ISSN 1671-3710
CN 11-4766/R
主办:中国科学院心理研究所
出版:科学出版社

›› 2008, Vol. 16 ›› Issue (05): 810-814.

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Time Issues in Negotiation

WANG Hui;SHI Wei   

  1. School of Culture and Social Development Southwest University, Chongqing, 400715, China
  • Received:2007-12-28 Revised:1900-01-01 Online:2008-09-15 Published:2008-09-15

Abstract: Research on the influence of time on negotiation can help us better understand the important role of time on negotiation, use efficient negotiating tactics and realize integrative outcome. Time issues put great influence on the cognition and behavior of negotiators and negotiation outcome. The results suggested that time pressure decreased negotiators’ cognitive motive which brought into reliance on cognitive heuristics; it was dependent on the conflict issue and different mindset whether impasse and break benefited negotiation; enlarging the temporal distance could improve the joint outcome of negotiation, which could be explained from Time Discounting Effect and Temporal Construal Level Theory. The negotiation researches in future will extent from time perspective to spatial perspective

Key words: negotiation, time pressure, temporal horizon, time discounting effect, temporal construal

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