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Chris's approach focuses heavily on empathy. He describes empathy as the ability to make people feel understood.
The core proponents of his empathetic approach teaches us:
With the usual need to polarize and identify what is different about his approach compared to others, Chris spends some time debunking the “Getting To Yes” methodology of negotiation. While some found success through its use (was used by the FBI and NYPD), Chris argues that it didn't stand up to some of the toughest negotiations. He believes it gave too much credit to rationality.
He explains that the “rational focused negotiation” approach slowly started to shift with introduction of findings from psychologists like Daniel Kahneman, who argued that we cannot attack negotiation through rationality, rather we must approach it from emotion. ( Kahneman discusses this in his popular book "Thinking Fast and Slow")
The rational "Getting to Yes" principles:
The emotion focused "Never Split The Difference" principles:
