Distance Good for Deals

Negotiations that take place over computer have more chance of success when those negotiating think there is greater physical distance between each other.

Negotiations that take place over computer, without face-to-face contact, have more chance of success when those negotiating think there is greater physical distance between each other. That's according to Marlone Henderson who says the finding is compatible with Construal Level Theory — the finding that people think about things more abstractly when they perceive that they're further away in time or space. In terms of negotiations, thinking more abstractly is beneficial because it encourages negotiators to reflect on and express their underlying motives and priorities.

Related Articles

A controversial theory claims past, present, and future exist at the same time

Our experience of time may be blinding us to its true nature, say scientists.

Back to the Future.
Surprising Science
  • Time may not be passing at all, says the Block Universe Theory.
  • Time travel may be possible.
  • Your perception of time is likely relative to you and limited.
Keep reading Show less

Six disastrous encounters with the world’s most hostile uncontacted tribe

From questionable shipwrecks to outright attacks, they clearly don't want to be bothered.

Culture & Religion
  • Many have tried to contact the Sentinelese, to write about them, or otherwise.
  • But the inhabitants of the 23 square mile island in the Bay of Bengal don't want anything to do with the outside world.
  • Their numbers are unknown, but either 40 or 500 remain.
Keep reading Show less