Empathy enables you to know if the people you’re trying to reach are actually reached.  It allows you to predict the effect your decisions and actions will have on core audiences and strategize accordingly.  Without empathy, you can’t build a team or nurture a new generation of leaders.  You will not inspire followers or elicit loyalty. Empathy is essential in negotiations and sales:  it allows you to know your target’s desires and what risks they are or aren’t willing to take.