What Do People Value When They Negotiate? Mapping the Domain of Subjective Value in Negotiation

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 practitioners, revealing 20 categories that theorists in Study 2 sorted into 4 underlying subconstructs: Feelings About the Instrumental Outcome, Feelings About the Self, Feelings About the Negotiation Process, and Feelings About the Relationship. Study 3 proposed a new Subjective Value Inventory (SVI) and confirmed its 4-factor structure. Study 4 presents convergent, discriminant, and predictive validity data for the SVI. Indeed, subjective value was a better predictor than economic outcomes of future negotiation decisions. Results suggest the SVI is a promising tool to systematize and encourage research on subjective outcomes of negotiation.

[1]  L. Thompson,et al.  Poker Face, Smiley Face, and Rant 'n' Rave: Myths and Realities about Emotion in Negotiation , 2008 .

[2]  D. Moore,et al.  The Death and Rebirth of the Social Psychology of Negotiation , 2007 .

[3]  A. Tversky,et al.  Prospect theory: an analysis of decision under risk — Source link , 2007 .

[4]  R. Thaler,et al.  Ultimatums, Dictators and Manners , 2007 .

[5]  Jennifer S. Mueller,et al.  Emotional intelligence and counterpart mood induction in a negotiation , 2006 .

[6]  Lisa Hisae Nishii,et al.  Negotiating Rationally: The Dynamics of the Relational-Self in Negotiations , 2017 .

[7]  Ethan R. Burris,et al.  Negotiators' bargaining histories and their effects on future negotiation performance. , 2005, The Journal of applied psychology.

[8]  R. Kline Principles and practice of structural equation modeling, 2nd ed. , 2005 .

[9]  Margaret A. Neale,et al.  Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital , 2004 .

[10]  M. Schweitzer,et al.  What Makes Negotiators Happy? The Differential Effects of Internal and External Social Comparisons on Negotiator Satisfaction , 2004 .

[11]  L. Thompson,et al.  Face threat sensitivity in negotiation: Roadblock to agreement and joint gain , 2004 .

[12]  Jeff Schimel,et al.  Why do people need self-esteem? A theoretical and empirical review. , 2004, Psychological bulletin.

[13]  L. Weingart,et al.  Unilateral concessions from the other party: concession behavior, attributions, and negotiation judgments. , 2004, The Journal of applied psychology.

[14]  Steven L. Blader,et al.  The Group Engagement Model: Procedural Justice, Social Identity, and Cooperative Behavior , 2003, Personality and social psychology review : an official journal of the Society for Personality and Social Psychology, Inc.

[15]  Peter H. Langford,et al.  A One-minute measure of the Big Five? Evaluating and abridging Shafer's (1999a) Big Five markers , 2003 .

[16]  Scott B. MacKenzie,et al.  Common method biases in behavioral research: a critical review of the literature and recommended remedies. , 2003, The Journal of applied psychology.

[17]  D. A. Kenny,et al.  Effect of the Number of Variables on Measures of Fit in Structural Equation Modeling , 2003 .

[18]  M. Buelens,et al.  Thinking back on where we're going :a methodological assessment of five decades of research in negotiation behavior. Some preliminary findings.. , 2003 .

[19]  R. Friedman,et al.  Good Karma: How Individuals Construct Schemas of Reputation in Negotiation Contexts , 2003 .

[20]  Joel Brockner,et al.  High procedural fairness heightens the effect of outcome favorability on self-evaluations : An attributional analysis , 2003 .

[21]  L. Weingart,et al.  PHASES, TRANSITIONS AND INTERRUPTIONS: MODELING PROCESSES IN MULTI‐PARTY NEGOTIATIONS , 2003 .

[22]  James K. Sebenius,et al.  Negotiating the spirit of the deal. , 2003, Harvard business review.

[23]  Charles E. Naquin,et al.  Online bargaining and interpersonal trust. , 2003, The Journal of applied psychology.

