Rejection of Empathy in Negotiation

TitleRejection of Empathy in Negotiation
Publication TypeJournal Article
Year of Publication2007
AuthorsMartinovski, B., D. R. Traum, and S. Marsella
JournalGroup Decision and Negotiation
Start Page61--76
Date PublishedJanuary 2007
Type of ArticleResearch article
ISSNISSN 0926-2644

Trust is a crucial quality in the development of individuals and societies and empathy plays a key role in the formation of trust. Trust and empathy have growing importance in studies of negotiation. However, empathy can be rejected which complicates its role in negotiation. This paper presents a linguistic analysis of empathy by focusing on rejection of empathy in negotiation. Some of the rejections are due to failed recognition of the rejector's needs and desires whereas others have mainly strategic functions gaining momentum in the negotiation. In both cases, rejection of empathy is a phase in the negotiation not a breakdown.