If you've ever stayed quiet instead of asking for what you're worth, this episode is for you.
Most negotiation advice tells us to push harder, hold our ground, and make a stronger case.
But what if the real leverage in a negotiation comes from doing the opposite?
On the latest episode of the Leadership Lab Podcast, I’m joined by Jonathan B. Smith, a negotiation expert and trainer with The Black Swan Group, to talk about why empathy may be one of your most powerful negotiation skills.
Jonathan trained directly under former FBI negotiator Chris Voss and co-authored the bestselling book Fight Less, Win More. We explore how understanding the other person can completely change the outcome of a difficult conversation.
In this episode, Jonathan shares:
- What tactical empathy really means, and why it isn't about giving in
• How labeling can help you understand what's happening beneath the surface
• Why staying quiet after asking a difficult question can be more powerful than filling the silence
• The three negotiation tones and when to use each one
• How a simple no-oriented question helped break months of silence
• How to practice your negotiation skills in everyday, low-stakes situations
If you've ever hesitated to ask for what you're worth, press play before your next hard conversation.
🎧 Listen to the full episode of the Leadership Lab Podcast: Sharpen Your Negotiation Skills Starting Today With Tactical Empathy.
Listen to the full episode here:
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