Nelson Mandela famously spent some of his time in prison studying Afrikaner history and teaching himself Afrikaans, the language of his jailers. He understood that being able to see the world through the eyes of his adversaries would be important in any future negotiations.
Empathy and emotions – both one’s own and those of the other side – play a crucial role in negotiating and dealmaking, whether in politics or in business. Emotional awareness can help you navigate blind spots and prejudices and arm you with self-control.
In the recently published book, The Art of Negotiation: How to Improvise Agreement in a Chaotic World, Professor Michael Wheeler of Harvard Business School likens the skill of good negotiators to that of jazz musicians or comedians who improvise. Artists such as these know how to read each other’s moods, respond creatively to unexpected twists and turns and run with a theme.