Negotiation from a near and Distant Time Perspective

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.

Reference Information

We continuously update our database. Please contact us to suggest references we have missed, or suggest an edit to an existing reference.

APA-Format Citation

Henderson, M. D., Trope, Y., & Carnevale, P. J. (2006). Negotiation from a near and distant time perspective. Journal of personality and social psychology, 91(4), 712.