[24]  Michael D. Robinson,et al.  Belief and feeling: evidence for an accessibility model of emotional self-report. , 2002, Psychological bulletin.

[25]  Kathleen M. O'Connor,et al.  Tough guys finish last: the perils of a distributive reputation ☆ , 2002 .

[26]  Adam D. Galinsky,et al.  The Dissatisfaction of Having Your First Offer Accepted: The Role of Counterfactual Thinking in Negotiations , 2002 .

[27]  Michael E. McCullough,et al.  The grateful disposition: A conceptual and empirical topography , 2002 .

[28]  Donald E. Conlon,et al.  DEALING WITH FEELING: THE INFLUENCE OF OUTCOME REPRESENTATIONS ON NEGOTIATION , 2002 .

[29]  Garth J. O. Fletcher,et al.  Blackwell handbook in social psychology: Interpersonal processes. , 2002 .

[30]  A. Galinsky,et al.  Disconnecting outcomes and evaluations: the role of negotiator focus. , 2002, Journal of personality and social psychology.

[31]  Jo-Ann Tsang,et al.  The grateful disposition: a conceptual and empirical topography. , 2002, Journal of personality and social psychology.

[32]  E. Lind,et al.  The Psychology of Own Versus Others’ Treatment: Self-Oriented and Other-Oriented Effects on Perceptions of Procedural Justice , 2001 .

[33]  P. Salovey,et al.  Emotional intelligence as a standard intelligence. , 2001, Emotion.

[34]  Paul J. Silvia,et al.  On Introspection and Self-Perception: Does Self-Focused Attention Enable Accurate Self-Knowledge? , 2001 .

[35]  L. Thompson,et al.  Battle of the sexes: gender stereotype confirmation and reactance in negotiations. , 2001, Journal of personality and social psychology.

[36]  J. Colquitt On the dimensionality of organizational justice: a construct validation of a measure. , 2001, The Journal of applied psychology.

[37]  Donald E. Conlon,et al.  Justice at the millennium: a meta-analytic review of 25 years of organizational justice research. , 2001, The Journal of applied psychology.

[38]  Stephen J. Hoch,et al.  Wharton on Making Decisions , 2001 .

[39]  D. Kashy,et al.  Conceptual and Methodological Issues in the Analysis of Data from Dyads and Groups , 2012 .

[40]  B. Byrne Structural equation modeling with EQS : basic concepts, applications, and programming , 2000 .

[41]  Roy J. Lewicki,et al.  Extending and testing a five factor model of ethical and unethical bargaining tactics: Introducing the SINS scale. , 2000 .

[42]  R. Sternberg,et al.  Handbook of Intelligence , 2000 .

[43]  P. Salovey,et al.  Models of emotional intelligence , 2000 .

[44]  M. Csíkszentmihályi,et al.  Positive psychology. An introduction. , 2000, The American psychologist.

[45]  M. Morris,et al.  Rapport in conflict resolution: Accounting for how face-to-face contact fosters mutual cooperation in mixed-motive conflicts. , 2000 .

[46]  Richard P. Larrick,et al.  Framing the Game: Examining Frame Choice in Bargaining. , 2000, Organizational behavior and human decision processes.

[47]  Dale T. Miller,et al.  The norm of self-interest. , 1999, The American psychologist.

[48]  Richard Gonzalez,et al.  The correlational analysis of dyad‐level data in the distinguishable case , 1999 .

[49]  Terri R. Kurtzberg,et al.  Can We Negotiate and Still Be Friends , 1999 .

[50]  J. Levine,et al.  Shared Cognition in-Organizations: The Management of Knowledge , 1999 .

[51]  Leigh Thompson,et al.  Some Like It Hot: The Case for the Emotional Negotiator , 1999 .

[52]  Richard P. Larrick,et al.  Journal of Personality and Social Psychology Misperceiving Negotiation Counterparts: When Situationally Determined Bargaining Behaviors Are Attributed to Personality Traits , 2022 .

