Negotiator confidence: The impact of self-efficacy on tactics and outcomes

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...

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Bibliographic Details
Published in:Journal of experimental social psychology 2006-09, Vol.42 (5), p.567-581
Main Authors: Sullivan, Brandon A., O’Connor, Kathleen M., Burris, Ethan R.
Format: Article
Language:English
Subjects:
Biological and medical sciences
Confidence
Effects
Fundamental and applied biological sciences. Psychology
Human performance
Negotiation
Negotiations
Psychology. Psychoanalysis. Psychiatry
Psychology. Psychophysiology
Self-efficacy
Social interactions. Communication. Group processes
Social psychology
Tactics
Validation studies
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Summary: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.
ISSN:0022-1031
1096-0465
DOI:10.1016/j.jesp.2005.09.006