Empathic Features of Conducting Negotiations in an Entrepreneurial Environment

Abstract

In business and scientific literature, empathy (i.e. the ability to accept different perspectives, put oneself in another person's place, and develop interpersonal relations) occupies an important place. However, there is a risk that, in negotiations, the ability to induce the counterparty to accept the prospect, i.e. the display of empathy, is no less critical for success. External pressure and aggression cause psychological resistance. Sometimes such resistance takes on grotesque forms, forcing people to commit actions that directly contradict their interests to demonstrate their independence. The study's novelty stems from the fact that negotiations in work as an entrepreneur depend on empathic ability. The authors show that empathy training and upgrading can improve the quality and success of negotiations, leading to concluded contracts and, consequently, to better business performance. The work has established that entrepreneurial empathy in professional activities contributes to the development of secondary socioeconomic indicators of the environment and society. The study's practical significance is determined by the structure of the creation of an empathic component in the practical activities of business structures in the context of overcoming crisis phenomena in the economy.