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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.

Jared Curhan
Massachusetts Institute of Technology
United States

Hillary Elfenbein
Washington University in St. Louis
United States

Shirli Kopelman
University of Michigan, Ann Arbor
United States

Rene Paulson
Elite Research, LLC
United States


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