Apology in Negotiation

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Apology in Negotiation

Product Code:	4740062C49PDF
Editors:	Jennifer Gerarda Brown, Jennifer K. Robbennolt
Publication Date:	August 2006
Page Count:	17
Sponsoring Entities:	Section of Dispute Resolution
Topics:	Dispute Resolution
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Pricing:	$10.00 (Regular)
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About this Product

This is Chapter 49 of THE NEGOTIATOR'S FIELDBOOK (Product Code 4740062).

Is "I'm sorry" the hardest phrase to say? Does it matter whether you mean it? This essay examines the critically important issue of apology, and how and when an apology can be helpful or harmful in a negotiation. Reviewing the latest empirical work, the authors discuss the purpose, type and timing of an apology, to ensure that any apology given accomplishes its goals. Note that they find that an apology offered cynically or casually may be worse than none at all. This chapter is linked to Waldman & Luskin.

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