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Tapping the subjective values present in negotiations: face, feelings, and friendships
This research brief challenges the conventional focus on tangible outcomes in negotiations by highlighting the critical role of subjective value—the psychological and emotional dimensions such as respect, trust, and relationship quality. Through a multi-phase study, Curhan, Xu, and Elfenbein (2006) identify four key categories of subjective value: (1) feelings about negotiation terms, (2) self-perception (e.g., saving face), (3) process fairness, and (4) relational dynamics. They develop the Subjective Value Inventory (SVI), a validated tool to measure these intangibles, demonstrating that high subjective value predicts greater willingness for cooperative dialogue in future interactions. The findings underscore that negotiators—especially in sustained relationships (e.g., colleagues, clients)—often prioritize social and emotional outcomes over maximal resource gains. Practical implications suggest that organizations and trainers should emphasize techniques to enhance subjective value, fostering ethical behavior and long-term collaboration. This study bridges a gap in negotiation research by quantifying the "human element" that drives enduring success beyond transactional wins...Printed Journal
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| AMP2101 | PSB lt.dasar - Pascasarjana | 1 |
| Penerbit | Briarcliff Manor, NY: Academy of Management 2007 |
|---|---|
| Edisi | Vol. 21, No. 1, Feb., 2007 |
| Subjek | Negotiations Ethical Behavior self-efficacy subjective value Subjective Value Inventory (SVI) cooperative dialogue |
| ISBN/ISSN | 15589080 |
| Klasifikasi | NONE |
| Deskripsi Fisik | 3 p. |
| Info Detail Spesifik | Academy of Management Perspectives |
| Other Version/Related | Tidak tersedia versi lain |
| Lampiran Berkas |