Chris Voss, a former FBI hostage negotiator, emphasizes that successful negotiation is not solely reliant on pure logic. Instead, it revolves around comprehending and addressing what truly matters to people, which is rooted in their emotions.

Effective negotiation hinges on the skill of tactical empathy, which involves understanding the other party's perspective deeply and conveying that understanding back to them. Additionally, it's crucial to mitigate loss aversion, as individuals often fear losses more than they value gains. By addressing these fears, negotiators can reduce their impact and create an environment conducive to more constructive discussions.

Via Big Think.