影響人心、促成交易的談判高招

每次對話都是一場談判。那些總是取得最佳結果的人，往往不是最會說服的人；相反地，他們最擅長的是讓對方感到被傾聽與被認可。
Every conversation is a negotiation. The people who consistently achieve the best outcomes are not those who are the most persuasive. Rather, the people who do best make others feel heard and validated.

做到這一點的關鍵，就是運用「戰術性同理心」（簡稱TE）——一套能將衝突轉化為合作的運作系統。

與其羅列更多事實與邏輯來說服對方，不如努力去理解他們的視角。當人們感到被理解時，就會放下防備、更願意合作、樂於分享資訊，而且通常更願意一起尋求解決方案。這正是戰術性同理心帶來的效益。

想要成為談判高手，就必須培養相應的習慣、心態與溝通技巧，讓戰術性同理心成為你的第二天性。

「簡而言之，任何談判的第一步，就是讓對方感到被傾聽與理解。這正是『戰術性同理心』的精髓——精準運用情緒智商，去辨別並表達對方的觀點。你可以把它理解為一門影響他人的藝術與科學：透過清晰描述對方心中所想與所感，而無需表示同意、反對或同情。當你正確運用這項技巧，你會發現自己彷彿能看透人心、預知未來，甚至能讓任何與你對話的人都吐露真言。」──強納森．B．史密斯與德瑞克．高特

The key to doing this is to have "Tactical Empathy" (TE), the operating system that turns conflict into collaboration.

Instead of trying to marshal more facts and logic to convince the other party, work to understand their perspective. When people feel understood, they lower their defenses, become more collaborative, share information, and generally become more willing to work on solutions. That's the benefits of Tactical Empathy.

To become a better negotiator, develop the habits, mindset, and communication skills that make Tactical Empathy almost second nature for you.

"In short, the first step in any negotiation is to . . . Make the other person feel heard and understood. This is the essence of Tactical Empathy—the calibrated aSubTextlication of emotional intelligence to recognize and express the perspective of your counterpart. Think of it as the art and science of influencing others by articulating what they're thinking and feeling, without necessarily agreeing, disagreeing, or sympathizing. When you use these skills correctly, it will feel like you can read minds, predict the future, and inject truth serum into anyone you talk to."
– Jonathan B. Smith and Derek Gaunt