What do People Value when they Negotiate? Mapping the Domain of Subjective Value in Negotiation

Jared R. Curhan, Hillary Anger Elfenbein and Heng Xu

Working papers from Massachusetts Institute of Technology (MIT), Sloan School of Management

Abstract: Four studies provide support for 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 negotiation practitioners, revealing 20 categories that negotiation theorists in Study 2 sorted to reveal four underlying dimensions: Feelings about Instrumental Outcomes, the Self, Process, and Relationship. Study 3 proposed a new Subjective Value Inventory (SVI) questionnaire and confirmed its 4-factor structure, and Study 4 presents convergent, discriminant, and predictive validity data for this SVI. Results suggest the SVI is a promising tool to systematize and encourage research on the subjective outcomes of negotiation.

Keywords: Negotiation; social psychological outcomes; subjective value (search for similar items in EconPapers)
Date: 2005-07-29
New Economics Papers: this item is included in nep-bec and nep-cbe
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Citations: View citations in EconPapers (2)

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