The document discusses the importance of empathy as a critical tool in business, arguing that it's essential for communication, negotiation, and trust-building. It differentiates between affective and cognitive empathy and outlines ways to develop and enhance empathetic skills. The text concludes by emphasizing that understanding clients' perspectives leads to greater personal and commercial success.

1. Empathy
is not just for wimps

2. My dog Edward
Lobster sex
The 44th president of the USA
Winston Churchill
George Orwell
Tom Hanks

3. “There is a lot of talk in
this country about the
federal deficit. But I think
we should talk more about
the empathy deficit”

5. Empathy > Compassion

6. Negotiation
Trust building
Communication
Selling

7. “Empathy is not a soft nurturing value
but a hard commercial tool that every
business needs in its DNA”

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

9. Two
types of
empathy

10. 1. Affective empathy

11. Shared emotional response

13. Oxytocin
Morality
Trust Empathy
Source: The Moral Molecule - how trust works, Paul Zak, 2013
Oxytocin’s virtuous circle

15. 2. Cognitive empathy

16. Perspective taking

17. “Cognitive empathy is the imaginative act of
stepping into another person’s shoes and being
able to look at the World from their perspective”

21. Humanity is the key to
empathy

22. Empathy can be learned and
perfected

23. Prejudice
Authority
Distance

24. 1. See the person

25. 2. Immerse yourself

26. 3. Hone the craft of
conversation

27. 4. Speak authentically

28. 5. Tell stories

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

31. Thank you