Beyond Instrumentalism: A Relational Approach to Negotiation

I understand you feel that way, but I feel this way: the benefits of I-language and communicating perspective during conflict

“…The primary mechanisms provided in the literature to explain the underlying benefits of communicating perspective is that it fosters a greater sense of ‘feeling heard’, and mutual understanding (Ames, 2008; Ames & Wazlawek, 2014; Bruneau & Saxe, 2012; Howieson & Priddis, 2011; Lee et al, 2015). It also fosters a sense of openness, transparency, and honesty that maximises perceived politeness and minimises perceived hostility (Howieson & Priddis, 2015; Ingerson, DeTienne & Liljenquist, 2015; Kellas, Willer & Trees, 2013; Kidder, 2017; Seehausen et al, 2012). The primary mechanisms to explain a benefit of I-language over you-language are that I-language indicates a recognition of providing a specific point of view that is open for discussion (Burr, 1990), and that you-language can at times be perceived as accusatory (Kubany et al, 1992a, 1992b).…”

“…An understanding of perspectives facilitates a more integrative approach where parties are willing to compromise to arrive at a mutually beneficial solution (Galinksy et al, 2008; Kemp & Smith, 1994; Todd & Galinsky, 2014). Therefore, in dispute resolution a mediator will endeavour to encourage perspective taking by both parties (Howieson & Priddis, 2012, 2015; Ingerson, DeTienne & Liljenquist, 2015; Kidder, 2017; Lee et al, 2015). However, fostering perspective taking is more involved than simply telling someone to try and consider the other person’s point of view.…”

BABO Negotiating: Enhancing Students’ Perspective‐Taking Skills

“…Perspective taking is a necessary part of social competence, which leads to better relationship management and improved collaboration (Goleman, Boyatzis, and McGee 2002). Perspective taking can enhance relational negotiating (Ingerson, DeTienne, and Liljenquist 2015). Students who experientially learn about their negotiating partners feel more positive about their relationships (Gehlbach et al 2015).…”

Peer Review #2 of "I understand you feel that way, but I feel this way: the benefits of I-language and communicating perspective during conflict (v0.1)"

“…Specifically, the study demonstrates how I-language becomes more beneficial for minimising hostility when one also communicates perspective (e.g., 'Lucy, I understand Manuscript to be reviewed understanding (Ames, 2008;Ames & Wazlawek, 2014;Bruneau & Saxe, 2012;Howieson & Priddis, 2011;Lee et al, 2015). It also fosters a sense of openness, transparency, and honesty that maximises perceived politeness and minimises perceived hostility (Howieson & Priddis, 2015;Ingerson et al, 2015;Kellas et al, 2013;Kidder, 2017;Seehausen et al, 2012). The primary mechanisms to explain a benefit of I-language over you-language are that I-language indicates a recognition of providing a specific point of view that is open for discussion (Burr, 1990), and that you-language can at times be perceived as accusatory (Kubany et al, 1992a(Kubany et al, , 1992b).…”