Getting Off on the Right Foot: Subjective Value Versus Economic Value in Predicting Longitudinal Job Outcomes From Job Offer Negotiations
Author(s)
Curhan, Jared R.; Elfenbein, Hillary Anger; Kilduff, Gavin J.
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Show full item recordAbstract
Although negotiation experiences can affect a negotiator’s ensuing attitudes and behavior, little
is known about their long-term consequences. Using a longitudinal survey design, we test the
degree to which economic and subjective value achieved in job offer negotiations predicts
employees’ subsequent job attitudes and intentions to turnover. Results indicate that subjective
value predicts greater compensation satisfaction and job satisfaction and lower turnover intention
measured one year later. Surprisingly, the economic outcomes that negotiators achieved had no
apparent effects on these factors. Implications, limitations, and future directions are discussed.
Date issued
2009-01Department
Sloan School of ManagementJournal
Journal of Applied Psychology
Publisher
American Psychological Association
Citation
Curhan, J. R., Elfenbein, H. A., & Kilduff, G. J. (2009). Getting off on the right foot: Subjective value versus economic value in predicting longitudinal job outcomes from job offer negotiations. Journal of Applied Psychology, 94, 524-534.
Version: Author's final manuscript
ISSN
0021-9010
Keywords
turnover, compensation satisfaction, job satisfaction, economic outcomes, subjective value, employment negotiation