A Satisfied Mind: Motivational Orientation, Feedback and the Subjective Value of Negotiation Outcomes

Abstract

Although negotiation research has systematically investigated the factors that contribute to negotiators’ satisfaction with economic outcomes, relatively less attention has been given to the factors that influence their satisfaction with social outcomes. In this research, we used a computer-based task to present pairs of outcomes (own outcome, other’s outcome) to participants and asked them to rate their satisfaction with their own outcomes, their self-image and an opponent’s perceived willingness to negotiate in the future. Because satisfaction is context-sensitive, we tested how two factors influenced these ratings: motivational orientation, whether negotiators held cooperative or individu..