Negotiation from a near and distant time perspective
| Autor: | Yaacov Trope, Marlone D. Henderson, Peter J. Carnevale |
|---|---|
| Rok vydání: | 2006 |
| Předmět: |
Male
Time perspective Time Factors Sociology and Political Science Social Psychology media_common.quotation_subject Decision Making Article Interpersonal relationship Conflict resolution Humans Interpersonal Relations Event (probability theory) media_common Motivation Negotiating Social distance Preference Social relation Affect Negotiation Temporal distance Psychological Distance Female Construal level theory Psychology Social psychology Decreased interest |
| Zdroj: | Journal of Personality and Social Psychology. 91:712-729 |
| ISSN: | 1939-1315 0022-3514 |
| DOI: | 10.1037/0022-3514.91.4.712 |
| Popis: | 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. |
| Databáze: | OpenAIRE |
| Externí odkaz: |
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