shifts brain activity to the prefrontal cortex, enabling calmer, more logical processing. This neurological shift makes your counterpart more receptive and less defensive.

The Accusation Audit
Before entering difficult conversations, listing potential criticisms or negative perceptions openly—an accusation audit—preempts defensiveness. Saying,