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The Tension Between Empathy and Assertiveness
Author(s) -
Mnookin Robert H.,
Peppet Scott R.,
Tulumello Andrew S.
Publication year - 1996
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/j.1571-9979.1996.tb00096.x
Subject(s) - empathy , assertiveness , assertion , negotiation , psychology , social psychology , process (computing) , simulation theory of empathy , political science , law , computer science , programming language , operating system
This article explores two central dimensions of negotiation behavior: empathy and assertiveness. Empathy refers to the process by which negotiators demonstrate an understanding of their counterpart. Assertiveness refers to the process by which a negotiator articulates and advocates her interests. Although many people experience empathy to be incompatible with assertion and vice‐versa, the authors suggest that the most effective negotiators develop expertise along both dimensions.