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Temporal distance, mental construal,...

Henderson, Marlone Deshaun.

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Temporal distance, mental construal, and negotiation.

紀錄類型:	書目-語言資料,印刷品 : Monograph/item
正題名/作者:	Temporal distance, mental construal, and negotiation./
作者:	Henderson, Marlone Deshaun.
面頁冊數:	144 p.
附註:	Adviser: Yaacov Trope.
Contained By:	Dissertation Abstracts International67-06B.
標題:	Business Administration, Management. -
電子資源:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3221959
ISBN:	9780542752148

Temporal distance, mental construal, and negotiation.
Henderson, Marlone Deshaun.

Temporal distance, mental construal, and negotiation. - 144 p.

Adviser: Yaacov Trope.

Thesis (Ph.D.)--New York University, 2006.

In the present research, I examined the effects of temporal distance and mental construal on negotiation behavior, using the framework of Construal Level Theory (CLT; Trope & Liberman, 2003). CLT posits that people form high-level (abstract) construals of temporally distant events and low-level (concrete) construals of temporally near events. Higher level construals are more likely to integrate separate features of events within a structured representation, reflecting more global consideration of information. Higher level construals are also more likely to emphasize essential, defining features of events, reflecting more weight on primary rather than secondary features. In the current studies, I test whether higher level construals that are induced by having a temporally distant perspective from a negotiated agreement promote less single-issue offering (piecemeal consideration) and more appropriate concessions (concessions on secondary issues in exchange for concessions on primary issues). In Study 1, I found that greater temporal distance from a negotiation decreased preference for making piecemeal, single-issue offers over integrative, multi-issue offers. In Study 2, I found that greater temporal distance from an event being negotiated increased interest in conceding on the secondary issue and decreased interest in conceding on the primary issue. In Study 3, I found that increased temporal distance from an event being negotiated led to a higher proportion of multi-issue offers, a higher likelihood of making appropriate concessions, and higher joint outcomes. In Study 4, I found that thinking abstractly about a negotiated agreement (why a preferred agreement should be attained) rather than thinking concretely about a negotiated agreement (how a preferred agreement should be attained) increased preference for making integrative, multi-issue offers. In Study 5, I found that priming participants to think abstractly (why an end state is achieved) increased preference for making integrative, multi-issue offers, relative to priming participants to think concretely (how an end state is achieved) or not priming them at all. Implications for negotiation and construal level theory are discussed.

ISBN: 9780542752148Subjects--Topical Terms:

626628
Business Administration, Management.

Temporal distance, mental construal, and negotiation.
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