What do People Value when they Negotiate? Mapping the Domain of Subjective Value in Negotiation
Name
4544-05.pdf
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610.81 KB
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Adobe PDF
Checksum (MD5)
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Author(s)
Curhan, Jared R.
Elfenbein, Hillary Anger
Xu, Heng
Date Issued
July 29, 2005
Series/Report no.
MIT Sloan School of Management Working Paper
4544-05
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.
Subjects
Negotiation
social psychological outcomes
subjective value
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