Rejection of Empathy in Negotiation |
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| Authors: | Bilyana Martinovski David Traum Stacy Marsella |
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| Institution: | (1) Institute for Creative Technologies & Information Science Institute, University of Southern California, 13274, Fiji Way Marina Del Rey, California 90292, USA |
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| 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. |
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| Keywords: | negotiation empathy trust linguistics social behavior discourse analysis conversation analysis |
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