Compassion Quote by Chris Voss
““In my negotiating course, I tell my students that empathy is “the ability to recognize the perspective of a counterpart, and the vocalization of that recognition.” That’s an academic way of saying that empathy is paying attention to another human being, asking what they are feeling, and making a commitment to understanding their world. Notice I didn’t say anything about agreeing with the other person’s values and beliefs or giving out hugs. That’s sympathy. What I’m talking about is trying to understand a situation from another person’s perspective. One step beyond that is tactical empathy. Tactical empathy is understanding the feelings and mindset of another in the moment and also hearing what is behind those feelings so you increase your influence in all the moments that follow. It’s bringing our attention to both the emotional obstacles and the potential pathways to getting an agreement done. It’s emotional intelligence on steroids.””
About This Quote
Source Book: Never Split the Difference by Chris Voss, 2016
Empathy means recognizing and verbalizing another’s perspective without agreeing with their values, while tactical empathy adds strategic insight to influence outcomes.
In simple terms: Understanding others’ feelings to guide decisions.
Key Takeaway
Use empathy to uncover hidden concerns.
Themes
communication
influence
emotional intelligence
Mood
thoughtful
strategic
Type
advice
instructional
When to use this quote
- business negotiations
- conflict resolution
- team leadership
- customer service
- lawyer-client meetings
Key Concepts
tactical empathy
perspective taking
negotiation strategy
Questions to Reflect On
- How can you balance empathy with firm boundaries?
- When does tactical empathy become manipulation?
A Different Perspective
Empathy alone may not change deeply held beliefs.
