Journal of Applied Psychology, Forthcoming
37 Pages Posted: 26 Mar 2007 Last revised: 28 Jul 2008
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: 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
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)