Journal of Applied Social Psychology, Forthcoming
31 Pages Posted: 17 Mar 2007 Last revised: 26 Jul 2008
Date Written: July 9, 2008
A 2-round negotiation study provided evidence that positive feelings resulting from one negotiation can be economically rewarding in a second negotiation. Negotiators experiencing greater subjective value (SV) - that is, social, perceptual, and emotional outcomes from a negotiation - in Round 1 achieved greater individual and joint objective negotiation performance in Round 2, even with Round 1 economic outcomes controlled. Moreover, Round 1 SV predicted the desire to negotiate again with the same counterpart, whereas objective negotiation performance had no such association. Taken together, these results suggest that positive feelings, not just positive outcomes, can evoke future economic success.
Keywords: negotiation, subjective value, objective value, economic outcomes, satisfaction, social psychological outcomes, relationships, attitudes, longitudinal, experiment
JEL Classification: C7, A13, C78, M1, M31
Suggested Citation: Suggested Citation
Curhan, Jared R. and Elfenbein, Hillary Anger and Eisenkraft, Noah, The Objective Value of Subjective Value: A Multi-round Negotiation Study (July 9, 2008). MIT Sloan Research Paper No. 4696-08; Journal of Applied Social Psychology, Forthcoming. Available at SSRN: https://ssrn.com/abstract=973384 or http://dx.doi.org/10.2139/ssrn.973384