Article

Do Past Perceptions Shape Future Behaviors? Subjective Value and Behavior Styles in a Multi‐Round Negotiation


Abstract

This study examines how negotiation subjective value (SV)—relationship SV, process SV, instrumental SV, and self‐SV—in a previous round affects negotiation behavior styles—integrating, compromising, obliging, avoiding, and dominating—in the next round through two studies. Study 1 asked the respondents to complete a questionnaire based on a recalled multi‐round negotiation, and 169 samples were valid. In Study 2, 205 participants totally filled out the questionnaire after a simulated negotiation. Both results point out as follows: (a) relationship SV positively relates to all five negotiation styles, and its relationship with integrating, compromising, obliging, and avoiding styles is strongest among four branches of SV; (b) process SV is only positively related to integrating; (c) instrumental SV negatively relates to uncooperative styles—avoiding and dominating—and the relationship with dominating style is strongest; (d) self‐SV relates to both integrating and dominating which looks like incompatible. We finally discuss the implications, limitations, and future research.

Keywords: multi‐round negotiation, behavior styles, subjective value

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Published on
30 Nov 2017
Peer Reviewed