The Rights-Focused, Interests-Focused Disputant: Empathy Gaps in Disputing Strategy

Decades of negotiation research suggest that deal-making negotiators and disputants achieve the best outcomes when they focus extensively on interests. However, research on whether and how they can actually do that is much more voluminous for deal-making negotiations than disputes. Integrating research on disputes and empathy gaps, we examine that possibility that disputants (naturally in a “hot state”) may have a distinctly hard time...