Neuroscience behind tactical empathy?

The neuroscience behind tactical empathy can be understood through the lens of how humans process emotional communication and respond to being understood. Tactical empathy, as explained by Chris Voss, involves actively demonstrating understanding of another person's emotions and perspective without necessarily agreeing with them or feeling compassion. This method is grounded in neuroscience, showing that when people feel their negative emotions are acknowledged, they often react less defensively and more positively 1.

Practically, this means calling out the "elephant in the room," which helps deactivate negative emotions. For instance, saying "I understand this might sound greedy" rather than denying it, allows the other person to feel heard and understood, engaging their emotional circuitry in a favorable way. This approach has been shown to be effective even in extreme cases like dealing with paranoid schizophrenia 1.

Additionally, Andrew Huberman notes that empathy enhances communication and rapport. Building rapport, even on small commonalities like shared interests, can significantly impact how well advice or information is received and acted upon. This is particularly evident in healthcare, where patients are more likely to follow the advice of doctors they feel connected to, demonstrating the powerful effect of empathetic communication on behavior and decision-making 2.