Fran Hauser on Empathy in Negotiations
Dr. Mark Goulston
Co-Founder, Deeper Coaching Institute, co-creator, Deeper Coaching Certification, divisions of On Global Leadership, Marshall Goldsmith 100 Coaches member, author, "Just Listen"
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There’s a lot of talk about empathy in leadership, but have you ever considered how important it is when negotiating?
My friend and colleague Mary Olson-Menzel, Executive Coach and founder of MVP Executive Development, recently sat down with Fran Hauser, author of The Myth of the Nice Girl and Embrace the Work, Love Your Career, who believes that understanding another’s point of view will help create a win-win situation in business and beyond.
Too often negotiations can deteriorate into a zero sum game where there are no winners. By practicing empathy and creating connection, you deepen relationships and cultivate trust, leading to a better outcome for all.
Before your next negotiation, put yourself in the shoes of the other person. Determine what is most important to them. Imagine a desired outcome that works for both of you. Then, come together to achieve it.
Mark, Mary, Evan, and Beverley
Good stuff, as empathy in negotiations can lead to better outcomes. Years ago, I negotiated the provisions of NJ's pioneer car leasing law with senior legal counsel from the car industry when I worked for the State's Consumer Affairs division. The key to my success (honored by the NJ Senate for the outcome)? #1 Figuring out what mattered most to the delegation I was negotiating with. Often people's words run hot, but does their emotional body language align? Sometimes not. #2 Reading the delegation's facial expressions linked to happiness, fear and anger were especially helpful for understanding how they felt even beyond what they might have consciously realized were their hot buttons!
Co-Founder, Deeper Coaching Institute, co-creator, Deeper Coaching Certification, divisions of On Global Leadership, Marshall Goldsmith 100 Coaches member, author, "Just Listen"
1yThank you Fran Hauser you were wonderful!