[53]  L. Thompson,et al.  THE INFORMATION DILEMMA IN NEGOTIATIONS: EFFECTS OF EXPERIENCE, INCENTIVES, AND INTEGRATIVE POTENTIAL , 1999 .

[54]  J. H. Davis,et al.  The effect of the performance appraisal system on trust for management: A field quasi-experiment. , 1999 .

[55]  Terri R. Kurtzberg,et al.  Can We Negotiate and Still Be Friends? , 1999 .

[56]  D. Kahneman,et al.  Well-being : the foundations of hedonic psychology , 1999 .

[57]  F. Strack,et al.  Reports of subjective well-being: Judgmental processes and their methodological implications. , 1999 .

[58]  Alice F. Stuhlmacher,et al.  Gender and Negotiator Competitiveness: A Meta-analysis. , 1998, Organizational behavior and human decision processes.

[59]  Alexander D. Stajkovic,et al.  Self-efficacy and work-related performance: A meta-analysis. , 1998 .

[60]  R. Lewicki,et al.  Trust And Distrust: New Relationships and Realities , 1998 .

[61]  Rex B. Kline,et al.  Principles and Practice of Structural Equation Modeling , 1998 .

[62]  E. Kelloway Using LISREL for Structural Equation Modeling: A Researcher′s Guide , 1998 .

[63]  S. Chaiken,et al.  Attitude structure and function. , 1998 .

[64]  Dale T. Miller,et al.  The disparity between the actual and assumed power of self-interest. , 1998, Journal of personality and social psychology.

[65]  R. Lewicki,et al.  Trust Development in Negotiation: Proposed Actions and a Research Agenda , 1997 .

[66]  C. R. Snyder,et al.  Reality negotiation: Governing one's self and being governed by others. , 1997 .

[67]  N. Roese Counterfactual thinking. , 1997, Psychological bulletin.

[68]  Leigh Thompson,et al.  LOSE-LOSE AGREEMENTS IN INTERDEPENDENT DECISION MAKING , 1996 .

[69]  A. Magurran,et al.  Battle of the sexes , 1996, Nature.

[70]  J. Brockner,et al.  An integrative framework for explaining reactions to decisions: interactive effects of outcomes and procedures. , 1996, Psychological bulletin.

[71]  L. Thompson,et al.  The impact of minimum goals and aspirations on judgments of success in negotiations , 1995 .

[72]  Leigh Thompson,et al.  The bittersweet feeling of success: An examination of social perception in negotiation. , 1995 .

[73]  Gregory B. Northcraft,et al.  Negotiating with Nonlinear Subjective Utilities: Why Some Concessions Are More Equal Than Others , 1995 .

[74]  J. Keith Murnighan,et al.  An experimental investigation of ultimatum games: information, fairness, expectations, and lowest acceptable offers , 1995 .

[75]  Kathleen L. McGinn,et al.  Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcome of Dyadic Negotiations , 1995 .

[76]  Max H. Bazerman,et al.  Negotiating over Time: Impediments to Integrative Solutions , 1995 .

[77]  R. Thaler,et al.  Anomalies: Ultimatums, Dictators and Manners , 1995 .

[78]  Daniel J. McAllister Affect- and Cognition-Based Trust as Foundations for Interpersonal Cooperation in Organizations , 1995 .

[79]  S. Komorita,et al.  Interpersonal Relations: Mixed-Motive Interaction , 1995 .

[80]  R. Oliver,et al.  Outcome Satisfaction in Negotiation: A Test of Expectancy Disconfirmation , 1994 .

[81]  Joel Cutcher-Gershenfeld,et al.  Strategic Negotiations: A Theory of Change in Labor-Management Relations , 1994 .

[82]  Shelley E. Taylor,et al.  Positive illusions and well-being revisited: separating fact from fiction. , 1994, Psychological bulletin.

