東華大學圖書館 |

Language: English

Help

回圖書館首頁

手機版館藏查詢

Back

Switch To: Labeled | MARC Mode | ISBD

Temporal distance, mental construal,...

Henderson, Marlone Deshaun.

Linked to FindBook

Google Book

Amazon

博客來

Temporal distance, mental construal, and negotiation.

Record Type:	Language materials, printed : Monograph/item
Title/Author:	Temporal distance, mental construal, and negotiation./
Author:	Henderson, Marlone Deshaun.
Description:	144 p.
Notes:	Adviser: Yaacov Trope.
Contained By:	Dissertation Abstracts International67-06B.
Subject:	Business Administration, Management. -
Online resource:	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.
LDR:03096nam 2200289 a 45 001 970952
005 20110921
008 110921s2006 eng d
020 $a 9780542752148
035 $a (UMI)AAI3221959
035 $a AAI3221959
040 $a UMI $c UMI
100 1 $a Henderson, Marlone Deshaun. $3 1294990
245 1 0 $a Temporal distance, mental construal, and negotiation.
300 $a 144 p.
500 $a Adviser: Yaacov Trope.
500 $a Source: Dissertation Abstracts International, Volume: 67-06, Section: B, page: 3507.
502 $a Thesis (Ph.D.)--New York University, 2006.
520 $a 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.
590 $a School code: 0146.
650 4 $a Business Administration, Management. $3 626628
650 4 $a Psychology, Experimental. $3 517106
650 4 $a Psychology, Social. $3 529430
690 $a 0451
690 $a 0454
690 $a 0623
710 2 0 $a New York University. $3 515735
773 0 $t Dissertation Abstracts International $g 67-06B.
790 $a 0146
790 1 0 $a Trope, Yaacov, $e advisor
791 $a Ph.D.
792 $a 2006
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3221959