Heng Xu

Massachusetts Institute of Technology (MIT)

50 Memorial Drive

Cambridge, MA 02139-4307

United States

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What Do People Value When They Negotiate? Mapping the Domain of Subjective Value in Negotiation

MIT Sloan Research Paper No. 4544-05, Marketing Science Institute Report, IACM 18th Annual Conference, Journal of Personality and Social Psychology, 91, 493-512, 2006
Number of pages: 64 Posted: 20 May 2005 Last Revised: 05 Sep 2012
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Washington University in St. Louis, Olin School of Business and Massachusetts Institute of Technology (MIT)
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Citation 22

Abstract:

Negotiation, social psychological outcomes, subjective value, conflict resolution, dispute resolution, affect, emotions, satisfaction, self-image, relationships, impressions, justice, fairness