The objective value of subjective value : a multi-round negotiation study

Jared R. Curhan; Hillary Anger Elfenbein; Noah Eisenkraft

A 2-round negotiation study provided evidence that positive feelings resulting from one negotiation can be economically rewarding in a second negotiation. Negotiators experiencing greater subjective value (SV) - that is, social, perceptual, and emotional outcomes from a negotiation - in Round 1 achieved greater individual and joint objective negotiation performance in Round 2, even with Round 1 economic outcomes controlled. Moreover, Round 1 SV predicted the desire to negotiate again with the same counterpart, whereas objective negotiation performance had no such association. Taken together, these results suggest that positive feelings, not just positive outcomes, can evoke future economic success

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Year of publication:	2008 ; Rev.
Authors:	Curhan, Jared R. ; Elfenbein, Hillary Anger ; Eisenkraft, Noah
Publisher:	Cambridge, Mass. : MIT Sloan School of Management
Subject:	Verhandlungen \| Negotiations \| Verhaltensökonomik \| Behavioral economics \| Sozialpsychologie \| Social psychology \| Werttheorie \| Theory of value \| Verhandlungstheorie \| Bargaining theory

Extent:	Online-Ressource (31 S., 510 KB)
Series:	Sloan working papers. - Cambridge, Mass. : [Verlag nicht ermittelbar], ZDB-ID 2446924-5. - Vol. 4696-08
Type of publication:	Book / Working Paper
Type of publication (narrower categories):	Arbeitspapier ; Working Paper ; Graue Literatur ; Non-commercial literature
Language:	English
Other identifiers:	10.2139/ssrn.973384 [DOI]
Classification:	C7 - Game Theory and Bargaining Theory ; A13 - Relation of Economics to Social Values ; C78 - Bargaining Theory; Matching Theory ; M1 - Business Administration ; M31 - Marketing
Source:	ECONIS - Online Catalogue of the ZBW

Persistent link: https://www.econbiz.de/10003948731