subjective value

The social, perceptual, and emotional consequences of a negotiation. (Jared R. Curhan, Hillary A. Elfenbein and Heng Xu, What do people value when they negotiate? Mapping the domain of subjective value in negotiation [Journal of Personality and Social Psychology, 2006], 4)

The following items are tagged subjective value.

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Beyond the Bottom Line

Posted by & filed under Negotiation Skills.

What do people value when they negotiate?

Research by Professors Jared R. Curhan and Heng Xu of MIT’s Sloan School of Management and Hillary Anger Elfenbein of Berkeley’s Haas School of Business provides useful insights concerning this basica question.

Using survey data collected from everyday negotiators and filtering it through a sorting procedure conducted by negotiation professionals, the researchers developed a Subjective Value Inventory (SVI) that includes four factors.

Courses and Training

Free Report

Negotiation Master Class Fall 2014 Program Guide

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Over the years thousands of professional have participated in negotiation programs at the Program on Negotiation (PON) at Harvard Law School. And after a few months or years of putting their negotiation skills and techniques to work, participants inevitably ask us, what’s next?

The Program on Negotiation is pleased to announce the Negotiation Master Class, exclusively for PON alumni to be held November 5-7, 2014

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The Value of Satisfaction

Posted by & filed under Negotiation Skills.

What do people value when they negotiate? Research by professors Jared R. Curhan and Heng Xu of MIT’s Sloan School of Management and Hillary Anger Elfenbein of Berkeley’s Haas School of Business provides useful insights concerning this basic question.

Using survey data collected from everyday negotiators and filtering it through a sorting procedure conducted by negotiation professionals, the researchers developed a “Subjective Value Inventory” (SVI) which includes four factors: 1) “Feelings about Instrumental Outcomes” represents elements such as “winning” the negotiation, or more generally, gaining a large share of the pie; 2) “Feelings About the Self” includes elements such as saving face and “doing the right thing”; 3) “Feelings About the Negotiation Process” includes elements such as being listened to by the other party; and 4) “Feelings About the Relationship” includes elements such as establishing trust and building a strong relationship.

Free Report

Negotiation Master Class Fall 2013 Program Guide

Posted by & filed under Free Report.

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For the first time ever, the Program on Negotiation is offering a master-level course for negotiators. The program is highly personalized and taught by 4 negotiation experts from Harvard and MIT. If you are selected to participate, you will be assigned to small learning groups, take part in dynamic exercises with two-way feedback, work closely with faculty members to develop a strategy that addresses personal negotiation challenges, and particpate in intensive simulations.

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