Bilyana Martinovski, David Traum, Stacy Marsella: “Rejection of Empathy in Negotiation”

May 26, 2005 | Ottawa, Ontario

Speaker: Bilyana Martinovski, David Traum, Stacy Marsella
Host: FINEXIN 2005: Workshop on the Analysis of Informal and Formal Information Exchange during Negotiations

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.