Title | Rejection of Empathy in Negotiation |
Publication Type | Journal Article |
Year of Publication | 2007 |
Authors | Martinovski, B., D. R. Traum, and S. Marsella |
Journal | Group Decision and Negotiation |
Volume | 16 |
Start Page | 61--76 |
Date Published | January 2007 |
Type of Article | Research article |
ISSN | ISSN 0926-2644 |
Abstract | 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. |
URL | http://www.ingentaconnect.com/content/klu/grup/2007/00000016/00000001/00009032 |