• J Pers Soc Psychol · Sep 2006

    What do people value when they negotiate? Mapping the domain of subjective value in negotiation.

    • Jared R Curhan, Hillary Anger Elfenbein, and Heng Xu.
    • Sloan School of Management, Massachusetts Institute of Technology, 50 Memorial Drive, Cambridge, MA 02142, USA. curhan@post.harvard.edu
    • J Pers Soc Psychol. 2006 Sep 1; 91 (3): 493-512.

    AbstractFour 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 4 underlying subconstructs: Feelings About the Instrumental Outcome, Feelings About the Self, Feelings About the Negotiation Process, and Feelings About the 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 the 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.((c) 2006 APA, all rights reserved).

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