Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello, The Tension Between Empathy and Assertiveness, 12 Negotiation J. 217 (1996).
Abstract: 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.