Getting stuck or stepping back: Effects of obstacles and construal level in the negotiation of creative solutions

Psychological distance boosts value-behavior correspondence in ultimatum bargaining and integrative negotiation

“…With regard to past work on psychological distance and cooperation, current findings seem to deviate from the replicated finding that high psychological distance promotes cooperation across the board (e.g., Agerström & Björklund, 2009a, 2009bDe Dreu et al, 2009;Henderson et al, 2006;Sanna et al, 2009). Specifically, we replicated this general effect among pro-social individuals, but found the reverse for pro-self individuals.…”

“…This exception brings us to the second issue, namely that the influence of construal level on cooperation and negotiation cannot be reduced to an increase versus decrease in value-behavior correspondence. For e.g., in addition to strengthening the value-behavior correspondence, construal level promotes simultaneous (versus sequential) offer behavior (Henderson et al, 2006), facilitates overcoming of obstacles (De Dreu et al, 2009), and focuses the individual on fundamental interests underlying issues (Giacomantonio, De Dreu, & Mannetti, 2010). Indeed, the second study showed that cooperative behavior -a behavioral manifestation of the value-behavior correspondence -partially but not fully mediated effects of construal level and social motivation on joint outcomes from the negotiation.…”

“…Likewise, Kortenkamp and Moore (2006) found that individuals with a chronic concern with future consequences of their actions, and who thus can be assumed to have a chronic tendency towards an abstract level of construal, were more cooperative in a social dilemma. Finally, Henderson et al (2006); also De Dreu, Giacomantonio, Shalvi, and Sligte (2009) showed that in multi-issue negotiation, individuals under high construal level paid more attention to interrelations among issues, developed a better understanding of the task, and negotiated more mutually beneficial, integrative agreements.…”

“…All participants reached this threshold. Previous work has shown that this manipulation induces a local versus more global construal level and influences negotiation processes and outcomes (De Dreu et al, 2009). …”

Does 'Could' Lead to Good? Toward a Theory of Moral Insight

“…In research on interpersonal conflict, thinking creatively beyond conventional options has been found to generate integrative solutions (Kurtzberg, 1998;De Dreu, Giacomantonio, Shalvi, and Sligte, 2009), so we adapt principles from negotiation to study the intrapersonal conflict that individuals experience when confronted with ethical dilemmas. When negotiators perceive their environment as competitive, they often assume that goals across negotiating parties are negatively related, implying that they must make distributive tradeoffs in order to find solutions (Carnevale and Probst, 1998;Tjosvold, 1998).…”