The negotiation field has been dominated by a focus on objective value, or economic outcomes, with relatively less attention paid to subjective value, or social psychological outcomes. This chapter proposes a framework that highlights the duality of negotiation outcomes by identifying predictors...

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...

Previous research suggests that negotiators inflate their valuation for offers they make and devalue offers they choose not to make due to the psychological process of cognitive dissonance reduction. Research outside of the negotiation context suggests that cognitive dissonance is induced either...