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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.

The following items are tagged subjective value


Announcing the 2016-2017 PON Graduate Research Fellows

Posted by & filed under Daily, Graduate Research Fellowships, PON Graduate Research Fellowships, Students.

    The Program on Negotiation Graduate Research Fellowships are designed to encourage young scholars from the social sciences and professional disciplines to pursue theoretical, empirical, and/or applied research in negotiation and dispute resolution. Consistent with PON’s goal of fostering the development of the next generation of scholars, this program provides support for one year of dissertation … Read More 

Courses and Training

Advanced Negotiation Master Class

Posted by & filed under Advanced Negotiation Master Class.

Once you’ve taken part in this highly personalized, in-depth negotiation training from the world’s most distinguished negotiators – the people who invented modern dealmaking – you’ll emerge from this course more confident in your negotiation and business skills than you ever thought possible. Imagine what it will be like to outclass every other negotiator sitting … Read More 

Free Report

Negotiation Master Class Fall 2013 Program Guide

Posted by & filed under Free Report.


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 … Read More 


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