Bridging psychological distance of negotiation failure in construction dispute negotiation

Abstract Negotiators are not always rational. Prior studies have found that negotiators tend to be overconfident about their ability win and underestimate the possibility of negotiation failure. This biased judgment may lead irrational evaluation miss chance settle. It is argued handle a respective perception risk failing. The failure therefore has pivotal influence on outcome warrant deeper conceptual treatments. In this regard, study aims conceptualize construction dispute negotiators’ Applying construal-level theory (CLT) concept psychological distance (PD), (PDNF) framework was developed. With data collected from negotiators, PDNF statistically supported. Four types were identified, which uncertainty, temporal distance, social frequency. empirical findings provide perspective how perceive potential Management can adopt gauge perceptions Timely interventions, such as conducting internal reviews with detailed information, taking periodic training, well assistance by third-party neutrals, suggested offset judgment.