Tag Archives: marlone Henderson

Distance May be Key in Successful Negotiations, New Study Shows

AUSTIN, Texas — Adding physical distance between people during negotiations may lead to more mutually beneficial outcomes, according to new research from The University of Texas at Austin.

Psychologist Marlone Henderson examined how negotiations that don’t take place in person may be affected by distance. He compared distant negotiators (several thousand feet away) with those who are nearby (a few feet away) in three separate studies. While much work has examined the consequences of different forms of non-face-to-face communication, previous research has not examined the effects of physical distance between negotiators independent of other factors. Henderson’s findings will be published in the January issue of Journal of Experimental Social Psychology. (more…)

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