What role does empathy play in negotiation?
- Helps in understanding the other party's perspective and building rapport
- Irrelevant in negotiation
- Manipulates emotions to gain advantage
- Shows weakness and should be avoided
Empathy in negotiation is crucial for understanding the other party's perspective, building rapport, and establishing trust. It allows negotiators to recognize emotions and needs, facilitating effective communication and collaboration. Manipulating emotions or considering empathy as a weakness can hinder trust and damage relationships, affecting the negotiation outcome negatively.
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