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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

37 Pages Posted: 26 Mar 2007 Last revised: 28 Jul 2008

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

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.

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

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: https://ssrn.com/abstract=973825 or http://dx.doi.org/10.2139/ssrn.973825

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, #1900
2220 Piedmont Avenue
Berkeley, CA 94720
United States

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