This approach was coined as "forced empathy"[0] by Chris Voss, author of the book on negotiating Never Split the Difference[1]. I would highly recommend reading it. Blackswan LTD is the consulting group he made based on his experiences, also mentioned in the book.

[0] https://blog.blackswanltd.com/the-edge/the-1-tactic-for-nego...

[1] https://info.blackswanltd.com/never-split-the-difference