A “like” is an expression of value appreciation or desire that the Black Swan Group refers to as a positive. A “dislike” is a lack of appreciation, aversion or reluctance, to or for something. It is what we refer to as a negative. The positive or negative emotion that the counterpart attaches to a term or a dynamic is a clue as to the valuation they have put on it. The recognition, articulation, and exchange of values are what negotiation is all about.
Do try this at home.
FBI Empathy = Revenue
Is revenue boring?
FBI empathy is the same as what we refer to as “tactical empathy” in our book “Never Split The Difference: Negotiating As If Your Life Depended On It.”
What is it? It’s knowingly and intentionally influencing your counterpart’s emotions to make deals. It’s how you give your family a better life.