title: The impact of psychological distance on integrative internal dialogs.
abstract: 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.
authors.affiliation: Department of Personality Psychology, Institute of Psychology, The John Paul II Catholic University of Lublin, Lublin, Poland.
authors.forename: Małgorzata M
authors.initials: MM
authors.lastname: Puchalska-Wasyl
mesh_terms: D000328:Adult; D005260:Female; D006801:Humans; D008297:Male; D017008:Negotiating / Q000379:methods*; D012929:Psychological Distance; D055815:Young Adult
keywords: Construal level theory; Distance; Integration and confrontation; Internal/imaginary dialog; Mental simulation