Empathyis not just for wimps

My dog EdwardLobster sex

The 44th president of the USAWinston Churchill

George OrwellTom Hanks

“There is a lot of talk in this country about the

federal deficit. But I think we should talk more about

the empathy deficit”

Empathy > Compassion

NegotiationTrust building

CommunicationSelling

“Empathy is not a soft nurturing value but a hard commercial tool that every

business needs in its DNA”

T

“If you’ve got a little bit of empathy, you’re kind of not a psychopath.”

Twotypes of empathy

1. Affective empathy

Shared emotional response

Oxytocin

Morality

Trust Empathy

Source: The Moral Molecule - how trust works, Paul Zak, 2013

Oxytocin’s virtuous circle

2. Cognitive empathy

Perspective taking

“Cognitive empathy is the imaginative act of stepping into another person’s shoes and being

able to look at the World from their perspective”

Humanity is the key to empathy

Empathy can be learned and perfected

PrejudiceAuthorityDistance

1. See the person

2. Immerse yourself

3. Hone the craft of conversation

4. Speak authentically

5. Tell stories

The more we see the World the way our clients see the World, the more successful we will be personally and commercially

Thank you