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

Abstract: 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.

Keywords: conversation, conflict, negotiation