Tatical Empathy

Psychotheraphy shows that when individuals feel listened, they tend to listen to themselves more openly and reevaluate their own thoughts and will. In addition, they become less defensive and more willing to listen other perspective. Listening is the most active thing we can do in a conversation.

Tatical empathy is a strategy to grab the empathy of another person or group to influence them by building trust. Listening is like a martial art, balancing the subtle behaviors of emotional intelligence and the assertive skills of influence, to gain access to the mind of another person. We’re applying neuroscience of how emotions drive behavior and use that knowledge to influence outcomes.

Source: Never Split the Difference page 16.