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The Objective Value of Subjective Value: A Multi‐Round Negotiation Study
Author(s) -
Curhan Jared R.,
Elfenbein Hillary Anger,
Eisenkraft Noah
Publication year - 2010
Publication title -
journal of applied social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.822
H-Index - 111
eISSN - 1559-1816
pISSN - 0021-9029
DOI - 10.1111/j.1559-1816.2010.00593.x
Subject(s) - negotiation , feeling , psychology , social psychology , value (mathematics) , perception , association (psychology) , political science , computer science , machine learning , neuroscience , law , psychotherapist
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.