The Objective Value of Subjective Value: A Multi-Round Negotiation Study

被引：93

作者：

Curhan, Jared R. ^{[1
]}

Elfenbein, Hillary Anger ^{[2
]}

Eisenkraft, Noah ^{[3
]}

机构：

[1] MIT, Alfred P Sloan Sch Management, Cambridge, MA 02142 USA

[2] Washington Univ, John M Olin Sch Business, St Louis, MO 63130 USA

[3] Univ Penn, Wharton Sch, Philadelphia, PA 19104 USA

来源：

JOURNAL OF APPLIED SOCIAL PSYCHOLOGY | 2010年 / 40卷 / 03期

关键词：

SELF; COMMITMENT; BEHAVIOR; OUTCOMES; IMPACT;

D O I：

10.1111/j.1559-1816.2010.00593.x

中图分类号：

B84 [心理学];

学科分类号：

04 ; 0402 ;

摘要：

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.

引用

页码：690 / 709

页数：20

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