Negotiation from a near and distant time perspective

Marlone D. Henderson, Yaacov Trope, Peter J. Carnevale

Research output: Contribution to journalArticle

Abstract

Across 3 experiments, the authors examined the effects of temporal distance on negotiation behavior. They found that greater temporal distance from negotiation decreased preference for piecemeal, single-issue consideration over integrative, multi-issue consideration (Experiment 1). They also found that greater temporal distance from an event being negotiated increased interest in conceding on the lowest priority issue and decreased interest in conceding on the highest priority issue (Experiment 2). Lastly, they found increased temporal distance from an event being negotiated produced a greater proportion of multi-issue offers, a greater likelihood of conceding on the lowest priority issue in exchange for a concession on the highest priority issue, and greater individual and joint outcomes (Experiment 3). Implications for conflict resolution and construal level theory are discussed. Copyright by the 2006 American Psychological Association.

Original languageEnglish (US)
Pages (from-to)712-729
Number of pages18
JournalJournal of personality and social psychology
Volume91
Issue number4
DOIs
StatePublished - Oct 1 2006

Keywords

  • Conflict resolution
  • Construal
  • Integrative
  • Negotiation
  • Psychological distance
  • Time

ASJC Scopus subject areas

  • Social Psychology
  • Sociology and Political Science

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