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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.
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Mnookin et al. (1996) studied this question.
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