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How Negotiator Self‐Efficacy Drives Decisions to Pursue Mediation
Author(s) -
Arnold Josh A.,
O'Connor Kathleen M.
Publication year - 2006
Publication title -
journal of applied social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.822
H-Index - 111
eISSN - 1559-1816
pISSN - 0021-9029
DOI - 10.1111/j.0021-9029.2006.00121.x
Subject(s) - credibility , mediation , negotiation , mediator , psychology , social psychology , self efficacy , source credibility , settlement (finance) , political science , business , medicine , law , finance , payment
We examined the role of self‐efficacy in negotiators' choice of dispute‐resolution procedures and responsiveness to third‐party recommendations after an impasse. Results show that high self‐efficacy negotiators were more likely to choose continued negotiation over mediation than were their low self‐efficacy counterparts. In addition, we found that these negotiators were more likely to reject a mediator's recommendation for settlement, even when this recommendation was evenhanded and met their interests. As predicted, however, the influence of self‐efficacy on the acceptance of recommendations was moderated by mediator credibility. When disputants perceived that the mediator had low credibility, the pattern of effects remained unchanged. However, when disputants viewed the mediator as being highly credible, self‐efficacy had no influence on the acceptance/rejection of mediator recommendations.