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). See Also: Beyond the Bottom Line, The Value of Satisfaction, Improve Their Satisfaction.

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The following items are tagged subjective value.

Daily

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 … Read More 

Courses and Training

Advanced Negotiation Master Class

Posted by & filed under Advanced Negotiation Master Class.

If you’re among those who qualify for this exceptional class, you’ll meet that former MBA student, distinguished Professor Guhan Subramanian. Professor Subramanian is one of four renowned negotiation experts from Boston’s academic elite who will lead the Harvard Advanced Negotiation Master Class. This is a remarkable opportunity for anyone who is ready to become a … Read More 

Daily

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 … Read More 

Improve their satisfaction

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Make Them More Satisfied with Less,” first published in the Negotiation newsletter. In negotiation, sometimes you just don’t have much to give. If your department’s budget has been slashed, your subordinates will have to settle for smaller raises than usual – or none at all. When consumer demand for your red-hot product levels … Read More