Peter accomplished this maneuver by getting inside Rich’s head, rather than his heart. Studies led by Columbia psychologist Adam Galinsky show that when we empathize at the bargaining table, focusing on our counterparts’ emotions and feelings puts us at risk of giving away too much.* But when we engage in perspective taking, considering our counterparts’ thoughts and interests, we’re more likely to find ways to make deals that satisfy our counterparts without sacrificing our own interests. Peter never would have discovered his solution if he had continued to empathize with Rich. By shifting
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