TITLE

Tapping the Subjective Values Present in Negotiations: Face, Feelings, and Friendships

AUTHOR(S)
Muir, Clive
PUB. DATE
February 2007
SOURCE
Academy of Management Perspectives;Feb2007, Vol. 21 Issue 1, p72
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article considers the importance of subjective, social psychological values in negotiations. The author cites research by Jared Curhan and Heng Xu at the Massachusetts Institute of Technology and Hillary Anger Elfenbein at the University of California, Berkeley. The researchers looked at the feelings of negotiating parties about the terms, the process, the relationship with the other party, and their own roles, assessing the parties' senses of self-esteem, pride, and self-efficacy. Researchers found that psychological outcomes shape how the parties will approach future negotiations, particularly with the same other party. The research tool--the Subjective Value Inventory--can be used in training sales staff and in gauging the validity of organizational assertions of collegiality.
ACCESSION #
24286166

 

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