Empathy as Negotiation Architecture

“Soon, I got the hang of M&A negotiation by realizing that often the people involved were concerned with issues beyond just the sale price. From the shoes of the seller, maybe it was the taxes on the deal, or a parent with a good-for-nothing kid, or a dream of retiring in Palm Beach. Whatever was important to the seller, I tried to resolve it. Instead of going about the negotiation through force, I began to see that a touch of empathy and a bigger worldview gave me more context and a better chance of a win-win transaction.”

“Quickly I sensed the takeover game required so much more than just my focus on the numbers. Negotiating is all about understanding what the seller wants and how you can satisfy the seller and still make the transaction work for you. Empathy is a big part of being a good negotiator, friend, or teacher, and something I struggle to recognize and refine in myself at times. Listening saved me. As the saying goes, someone doesn’t care what you know until they know that you care.”