The Mutual Satisfaction Effect In Negotiation: Subjective Value Is Positively Associated Within Dyads Even When Objective Outcomes Are Inversely Related

Conventional wisdom suggests an inverse linkage between satisfaction levels of negotiation counterparts, such that as one negotiator feels more satisfied, their counterpart should feel less satisfied. However, this research investigates a mutual satisfaction effect, whereby subjective value is positively associated within dyads, even when objective outcomes are inversely related.