[83]  Ed Diener,et al.  Assessing subjective well-being: Progress and opportunities , 1994 .

[84]  P. Burke,et al.  Exploratory and confirmatory tests of the big five and Tellegen's three- and four-dimensional models. , 1994, Journal of personality and social psychology.

[85]  E. Diener,et al.  Extraversion and neuroticism as predictors of objective life events: a longitudinal analysis. , 1993, Journal of personality and social psychology.

[86]  Marilyn E. Gist,et al.  Gender differences in the acquisition of salary negotiation skills: the role of goals, self-efficacy, and perceived control. , 1993, The Journal of applied psychology.

[87]  Ed Diener,et al.  Subjective Well‐Being: The Convergence and Stability of Self‐Report and Non‐Self‐Report Measures , 1993 .

[88]  J. S. Long,et al.  Testing Structural Equation Models , 1993 .

[89]  R. Lewicki Negotiation: Readings, Exercises and Cases , 1993 .

[90]  M. Browne,et al.  Alternative Ways of Assessing Model Fit , 1992 .

[91]  Max H. Bazerman,et al.  Reversals of preference in allocation decisions: Judging an alternative versus choosing among alternatives , 1992 .

[92]  R. McCrae,et al.  An introduction to the five-factor model and its applications. , 1992, Journal of personality.

[93]  Xiao-Li Meng,et al.  Comparing correlated correlation coefficients , 1992 .

[94]  D. G. Pruitt,et al.  NEGOTIATION AND MEDIATION , 1992 .

[95]  E. Diener,et al.  Further validation of the Satisfaction with Life Scale: evidence for the cross-method convergence of well-being measures. , 1991, Journal of personality assessment.

[96]  M. Lipe COUNTERFACTUAL REASONING AS A FRAMEWORK FOR ATTRIBUTION THEORIES , 1991 .

[97]  A confirmatory factor analysis of the Threat Index. , 1991 .

[98]  L. Ross,et al.  The Person and the Situation: Perspectives of Social Psychology , 1991 .

[99]  L. Thompson Negotiation behavior and outcomes: Empirical evidence and theoretical issues. , 1990 .

[100]  R. Hastie,et al.  Social perception in negotiation , 1990 .

[101]  M. Horowitz,et al.  Identifying schematized views of self with significant others: convergence of quantitative and clinical methods , 1990 .

[102]  Robin L. Pinkley,et al.  Dimensions of conflict frame: Disputant interpretations of conflict. , 1990 .

[103]  R. Lewicki Research on Negotiation in Organizations , 1990 .

[104]  J. H. Steiger Structural Model Evaluation and Modification: An Interval Estimation Approach. , 1990, Multivariate behavioral research.

[105]  P. Bentler,et al.  Comparative fit indexes in structural models. , 1990, Psychological bulletin.

[106]  Peter J. Carnevale,et al.  Contingencies in the Mediation of Disputes , 1990 .

[107]  L. Thompson,et al.  TACTICAL BEHAVIOR AND NEGOTIATION OUTCOMES , 1990 .

[108]  Karl G. Jöreskog,et al.  Lisrel 8: User's Reference Guide , 1997 .

[109]  Donald E. Conlon,et al.  Nonlinear and Nonmonotonic Effects of Outcome on Procedural and Distributive Fairness Judgments1 , 1989 .

[110]  L. Thompson,et al.  Social Utility and Decision Making in Interpersonal Contexts , 1989 .

[111]  R. P. McDonald,et al.  Structural Equations with Latent Variables , 1989 .

[112]  S. Mulaik,et al.  EVALUATION OF GOODNESS-OF-FIT INDICES FOR STRUCTURAL EQUATION MODELS , 1989 .

[113]  D. M. Georgoff,et al.  Harvard Business Review: David M. Georgoff and Robert G. Murdick, manager's guide to forecasting, 64 (Jan-Feb.) (1986) 110-120 , 1988 .

