Parallel and Divergent Predictors of Objective and Subjective Value in Negotiation

OXFORD HANDBOOK OF POSITIVE ORGANIZATIONAL SCHOLARSHIP, K. S. Cameron and G. M. Spreitzer, Eds., Oxford, England: Blackwell Publishers

Outstanding Theoretical Paper Award, International Association for Conflict Management, 2010

32 Pages Posted: 20 May 2010 Last revised: 15 Feb 2011

See all articles by Jared R. Curhan

Jared R. Curhan

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

Ashley D. Brown

Massachusetts Institute of Technology (MIT)

Date Written: February 12, 2011

Abstract

The negotiation field has been dominated by a focus on objective value, or economic outcomes, with relatively less attention paid to subjective value, or social psychological outcomes. This chapter proposes a framework that highlights the duality of negotiation outcomes by identifying predictors of both objective and subjective value. Whereas some predictors tend to have parallel effects, benefiting objective and subjective value in tandem, other predictors tend to have divergent effects, benefiting objective value while simultaneously undermining subjective value, or vice versa. We further distinguish between predictors typically outside of the negotiator’s control, such as personality traits and individual differences, versus predictors typically within the negotiator’s control, such as behaviors and strategies. We offer twelve examples of predictors that illustrate this new framework, with the aim of advising individuals on how best to manage both objective and subjective value, thereby achieving peak performance in negotiations.

Keywords: negotiation, subjective value, objective value, individual differences, negotiator behaviors, negotiator strategies

Suggested Citation

Curhan, Jared R. and Brown, Ashley D., Parallel and Divergent Predictors of Objective and Subjective Value in Negotiation (February 12, 2011). Outstanding Theoretical Paper Award, International Association for Conflict Management, 2010. Available at SSRN: https://ssrn.com/abstract=1611898 or http://dx.doi.org/10.2139/ssrn.1611898

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)

Ashley D. Brown

Massachusetts Institute of Technology (MIT) ( email )

77 Massachusetts Avenue
50 Memorial Drive
Cambridge, MA 02139-4307
United States

Register to save articles to
your library

Register

Paper statistics

Downloads
170
rank
172,911
Abstract Views
1,061
PlumX Metrics
!

Under construction: SSRN citations will be offline until July when we will launch a brand new and improved citations service, check here for more details.

For more information