The tension between empathy and assertiveness

被引：25

作者：

Mnookin, RH

Peppet, SR

Tulumello, AS

机构：

来源：

NEGOTIATION JOURNAL | 1996年 / 12卷 / 03期

关键词：

D O I：

10.1007/BF02187629

中图分类号：

C93 [管理学];

学科分类号：

12 ; 1201 ; 1202 ; 120202 ;

摘要：

This article explores two central dimensions of negotiation behaviour: 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.

引用

页码：217 / 230

页数：14