Value conflicts have been shown to impair negotiation behaviors and outcomes (Harinck & Ellemers, 2014). The present studies aim to replicate and extend this finding in a paradigm where the parties' values were different, but not opposed. We hypothesized that activating values, rather than utilities, as motives in a negotiation would not only impair negotiation behavior and outcomes, but also subjective evaluations of the negotiated agreements. We further predicted that information provided about the counterparts' priorities would be a less effective facilitator of integrative negotiating in value-driven than in utility-driven conflicts. Two preregistered experiments (N = 176/310) confirm that a value motive leads to an increased aversion to trade-offs and to more compromise offers (Studies 1 and 2), and to lower individual and joint outcomes (Study 2). The results also show that the activation of value rather than utility motives in the parties trigger subjective perceptions of clashing values rather than conflicting interests, even though the values were not opposed. By triggering these perceptions, the value motives indirectly lead to worse subjective evaluations of the outcome, the process, the self, and (in Study 2) the relationship, even when controlling for objective outcomes. Providing information about the counterpart's underlying motives did not produce conclusive differential effects on negotiation behaviors and outcomes, possibly because the shared information did not increase the perceived discrepancy between counterparts. Theoretical and practical implications of the results for value-driven conflicts are discussed.

价值冲突已被证明会损害谈判行为和结果（Harinck＆Ellemers，2014）。本研究旨在在各方的价值观不同但又不反对的范式中复制和扩展这一发现。我们假设激活价值而不是效用是谈判的动机，这不仅会损害谈判行为和结果，还会损害对谈判协议的主观评价。我们进一步预测，在价值驱动的冲突中，提供的有关同行优先事项的信息将比整合驱动的冲突对整合谈判的效率更低。两次预先注册的实验（N = 176/310）证实了价值动机导致对折衷的厌恶和更多的折衷提议（研究1和2），以及降低个人和共同结果（研究2）。结果还表明，即使不反对这些价值观，但当事方中价值的激活而不是效用动机会触发对价值冲突而不是利益冲突的主观感知。通过激发这些看法，即使在控制客观结果时，价值动机也间接导致对结果，过程，自我以及（在研究2中）关系的主观评估变差。提供有关对方的基本动机的信息并不会对谈判行为和结果产生决定性的不同影响，可能是因为共享信息并未增加对方之间的感知差异。讨论了结果对价值驱动型冲突的理论和实践意义。