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- Jared R Curhan, Hillary Anger Elfenbein, and Gavin J Kilduff.
- Sloan School of Management, Massachusetts Institute of Technology, Cambridge, MA 02142-1347, USA. curhan@post.harvard.edu
- J Appl Psychol. 2009 Mar 1; 94 (2): 524-34.
AbstractAlthough negotiation experiences can affect a negotiator's ensuing attitudes and behavior, little is known about their long-term consequences. Using a longitudinal survey design, the authors tested the degree to which economic and subjective value achieved in job offer negotiations predicts employees' subsequent job attitudes and intentions concerning turnover. Results indicate that subjective value predicts greater compensation satisfaction and job satisfaction and lower turnover intention measured 1 year later. Surprisingly, the economic outcomes that negotiators achieved had no apparent effects on these factors. Implications, limitations, and future directions are discussed.(c) 2009 APA, all rights reserved.
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