Master tactical empathy with the Core Four foundational tools. Jonathan B. Smith (JBS), expert EOS implementer trained by Chris Voss, reveals the four skills that form the basis for every successful negotiation.

If you just learn these four tools, you have the foundation for tactical empathy. Everything else builds on this.

THE CORE FOUR:

#1: LABELS

Start with: "It sounds like..." "It looks like..." "It feels like..." "It seems like..."

You have an intuition about what's going on—verbalise that intuition.

Label the LATENT dynamic, not the presenting dynamic.

Wrong: "It seems like you're angry" (makes them more angry) Right: "It seems like you're having a bad day" (they tell you why)

Labels are 3-7 words maximum. After you drop a label, use DYNAMIC SILENCE. Don't use the word "but." Keep it simple so people can respond.

#2: MIRRORS

Repeat the last 3-5 words someone said.

Downward inflection: "I heard you" (statement) Upward inflection: "Tell me more" (question)

Example: "Slow is smooth?" vs "Slow is smooth."

Gets someone to continue talking and provide further details on their thinking.

#3: DYNAMIC SILENCE

After a label or mirror, WAIT for the other party to respond.

We're impatient. We want our response. We want our point across. Everyone thinks we have to go faster.

But the silence actually makes it go FASTER because you get someone to respond quickly.

People are less likely to modulate how much information they provide with a label. They don't feel backed into a corner.

The silence allows them to respond and think.

We have to slow down to go fast.

"Slow is smooth and smooth is fast."

#4: THREE TONES (Never Use Assertive)

80% of the time: Accommodator tone (happy, upbeat, positive) 20% of the time: Late night FM DJ voice (specific, deliberate) NEVER: Assertive tone

When's the last time the assertive tone got you what you want? With your hotel upgrade? Never.

You're just hoping the person in front of you uses it so you can say: "I promise I'm not going to be as difficult as that last person."

THE DYNAMIC SILENCE CHALLENGE:

We're all uncomfortable with silence. Why?

We're impatient. We want to get our response and point across. Everyone's in a rush.

But silence makes it go faster because you get someone to respond quickly.

It's very hard in the beginning to use dynamic silence—but it's critical. If you don't use it, the label won't soak in and you'll just step right on your label.

ABOUT JONATHAN B SMITH (JBS):

John B Smith is an expert EOS implementer with over 1,500 sessions across 150+ companies. Author of Fight Less, Win More: The Missing Manual for Never Split the Difference. Trained by Chris Voss and the Black Swan Group in tactical empathy and negotiation. The Core Four are the foundational tools from his book—designed to give leaders the basis for tactical empathy practice.

CONNECT WITH JONATHAN:

Website: staycuriousjbs.com Book: Fight Less, Win More: The Missing Manual for Never Split the Difference LinkedIn: John B Smith

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