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Rejection of empathy in negotiation
University of Borås, School of Business and IT.
2007 (English)In: Journal of Group Decision and Negotiation, Vol. 16, no 1, 61-76 p.Article in journal (Refereed)
Sustainable development
The content falls within the scope of Sustainable Development
Abstract [en]

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.

Place, publisher, year, edition, pages
Springer , 2007. Vol. 16, no 1, 61-76 p.
Keyword [en]
empathy, interaction, social interaction and IT design
National Category
Computer and Information Science Other Humanities
Research subject
Bussiness and IT
Identifiers
URN: urn:nbn:se:hb:diva-3205DOI: 10.1007/s10726-006-9032-zLocal ID: 2320/9676OAI: oai:DiVA.org:hb-3205DiVA: diva2:871302
Available from: 2015-11-13 Created: 2015-11-13

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CiteExportLink to record
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Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
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  • de-DE
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