TY - JOUR
T1 - The objective value of subjective value
T2 - A multi-round negotiation study
AU - Curhan, Jared R.
AU - Elfenbein, Hillary Anger
AU - Eisenkraft, Noah
PY - 2010/3
Y1 - 2010/3
N2 - 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, the results suggest that positive feelings, not just positive outcomes, can evoke future economic success.
AB - 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, the results suggest that positive feelings, not just positive outcomes, can evoke future economic success.
UR - https://www.scopus.com/pages/publications/77952734381
U2 - 10.1111/j.1559-1816.2010.00593.x
DO - 10.1111/j.1559-1816.2010.00593.x
M3 - Article
AN - SCOPUS:77952734381
SN - 0021-9029
VL - 40
SP - 690
EP - 709
JO - Journal of Applied Social Psychology
JF - Journal of Applied Social Psychology
IS - 3
ER -