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...

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...