What do People Value when they Negotiate? Mapping the Domain of Subjective Value in Negotiation
Author(s)Curhan, Jared R.; Elfenbein, Hillary Anger; Xu, Heng
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.
MIT Sloan School of Management Working Paper4544-05
Negotiation, social psychological outcomes, subjective value