Social Intuition

The Negotiator's Desk Reference (Christopher Honeyman & Andrea Kupfer Schneider, eds., 2017)

Marquette Law School Legal Studies Paper No. 18-05

17 Pages Posted: 14 Feb 2018  

Andrea Kupfer Schneider

Marquette University - Law School

Noam Ebner

Creighton University Graduate School - Department of Interdisciplinary Studies

Date Written: February 13, 2018

Abstract

To be truly effective, negotiators must try to influence their counterparts not only through substantive offers, but also through engaging their attitudes and thinking patterns. This need has been analyzed (and, increasingly, taught) mostly in terms of empathy. Here, the authors suggest that empathy is separate from a broader construct, which they term social intuition. This skill, they content, gives a negotiator the ability to have an impact on the entire negotiation interaction. Yet it requires attention not only to developing empathy, but also nonverbal communication abilities, as well as several other elements. In an effort to make a difficult skill more accessible, they suggest diving its learning into three elements, structured quire differently from previous discussions: understanding first the self, then the other, and then the elements of “bridging” between these two.

Keywords: negotiation, dispute resolution, conflict management, conflict resolution, nonverbal communication

Suggested Citation

Schneider, Andrea Kupfer and Ebner, Noam, Social Intuition (February 13, 2018). The Negotiator's Desk Reference (Christopher Honeyman & Andrea Kupfer Schneider, eds., 2017); Marquette Law School Legal Studies Paper No. 18-05. Available at SSRN: https://ssrn.com/abstract=3123336

Andrea Kupfer Schneider (Contact Author)

Marquette University - Law School ( email )

Eckstein Hall
P.O. Box 1881
Milwaukee, WI 53201
United States

Noam Ebner

Creighton University Graduate School - Department of Interdisciplinary Studies ( email )

2500 California Plaza
Omaha, NE 68178
United States

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