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Related Experiment Videos

Negotiation from a near and distant time perspective.

Marlone D Henderson1, Yaacov Trope, Peter J Carnevale

  • 1Department of Psychology, New York University, USA. mhenderson@uchicago.edu

Journal of Personality and Social Psychology
|October 4, 2006
PubMed
Summary
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Negotiating further in the future encourages focusing on multiple issues and making concessions on less important points, leading to better outcomes. This research explores temporal distance effects on negotiation strategies.

Area of Science:

  • Social Psychology
  • Behavioral Economics
  • Conflict Resolution

Background:

  • Negotiation behavior is influenced by various psychological factors.
  • Understanding how temporal distance affects decision-making in negotiations is crucial for effective conflict resolution.

Purpose of the Study:

  • To investigate the impact of temporal distance on negotiation strategies and outcomes.
  • To examine how psychological distance influences the preference for single-issue versus multi-issue considerations.
  • To explore the relationship between temporal distance and concession-making behavior.

Main Methods:

  • Conducted three experiments manipulating temporal distance from a negotiation event.
  • Measured participants' preference for piecemeal versus integrative negotiation approaches.

Related Experiment Videos

  • Assessed willingness to concede on high-priority versus low-priority issues.
  • Analyzed the proportion of multi-issue offers and overall negotiation outcomes.

    • Main Results:

    • Increased temporal distance reduced the preference for single-issue negotiations in favor of integrative, multi-issue approaches.
    • Greater temporal distance increased the likelihood of conceding on lower-priority issues while decreasing concessions on highest-priority issues.
    • Temporal distance led to more multi-issue offers, strategic concessions, and improved individual and joint outcomes.

    Conclusions:

    • Temporal distance shifts negotiation focus towards more integrative strategies and concessions on less critical issues.
    • Findings support construal level theory, suggesting that psychological distance alters how individuals approach complex decisions like negotiations.
    • The study offers practical implications for enhancing conflict resolution by leveraging temporal framing.