Negotiate with Empathy

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Focus on negotiating with empathy to help achieve objectives and maintain relationships within the organization.

Our Advice

Critical Insight

Recognize that negotiation does not have to be a formal event. We negotiate constantly in our day-to-day interactions at work.
Adopt a structured approach to negotiation to prepare effectively, communicate clearly, and clarify closing positions.
Take the time to understand both parties’ motivations to negotiate with empathy.

Impact and Result

Take the time to prepare for the negotiation to identify both parties’ perspectives and objectives.
Focus on finding a solution that allows both parties to achieve their ultimate objective.
Calmly close the conversation, focusing on agreed-upon actions and confirming that both parties are on board.

Negotiate With Empathy Research & Tools

1. Negotiate with empathy

Train managers to approach negotiation thoughtfully and with empathy.

About McLean & Company

McLean & Company is an HR research and advisory firm providing practical solutions to human resources challenges via executable research, tools, diagnostics, and advisory services that have a clear and measurable impact on your business.

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Call 1: Learn how to train managers to understand the negotiation process and approach negotiations from a people-first perspective.

Contributors

Adelle Popolo, Retired Management Consultant
Ann Frost, Associate Professor of Organizational Behavior, Ivey Business School
Dave Chalmers, Management Consultant
Keld Jensen, CEO, MarketWatch Centre for Negotiation; author, professor, advisor, and speaker on negotiation
Kristi Hedges, CEO, The Hedges Company; author of The Power of Presence
Michael Dickstein, Dickstein Dispute Resolution/MEDiate