Is empathy the vital element in persuading people to drop their guard?
I think empathy is a vital element in anything you do. If you can’t put yourself in the shoes or the mind of whoever you are dealing with, you’re not going to get very far. You need to do a lot of research and be a careful listener. Without both of those things, you’re going to have trouble. But there is another element. To be honest, I can’t explain what it is. You could call it empathy. It’s like trying to set up an invisible bond between myself and the person I’m talking to, whereby without actually saying it overtly – in my body language, eye contact and ways even I don’t know and can’t define – I’m actually trying to say, “Trust me.” I may interview a hundred people during the year. But, in fact, 101 people have been profiled in that time … because I’m the other one. I put myself out there in the way I ask questions, in the way I respond to answers, sometimes in my ignorance, sometimes in my stupidity. I’m also vulnerable, and I think that’s an important thing for the guests to un
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