[114]  T. Tyler,et al.  The Social Psychology of Procedural Justice , 1988 .

[115]  F. Borgen,et al.  Applying Cluster Analysis in Counseling Psychology Research. , 1987 .

[116]  J. Greenberg,et al.  A Taxonomy of Organizational Justice Theories , 1987 .

[117]  G. Northcraft,et al.  Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task , 1986 .

[118]  Kim,et al.  Social conflict: Escalation, stalemate, and settlement , 1986 .

[119]  James K. Sebenius,et al.  Interests: The measure of negotiation , 1986 .

[120]  David M. Messick,et al.  Estimating social and nonsocial utility functions from ordinal data , 1985 .

[121]  Manfred Kuechler,et al.  Surveying Subjective Phenomena. , 1985 .

[122]  E. Diener,et al.  Subjective well-being. , 1984, Psychological bulletin.

[123]  M. Bazerman Negotiator Judgment , 1983 .

[124]  A. Marty Getting to YES. Negotiating Agreement Without Giving In , 1983 .

[125]  Max H. Bazerman,et al.  Negotiating in Organizations , 1983 .

[126]  Caryl E. Rusbult,et al.  Responses to Dissatisfaction in Romantic Involvements: A Multidimensional Scaling Analysis , 1983 .

[127]  W. Güth,et al.  An experimental analysis of ultimatum bargaining , 1982 .

[128]  Lloyd G. Humphreys,et al.  Multivariate Applications in the Social Sciences , 1982 .

[129]  A. Greenwald,et al.  Psychological perspectives on the self , 1982 .

[130]  W. Hamilton,et al.  The evolution of cooperation. , 1984, Science.

[131]  P. Bentler,et al.  Significance Tests and Goodness of Fit in the Analysis of Covariance Structures , 1980 .

[132]  Gary H. McClelland,et al.  Who accepts the pareto axiom? the role of utility and equity in arbitration decisions , 1978 .

[133]  A. Bandura Self-efficacy: toward a unifying theory of behavioral change. , 1977, Psychology Review.

[134]  A. Bandura Self-efficacy: toward a unifying theory of behavioral change. , 1977, Psychological review.

[135]  R. Folger Distributive and procedural justice: Combined impact of voice and improvement on experienced inequity. , 1977 .

[136]  L. Ross The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process1 , 1977 .

[137]  Jeffrey Z. Rubin,et al.  The Social Psychology of Bargaining and Negotiation. , 1976 .

[138]  Phillip Ferguson,et al.  TM: Some Preliminary Findings , 1976 .

[139]  H. Zeisel,et al.  Procedural Justice: A Psychological Analysis , 1978 .

[140]  M. Bacharach Two-person Cooperative Games , 1976 .

[141]  L. Fisher,et al.  391: A Monte Carlo Comparison of Six Clustering Procedures , 1975 .

[142]  J. Rubin,et al.  The social psychology of bargaining and negotiation , 1975 .

[143]  Lewis A. Froman,et al.  Research reports. Compromise and logroll: Comparing the efficiency of two bargaining processes , 1970 .

[144]  Linda K. Stroh,et al.  Organizational behavior. , 1970, Physical therapy.

[145]  B. Brown,et al.  The effects of need to maintain face on interpersonal bargaining. , 1968 .

[146]  D. Campbell,et al.  Convergent and discriminant validation by the multitrait-multimethod matrix. , 1959, Psychological bulletin.

[147]  J. F. Dashiell,et al.  Theories of perception and the concept of structure. , 1955 .

[148]  E. Miller Handbook of Social Psychology , 1946, Mental Health.

[149]  C. Mills Situated Actions and Vocabularies of Motive , 1940 .

[150]  M. Lorr Cluster analysis for social scientists , 1938 .

[151]  S. Fiske,et al.  The Handbook of Social Psychology , 1935 .