Distance may be key in successful negotiations, new study shows

Distance may be key in successful negotiations, new study shows
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.

"People tend to concentrate on higher priority items when there is more distance between them by looking at issues in a more abstract way," says Henderson. "They go beyond just thinking about their pursuit of the options presented to them and consider higher-level motives driving their priorities."