File Download
There are no files associated with this item.
Supplementary
-
Citations:
- Appears in Collections:
Conference Paper: A cross-cultural study of the effects of perspective taking and empathy on negotiation strategies
| Title | A cross-cultural study of the effects of perspective taking and empathy on negotiation strategies |
|---|---|
| Authors | |
| Issue Date | 2016 |
| Citation | The 102nd Annual Convention of the National Communication Association (NCA 2016), Philadelphia, PA., 10-13 November 2016. How to Cite? |
| Abstract | This cross-cultural study examined why perspective taking could lead to superior negotiation outcomes than empathy by focusing on the conflict strategies that perspective takers and empathizers used in the negotiation process. The participants were students (N = 156) in MBA and communication classes in China and the US. Perspective taking and empathy were found to work in similar ways in a negotiation by encouraging negotiators to adopt strategies like integrating and compromising, indicating a cooperative and problem solving mentality. However, the two processes were also different in that higher perspective taking encourages obliging behaviors while higher empathy encourages avoiding behaviors. Perspective takers also used a greater degree of compromising and obliging strategies than empathizers. |
| Description | Convention Theme: Communication's Civic Callings Session - Benefits of Civility: Exploring Dynamic Relationships Between Individuals, Organizations and Nations (Individual Paper) |
| Persistent Identifier | http://hdl.handle.net/10722/232808 |
| DC Field | Value | Language |
|---|---|---|
| dc.contributor.author | Han, B | - |
| dc.contributor.author | Xie, X | - |
| dc.contributor.author | Yu, H | - |
| dc.date.accessioned | 2016-09-20T05:32:34Z | - |
| dc.date.available | 2016-09-20T05:32:34Z | - |
| dc.date.issued | 2016 | - |
| dc.identifier.citation | The 102nd Annual Convention of the National Communication Association (NCA 2016), Philadelphia, PA., 10-13 November 2016. | - |
| dc.identifier.uri | http://hdl.handle.net/10722/232808 | - |
| dc.description | Convention Theme: Communication's Civic Callings | - |
| dc.description | Session - Benefits of Civility: Exploring Dynamic Relationships Between Individuals, Organizations and Nations (Individual Paper) | - |
| dc.description.abstract | This cross-cultural study examined why perspective taking could lead to superior negotiation outcomes than empathy by focusing on the conflict strategies that perspective takers and empathizers used in the negotiation process. The participants were students (N = 156) in MBA and communication classes in China and the US. Perspective taking and empathy were found to work in similar ways in a negotiation by encouraging negotiators to adopt strategies like integrating and compromising, indicating a cooperative and problem solving mentality. However, the two processes were also different in that higher perspective taking encourages obliging behaviors while higher empathy encourages avoiding behaviors. Perspective takers also used a greater degree of compromising and obliging strategies than empathizers. | - |
| dc.language | eng | - |
| dc.relation.ispartof | Annual Convention of the National Communication Association, NCA 2016 | - |
| dc.title | A cross-cultural study of the effects of perspective taking and empathy on negotiation strategies | - |
| dc.type | Conference_Paper | - |
| dc.identifier.email | Xie, X: grxxi@hku.hk | - |
| dc.identifier.hkuros | 264109 | - |