Based on Bandura's Social Cognitive Theory, the role of self-efficacy in negotiation outcomes was analyzed, distinguishing between substantive and relational effectiveness. Previous research considers that self-efficacy it a strong predictor of negotiation outcomes; nevertheless recent evidence suggests limits of self-efficacy in social tasks. Results of a negotiation with integrative potential show that self-efficacy increases integrative outcomes and is not related with personal outcomes. Finally, a curvilinear (inverted U-shape) relationship exists between self-efficacy and relational outcomes. Theoretical and practical implications of these findings are discussed in negotiation and conflict resolution settings.

--

Autoeficacia,Conflicto,Negociación

• Psicologia - Ciências Sociais