Tapping the Subjective Values Present in Negotiations: Face, Feelings, and Friendships
探讨谈判中主观社会心理价值的重要性，引用研究指出心理结果（如自尊、自豪感）影响未来谈判行为，并介绍主观价值量表在销售培训和组织评估中的应用。
The article considers the importance of subjective, social psychological values in negotiations. The author cites research by Jared Curhan and Heng Xu at the Massachusetts Institute of Technology and Hillary Anger Elfenbein at the University of California, Berkeley. The researchers looked at the feelings of negotiating parties about the terms, the process, the relationship with the other party, and their own roles, assessing the parties' senses of self-esteem, pride, and self-efficacy. Researchers found that psychological outcomes shape how the parties will approach future negotiations, particularly with the same other party. The research tool--the Subjective Value Inventory--can be used in training sales staff and in gauging the validity of organizational assertions of collegiality.