Negotiation from a Near and Distant Time Perspective

Abstract

Across three experiments, we examined the effects of temporal distance on negotiation behavior. We found greater temporal distance from negotiation decreased preference for piecemeal, single issue consideration over integrative, multi-issue consideration (Experiment 1). We also found 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, we 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.

Keywords: construal, time, distance, conflict, negotiation, integrative