What do people value when they negotiate? Mapping the domain of subjective value in negotiation.

@article{Curhan2006WhatDP,
  title={What do people value when they negotiate? Mapping the domain of subjective value in negotiation.},
  author={Jared Curhan and Hillary Anger Elfenbein and Heng Xu},
  journal={Journal of personality and social psychology},
  year={2006},
  volume={91 3},
  pages={493-512}
}
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… CONTINUE READING
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