Marketing Science Institute Report
Journal of Personality and Social Psychology, 91, 493-512, 2006
64 Pages Posted: 20 May 2005 Last revised: 5 Sep 2012
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 four underlying sub-constructs: Feelings about Instrumental Outcomes, the Self, Process, and 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 this 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.
Keywords: Negotiation, social psychological outcomes, subjective value, conflict resolution, dispute resolution, affect, emotions, satisfaction, self-image, relationships, impressions, justice, fairness
Suggested Citation: Suggested Citation
Curhan, Jared R. and Elfenbein, Hillary Anger and Xu, Heng, 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. Available at SSRN: https://ssrn.com/abstract=726205
Relational Accommodation in Negotiation: Effects of Egalitarianism and Gender on Economic Efficiency and Relational Capital (Formerly the O. Henry Effect: The Impact of Relational Norms on Negotiation Outcomes)