One can label their counterpart's fears during a negotiation by practicing active listening and tactical empathy. This involves making the counterpart feel safe enough to reveal themselves. The negotiator can then identify and verbally acknowledge these fears, which is known as 'labeling'. This process helps to build a connection and understanding between the negotiators, which can be beneficial in reaching a satisfactory outcome.
Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our li...
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