Social Psychology

The Subjective Value Inventory (SVI)

Curhan, J. R., Elfenbein, H. A., & Xu, H. (2006). What do people value when they
negotiate? Mapping the domain of subjective value in negotiation. Journal of Personality
and Social Psychology, 91, 493-512.
[Also featured in Thompson (2005) and Lewicki, Barry, & Saunders (2007).]
Four studies support the development and validation of a framework for understanding the
range of social psychological outcomes valued subjectively as consequences of
negotiations. Study 1 inductively elicited and coded elements of subjective value among
students, community members, and practitioners, revealing 20 categories that theorists in
Study 2 sorted into 4 underlying subconstructs: Feelings About the Instrumental Outcome,
Feelings About the Self, Feelings About the Negotiation Process, and Feelings About the
Relationship. Study 3 proposed a new Subjective Value Inventory (SVI) and confirmed its
4 factor structure. Study 4 presents convergent, discriminant, and predictive validity data
for the SVI. Indeed, subjective value was a better predictor than economic outcomes of
future negotiation decisions. Results suggest the SVI is a promising tool to systematize
and encourage research on subjective outcomes of negotiation.
Items can be presented in any order. However, the order presented here is recommended.
No headings should be used (e.g., Instrumental Outcome, Self, etc.). The attached version
is intended to be used for negotiations involving two or more individuals. When the focal
negotiation involves only two individuals, the words “counterpart(s)” and “outcome(s)”
should be changed to “counterpart” and “outcome,” respectively.
Items 3 and 5 should be reverse-scored (i.e., a response of 7 becomes 1, a response of 6
becomes 2, and so forth). Next, items within each of the four sub-scales should be
averaged (with equal weightings) to yield four sub-scale scores (i.e., Instrumental, Self,
Process, and Relationship). If desired, a Global score can be calculated by averaging
(with equal weightings) these four sub-scale scores. A Rapport score may also be
calculated by averaging scores for Process and Relationship (with equal weightings).

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