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

Curhan, Jared R.; Elfenbein, Hillary Anger; Eisenkraft, Noah

doi:10.1111/j.1559-1816.2010.00593.x

Cited by 101 publications

(109 citation statements)

References 52 publications

(78 reference statements)

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“…Similarly, in a later study, the authors (Curhan, Elfenbein, & Eisenkraft, 2010) found a positive relation between subjective value at one time point and economic value at a later point. Moreover, one study examined the impact of concern for relationships in a real world context, where relationships could be long-term.…”

Section: Economic Implicationsmentioning

confidence: 97%

A pawn in someone else's game?: The cognitive, motivational, and paradigmatic barriers to women's excelling in negotiation

Kennedy

Kray

2015

Research in Organizational Behavior

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Within a framework of inequality the existence of conflict is denied and the means to engage openly in conflict are excluded. -Jean Baker Miller, M. D. The New Psychology of WomenWomen in organizations are succeeding to a lesser degree than men. Women still hold only 5% of CEO positions (Catalyst, 2015), 19% of Board Directorships (Catalyst, 2015 and are estimated to earn only $0.82 for every dollar paid to men (Hegewisch, Ellis, & Hartmann, 2015). When women are under-represented in high status positions, it becomes more difficult for other women to succeed in the organization (Ibarra, 1992(Ibarra, , 1993Kanter, 1977). The female gender group is seen more negatively in firms with fewer senior women (Ely, 1994) and women's skills go unrecognized (Joshi, 2014) 1 .Despite similar career aspirations, the trajectories of high-achieving men and women in MBA programs vary in important ways. A recent survey of Harvard Business School alumni showed that women were less likely than men to hold senior management positions, less likely to Women's relatively worse performance in negotiation is often cited as an explanation for gender differences in advancement and pay within organizations. We review key findings from the past twenty years of research on gender differences in negotiation. Women do underperform relative to men in negotiation, but only under limited circumstances, which means the performance gap is unlikely due to lesser skills on their part. The barriers between women and negotiation excellence are of three types: cognitive, motivational, and paradigmatic. Cognitive barriers stem from negative stereotypes about women's negotiating abilities. Motivational barriers stem from desire to prevent women negotiators from excelling in a masculine domain. Paradigmatic barriers stem from how negotiation is currently studied. We call for greater attention to motivational barriers and for changes to the negotiation paradigm. Women negotiators are not incompetent, and training them to negotiate more like men is not obviously the solution. In fact, women have greater concern for others than men do, and their cooperativeness elevates collective intelligence and enables ethical behavior. Under a new paradigm of negotiation, the value of these strengths could become more readily apparent. In particular, we advocate for greater attention to long-term relationships, subjective value, and relational capital, all of which may have important economic implications in real world negotiations. ß

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Section: Economic Implicationsmentioning

confidence: 97%

A pawn in someone else's game?: The cognitive, motivational, and paradigmatic barriers to women's excelling in negotiation

Kennedy

Kray

2015

Research in Organizational Behavior

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“…Responses were measured on a 7-point scale, and a global subjective value score was formed based on average responses across all items (α = .80; see Curhan, Elfenbein, & Eisenkraft, 2010).…”

Section: Methodsmentioning

confidence: 99%

The Polarizing Effect of Arousal on Negotiation

Brown

Curhan

2013

Psychol Sci

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This research examines the impact of physiological arousal on negotiation outcomes.Conventional wisdom and extant prescriptive literature suggest that arousal should be minimized given its negative effect on negotiations, while prior research on misattribution of arousal suggests that arousal might polarize outcomes, either negatively or positively. In two experiments, we manipulated arousal and measured its effect on subjective and objective negotiation outcomes. Results support the polarization effect. When participants had negative prior attitudes toward negotiation, arousal had a detrimental effect on outcomes, whereas when participants had positive prior attitudes toward negotiation, arousal had a beneficial effect on outcomes, due to the construal of arousal as negative or positive affect respectively. Findings have important implications not only for negotiation, but also for research on misattribution of arousal, which previously has focused on the target of evaluation, in contrast to the current research, which focuses on the critical role of the perceiver.Keywords: negotiation, misattribution of arousal, emotions, subjective value, economic outcomes POLARIZING EFFECT OF AROUSAL 3 The Polarizing Effect of Arousal on Negotiation Our stomachs get tied up in knots. Our hearts start to pound. Our faces flush. Our palms sweat. These are all visceral responses signaling that something is wrong and that we are losing our composure in the negotiation. (Ury, 2006, p. 43) Conventional wisdom suggests that heightened physiological activation is both pervasive and pernicious in negotiation. It is true that demanding or competitive situations often are accompanied by hallmark physiological responses, such as an upset stomach, quickened heart rate, flushed face, increased blood pressure, or shaking legs

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“…Humans who have found the joy of living in peace continuously seek deep down what makes them more powerful and happier; that is, what creates the most "subjective value" for them (Curhan, Elfenbein, and Eisenkraft 2010). Because humans are social and political beings by nature, what they need most is the amiable company of others.…”

Section: The Outer Peace Negotiation Followsmentioning

confidence: 99%

Negotiating Peace from Inside Out: Spinoza as a Responsible Trump

Lempereur¹

2019

Negotiation Journal

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

Cited by 101 publications

References 52 publications

A pawn in someone else's game?: The cognitive, motivational, and paradigmatic barriers to women's excelling in negotiation

A pawn in someone else's game?: The cognitive, motivational, and paradigmatic barriers to women's excelling in negotiation

The Polarizing Effect of Arousal on Negotiation

Negotiating Peace from Inside Out: Spinoza as a Responsible Trump

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