Getting off on the right foot: subjective value versus economic value in predicting longitudinal job outcomes from job offer negotiations.
Although negotiation experiences can affect a negotiator's ensuing attitudes and behavior, little is known about their long-term consequences. Using a longitudinal survey design, the authors tested the degree to which economic and subjective value achieved in job offer negotiations predicts employees' subsequent job attitudes and intentions concerning turnover. Results indicate that subjective value predicts greater compensation satisfaction and job satisfaction and lower turnover intention measured 1 year later. Surprisingly, the economic outcomes that negotiators achieved had no apparent effects on these factors. Implications, limitations, and future directions are discussed.
Curhan
Jared R
JR
Sloan School of Management, Massachusetts Institute of Technology, Cambridge, MA 02142-1347, USA. curhan@post.harvard.edu
Elfenbein
Hillary Anger
HA
Kilduff
Gavin J
GJ
D000328:Adult; D001290:Attitude; D005260:Female; D006801:Humans; D007588:Job Satisfaction; D008137:Longitudinal Studies; D008297:Male; D017008:Negotiating; D015279:Organizational Culture; D010558:Personnel Loyalty; D012456:Salaries and Fringe Benefits; D012737:Sex Factors; D012945:Social Values