Four studies provide support for 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 negotiation practitioners, revealing 20 categories that negotiation theorists in Study 2 sorted to reveal four underlying dimensions: Feelings about Instrumental Outcomes, the Self, Process, and Relationship. Study 3 proposed a new Subjective Value Inventory (SVI) questionnaire and confirmed its 4-factor structure, and Study 4 presents convergent, discriminant, and predictive validity data for this SVI. Results suggest the SVI is a promising tool to systematize and encourage research on the subjective outcomes of negotiation.
| Identifer | oai:union.ndltd.org:MIT/oai:dspace.mit.edu:1721.1/18234 |
| Date | 29 July 2005 |
| Creators | Curhan, Jared R., Elfenbein, Hillary Anger, Xu, Heng |
| Source Sets | M.I.T. Theses and Dissertation |
| Language | en_US |
| Detected Language | English |
| Type | Working Paper |
| Format | 625467 bytes, application/pdf |
| Relation | MIT Sloan School of Management Working Paper, 4544-05 |
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