Agreements maximize whatever negotiations care about, whether it’s money, relationship, trust of peace of mind. Exhibit 6-1 identifies six different type of resource people can exchange: love, money, service, goods, status, and information, Each of these resources varies in terms of particularism (how much utility we derive depends on who is providing it a kiss from one’s own child is valued much more than a kiss from a complete stranger) and concreteness (how tangible it is). Love and social status are less concrete than services or goods, for example.
The subjective value inventory (SVI) assesses four major concerns held by negotiations: feeling about instrumental outcomes, feeling about themselves, feeling about the process, and feeling about their relationships. Subjective value predicts MBA students satisfaction with their employment compensation, job satisfaction, and reduces intentions to seek a different job a year later. (see exhibit 6-2 for the Subjective value inventory)
Agreements maximize whatever negotiations care about, whether it’s money, relationship, trust of peace of mind. Exhibit 6-1 identifies six different type of resource people can exchange: love, money, service, goods, status, and information, Each of these resources varies in terms of particularism (how much utility we derive depends on who is providing it a kiss from one’s own child is valued much more than a kiss from a complete stranger) and concreteness (how tangible it is). Love and social status are less concrete than services or goods, for example. The subjective value inventory (SVI) assesses four major concerns held by negotiations: feeling about instrumental outcomes, feeling about themselves, feeling about the process, and feeling about their relationships. Subjective value predicts MBA students satisfaction with their employment compensation, job satisfaction, and reduces intentions to seek a different job a year later. (see exhibit 6-2 for the Subjective value inventory)
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