Blackstone Executive Vice Chairman Tony James says he's less optimistic now than before that the U.S.-China trade war could be resolved, but even a smaller deal could help...World Economyread more
The massive market transformation this month that some on Wall Street called a "once in a decade opportunity" might have just been a one-off technical move because of taxes.Marketsread more
The Pentagon will deploy U.S. forces to the Middle East on the heels of the attack on Saudi Arabian oil facilities, United States Secretary of Defense Mark Esper announced...Defenseread more
CNBC did a deep dive through the most recent Wall Street research to find stocks that analysts say are underappreciated.Marketsread more
Shares of MasterCard are up 46% this year, and 1120% since 2011, getting a boost from the strong U.S. consumer.Investingread more
CNBC sat in on an "empathy training" at Amazon PillPack's Somerville offices, which is part of new hire orientation.Technologyread more
Trade with China is the 'big unknown' for the Federal Reserve as it decides how best to support the U.S. economy, says Council on Foreign Relations Director of International...Futures Nowread more
Lobbying experts said the visit is likely an attempt to be in lawmakers' ears as they consider legislation that would impact Facebook.Technologyread more
Yardeni Research's Edward Yardeni believes the U.S. economy is picking up steam.Trading Nationread more
Iran's audacious drone and cruise missile attack on Saudi Arabia's oil producing facilities has provided a critical test yet for the Trump administration's foreign policy. A...Politicsread more
To give yourself the upper hand in any negotiation, go out of your way to show the opposition you understand how they feel.
And in particular, understanding and acknowledging the concerns the other party may have about you is a sign of strength.
"A really good empathy statement actually includes you saying the other side's negative feelings about you. It actually makes you look fearless," says Voss, founder and CEO of strategy consultancy Black Swan Group and a former lead international kidnapping negotiator for the Federal Bureau of Investigation.
By articulating your counterpart's doubt, you are saying, "I know how you feel about me, and I'm not afraid."
Voss, who was also lead crisis negotiator for the New York City Division of the FBI and a member of the New York City Joint Terrorist Task Force for 14 years, says it makes you seem courageous and self-aware.
"In your eyes, your respect for me increases because I'm not afraid of the negativity, and I'm very honest about it, which means as far as you're concerned, I'm also not delusional," he explains.
Examples of empathy statements that take into account common negative feelings include: "It seems like I'm not listening to you," or "It seems like I'm not taking your interests into account," says Voss, author of "Never Split The Difference: Negotiating As If Your Life Depended On It."
Empathy does not require that you agree with the other person's perspective. It does not even mean that you like your counterpart.
"The FBI hostage negotiation definition of empathy doesn't have anything to do with like or agree or disagree. It just is. I can recognize how you actually feel," says Voss.
Additionally, in negotiation, empathy is not about making friends. It is simply a highly effective tool.
"I'm a mercenary. I love empathy not because I'm a missionary, not because I'm a nice guy. I love empathy because it helps me get my way," says Voss. Even sociopaths, those who have no conscience, use cognitive empathy because they know it will help them get what they want, notes Voss.
"Empathy makes you more effective; it saves time. The other side will come to agree with you sooner if they feel empathy from you," says Voss.
"For some reason, you care if I understand your pain. ... Empathy gets me what I want without paying for it for it. And that's the importance of empathy. I don't have to trade anything for it."
Like this story? Like CNBC Make It on Facebook.