What do people value when they negotiate? Mapping the domain of subjective value in negotiation
Bibliographic Data
| ID | 6200548 |
|---|---|
| Authors | Jared R Curhan (0000-0003-0625-1831, Massachusetts Institute of Technology), Hillary Anger Elfenbein (0000-0002-3973-1447, Washington University in St. Louis), Heng Xu (0000-0003-3801-5032, Massachusetts Institute of Technology) |
| Year | 2006 |
| Volume | 91 |
| Issue | 3 |
| Pages | 493-512 |
| Publication date | 2006-09-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037/0022-3514.91.3.493 |
| PMID | 16938032 |
| OpenAlex | W2098986715 |
| Language | EN |
| Citations received | 80 |
| References cited | 93 |
Four 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
Developmental psychology · Discriminant validity · Feeling · Negotiation · Political science · Psychometrics · Statistics · Value (mathematics) · Conflict Management and Negotiation · Cultural Differences and Values · Job Satisfaction and Organizational Behavior · Mathematics · Psychology · Social Psychology
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| Unique citing works | 80 |
|---|---|
| Citations per year | 4,44 |
| Citation span | 2008 - 2026 (19) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 79 |