Negotiator confidence: The impact of self-efficacy on tactics and outcomes [An article from: Journal of Experimental Social Psychology]

This digital document is a journal article from Journal of Experimental Social Psychology, published by Elsevier in 2006. The article is delivered in HTML format and is available in your Amazon.com Media Library immediately after purchase. You can view it with any web browser.

Description:
In a series of four studies, we examined whether and how negotiators' task-related self-efficacy affects their performance. In the first two studies, we identified two theoretically meaningful self-efficacy constructs-distributive self-efficacy (DSE) and integrative self-efficacy (ISE)-and provided evidence of construct validity. In the third study, task-congruent self-efficacy was positively associated with negotiators' self-reports of tactical decision-making. In the fourth study, we measured negotiators' tactics and found that ISE and DSE affected negotiators' initial choice of tactics. We conclude that ISE and DSE predisposes negotiators to select certain tactics, which then guide the course of the negotiation, and, ultimately, affect the quality of deals.