Chapter 2 Physical Distance in Intragroup and Intergroup Negotiations: Implications for Negotiator Judgment and Behavior

Abstract

Purpose – We apply theories of physical distance to better understand behavior and judgment in intragroup and intergroup negotiations.

Approach – By applying theories of physical distance to the domain of intragroup and intergroup negotiations we develop predictions about how large magnitudes of physical distance from in-group and out-group members should affect individuals' trust, interpretation of behavior, and willingness to use negotiation to resolve conflict.

Findings – Based on the current application of physical distance theories, several predictions are made for how increased distance should differentially impact the negotiation process when negotiating with in-group versus out-group members. Notably, it is predicted that because of increased schema-reliance associated with increased physical distance, negotiations with out-groups should have increased challenges.

Implications – The current chapter yields several interesting avenues for future empirical research. Moreover, we propose specific strategies that may be of use in reducing the potential harmful impact of increased physical distance in intergroup negotiations.

Value of the paper – We integrate several theories of physical distance to generate novel predictions for group negotiation.

Citation

Henderson, M.D. and Lount, R.B. (2011), "Chapter 2 Physical Distance in Intragroup and Intergroup Negotiations: Implications for Negotiator Judgment and Behavior", Mannix, E.A., Neale, M.A. and Overbeck, J.R. (Ed.) Negotiation and Groups (Research on Managing Groups and Teams, Vol. 14), Emerald Group Publishing Limited, Leeds, pp. 35-56. https://doi.org/10.1108/S1534-0856(2011)0000014005