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Rejection of Empathy in Negotiation

Author

Listed:
  • Bilyana Martinovski

    (University of Southern California)

  • David Traum

    (University of Southern California)

  • Stacy Marsella

    (University of Southern California)

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.

Suggested Citation

  • Bilyana Martinovski & David Traum & Stacy Marsella, 2007. "Rejection of Empathy in Negotiation," Group Decision and Negotiation, Springer, vol. 16(1), pages 61-76, January.
    • Handle: RePEc:spr:grdene:v:16:y:2007:i:1:d:10.1007_s10726-006-9032-z
    DOI: 10.1007/s10726-006-9032-z
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    Citations

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    Cited by:

    1. Bilyana Martinovski, 2014. "Interactive Alignment or Complex Reasoning: Reciprocal Adaptation and Framing in Group Decision and Negotiation," Group Decision and Negotiation, Springer, vol. 23(3), pages 497-514, May.
    2. Michele Griessmair, 2017. "Ups and Downs: Emotional Dynamics in Negotiations and Their Effects on (In)Equity," Group Decision and Negotiation, Springer, vol. 26(6), pages 1061-1090, November.
    3. Maxwell-Smith, Matthew A. & Barnett White, Tiffany & Loyd, Denise Lewin, 2020. "Does perceived treatment of unfamiliar employees affect consumer brand attitudes? Social dominance ideologies reveal who cares the most and why," Journal of Business Research, Elsevier, vol. 109(C), pages 461-471.
    4. Michael J. Hine & Steven A. Murphy & Michael Weber & Gregory Kersten, 2009. "The Role of Emotion and Language in Dyadic E-negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 193-211, May.
    5. Bridget Kane & Saturnino Luz, 2011. "Information Sharing at Multidisciplinary Medical Team Meetings," Group Decision and Negotiation, Springer, vol. 20(4), pages 437-464, July.

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