Empathy and needs during the negotiation process --- We have already pointed out in former lessons and debates the importance of listening and empathizing with our countepart during the negotiation process. When it comes to a lack of ownership, I was wondering if during the negotation phase this work of listening and better understanding the needs and interests of the counterpart has sufficiently been done? Maybe this lack of ownership is the reflection of not having been taking enough into account these issues.

Source author: María Romero Pardo sohi1z1@hotmail.com