اعتماد به نفس مذاکره کنندگان: تاثیر خودکارآمدی در تاکتیک ها و نتایج
|کد مقاله||سال انتشار||مقاله انگلیسی||ترجمه فارسی||تعداد کلمات|
|62099||2006||15 صفحه PDF||سفارش دهید||10230 کلمه|
Publisher : Elsevier - Science Direct (الزویر - ساینس دایرکت)
Journal : Journal of Experimental Social Psychology, Volume 42, Issue 5, September 2006, Pages 567–581
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.