Negotiation from a near and distant time perspective
Bibliographic Data
| ID | 6203535 |
|---|---|
| Authors | Marlone D Henderson (0000-0002-7861-6003, New York University), Yaacov Trope (0000-0003-1448-1960, New York University), Peter J Carnevale (New York University) |
| Year | 2006 |
| Volume | 91 |
| Issue | 4 |
| Pages | 712-729 |
| Publication date | 2006-10-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037/0022-3514.91.4.712 |
| PMID | 17014295 |
| PMCID | PMC3153434 |
| OpenAlex | W3121879949 |
| Language | EN |
| Citations received | 33 |
| References cited | 28 |
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
Conflict resolution · Construal level theory · Coronavirus disease 2019 (COVID-19) · Event (particle physics) · Negotiation · Perspective (graphical) · Preference · Social distance · Sociology · Statistics · Artificial Intelligence · Computer Science · Conflict Management and Negotiation · Cultural Differences and Values · Experimental Behavioral Economics Studies · Mathematics · Medicine · Psychology · Social Psychology
Construal Level Theory in Organizational Research
The Effect of Psychological Distance on Intertemporal Choice and Risky Choice
Looking into the Future
The effects of psychological distance on abstraction
Construal-level theory of psychological distance.
Traversing psychological distance
Construal Levels and Psychological Distance
The Psychology of Transcending the Here and Now
The Social Distance Theory of Power
Regulatory Scope and Its Mental and Social Supports
Abstract and concrete differences in Chinese and American negotiation styles
The Role of Issues in Negotiation
Distance makes the heart grow fonder
Stepping Back While Staying Engaged
Now you see it, now you don't
Missing the trees for the forest
"Transcending the "Here
Thinking about the distant future promotes the prospects of peace
Retracted
The experience of cognitive dissonance in important and trivial domains
Psychological distance boosts value-behavior correspondence in ultimatum bargaining and integrative negotiation
A time for creativity
Getting stuck or stepping back
The effect of construal level on predictions of task duration
Mere physical distance and integrative agreements
International Relations and the Psychology of Time Horizons1
Temporal distance and blood donation intention
The Mechanism of Word-of-Mouth for Tourist Destinations in Crisis
So Close I Can Almost Sense It
Why Does Psychological Distance Influence Construal Level? The Role of Processing Mode
Monochrome Forests and Colorful Trees
Why Feasibility Matters More to Gift Receivers than to Givers
Effects of Temporal Distance and Memory on Consumer Judgments
The discrimination of speech sounds within and across phoneme boundaries.
Spatial Distance and Mental Construal of Social Events
Negotiation
Temporal construal.
Negotiation and Mediation
Influence of social motives on integrative negotiation
Performance Evaluation as a Determinant of Willingness to Defend a Counterattitudinal Position
On the relationship between objective increases in pay and employees' subjective reactions
Negotiating interests or values and reaching integrative agreements
The Effects of Time Pressure and Issue Settlement Order on Integrative Bargaining
A Theory of Organization and Change Within Value‐Attitude Systems 1
Functions of a third party in the resolution of conflict
Integration and abstraction in impression formation
Testing the relationships among negotiators’ motivational orientations, strategy choices, and outcomes
Regulatory focus and temporal distance
Information exchange in negotiation
Asymptotic Confidence Intervals for Indirect Effects in Structural Equation Models
Value Differences and Conflict Resolution
Determinants of Compromising Behavior in Negotiation
Value Differences and Conflict Resolution
The role of feasibility and desirability considerations in near and distant future decisions
You focus on the forest when you're in charge of the trees
Temporal Construal Effects on Abstract and Concrete Thinking
Development of integrative solutions in bilateral negotiation
Knowledge matters
"Transcending the "Here
Toward a universal psychological structure of human values
| Unique citing works | 33 |
|---|---|
| Citations per year | 1,65 |
| Citation span | 2006 - 2025 (20) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 29 |