The impact of psychological distance on integrative internal dialogs

Negotiators more distanced from the negotiated goal more often exhibit integrative behavior, which maximizes both their individual and joint outcomes. Based on the assumption of an analogy between interpersonal negotiations and internal dialogs simulating social relationships, an experiment was carr...

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Bibliographic Details
Published in:International journal of psychology 2018-02, Vol.53 (1), p.58-65
Main Author: Puchalska‐Wasyl, Małgorzata M.
Format: Article
Language:English
Subjects:
Adult
Behavioral psychology
Construal level theory
Distance
Female
Humans
Integration and confrontation
Internal/imaginary dialog
Male
Mental simulation
Negotiating - methods
Social Distance
Social interaction
Social relations
Women
Young Adult
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Summary:Negotiators more distanced from the negotiated goal more often exhibit integrative behavior, which maximizes both their individual and joint outcomes. Based on the assumption of an analogy between interpersonal negotiations and internal dialogs simulating social relationships, an experiment was carried out. It aimed to verify if psychological distance (proximal vs. distant perspective on the situation enacted in an internal dialog) affects the processes of integration and confrontation and, consequently, increases the frequency of integrative dialogs. Data from 115 participants (56 women) were analyzed. An increase in psychological distance was found to reduce the intensity of the confrontation process and to cause an increase in the number of integrative internal dialogs.
ISSN:0020-7594
1464-066X
DOI:10.1002/ijop.12266