What do people value when they negotiate? Mapping the domain of subjective value in negotiation.

Full Abstract

Four studies support the development and validation of a framework for understanding the range of social psychological outcomes valued subjectively as consequences of negotiations. Study 1 inductively elicited and coded elements of subjective value among students, community members, and practitioners, revealing 20 categories that theorists in Study 2 sorted into 4 underlying subconstructs:
Feelings About the Instrumental Outcome, Feelings About the Self, Feelings About the Negotiation Process, and Feelings About the Relationship. Study 3 proposed a new Subjective Value Inventory (SVI) and confirmed its 4-factor structure. Study 4 presents convergent, discriminant, and predictive validity data for the SVI. Indeed, subjective value was a better predictor than economic outcomes of future negotiation decisions. Results suggest the SVI is a promising tool to systematize and encourage research on subjective outcomes of negotiation.((c) 2006 APA, all rights reserved).

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Author information

Author/s: Curhan, Jared R (JR); Elfenbein, Hillary Anger (HA); Xu, Heng (H);

Affiliation: Sloan School of Management, Massachusetts Institute of Technology, 50 Memorial Drive, Cambridge, MA 02142, USA. curhan(-atsign-)post.harvard.edu

Grants: 1R03 MH 071294-01 (Agency:NIMH NIH HHS)

Journal and publication information

Publication Type: Journal Article; Research Support, N.I.H., Extramural; Research Support, Non-U.S. Gov't

Journal: Journal of personality and social psychology (J Pers Soc Psychol), published in United States. (Language: eng)

Reference: 2006-Sep; vol 91 (issue 3) : pp 493-512

Dates: Created 2006/08/29; Completed 2006/12/28; Revised 2007/12/03;

PMID: 16938032, status: MEDLINE (last retrieval date: 12/26/2008)

Sourced from the National Library of Medicine. Abstract text and other information may be subject to copyright.

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MeSH headings (categories)

This article was linked to the MESH Headings shown below.

Adult
Attitude
Female
Humans
Male

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