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http://ssrn.com/abstract=973825
 
 

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Getting Off on the Right Foot: Subjective Value versus Economic Value in Predicting Longitudinal Job Outcomes from Job Offer Negotiations


Jared R. Curhan


Massachusetts Institute of Technology (MIT) - Sloan School of Management

Hillary Anger Elfenbein


Washington University in St. Louis, Olin School of Business

Gavin Kilduff


University of California, Berkeley - Haas School of Business


Journal of Applied Psychology, Forthcoming

Abstract:     
Although negotiation experiences can affect a negotiator's ensuing attitudes and behavior, little is known about their long-term consequences. Using a longitudinal survey design, we test the degree to which economic and subjective value achieved in job offer negotiations predicts employees' subsequent job attitudes and intentions to turnover. Results indicate that subjective value predicts greater compensation satisfaction and job satisfaction and lower turnover intention measured one year later. Surprisingly, the economic outcomes that negotiators achieved had no apparent effects on these factors. Implications, limitations, and future directions are discussed.

Number of Pages in PDF File: 37

Keywords: employment negotiation, social psychological outcomes, economic outcomes, subjective value, job satisfaction, compensation satisfaction, turnover, trust, relationships, longitudinal

JEL Classification: C7, D63, D74, J3, J4, M51, M52

working papers series


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Date posted: March 26, 2007 ; Last revised: July 28, 2008

Suggested Citation

Curhan, Jared R. and Elfenbein, Hillary Anger and Kilduff, Gavin, Getting Off on the Right Foot: Subjective Value versus Economic Value in Predicting Longitudinal Job Outcomes from Job Offer Negotiations. Journal of Applied Psychology, Forthcoming. Available at SSRN: http://ssrn.com/abstract=973825 or http://dx.doi.org/10.2139/ssrn.973825

Contact Information

Jared R. Curhan (Contact Author)
Massachusetts Institute of Technology (MIT) - Sloan School of Management ( email )
50 Memorial Drive, E52-554
Cambridge, MA 02142
United States
617-253-5219 (Phone)
617-253-2660 (Fax)
Hillary Anger Elfenbein
Washington University in St. Louis, Olin School of Business ( email )
One Brookings Drive
Campus Box 1133
St. Louis, MO 63130-4899
United States
Gavin Kilduff
University of California, Berkeley - Haas School of Business ( email )
545 Student Services Building
Berkeley, CA 94720
United States
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