In a negotiation process, whether it is for a job interview or a commercial transaction, two related approaches are often used to understand the opponent: perspective-taking and empathy. The first is the cognitive power to consider the world from someone else’s viewpoint, the second is the power to connect with them emotionally.
Adam Galinsky of Kellogg School of Management at Chicago Northwestern University and his team tested these different approaches in a study outlined in this week’s Economist. Results are worth the click