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Advancing validity of self‐efficacy in negotiation through focusing at the domain level
Author(s) -
Miles Edward W.,
Maurer Todd J.
Publication year - 2012
Publication title -
journal of occupational and organizational psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 2.257
H-Index - 114
eISSN - 2044-8325
pISSN - 0963-1798
DOI - 10.1348/096317910x531744
Subject(s) - negotiation , self efficacy , psychology , task (project management) , construct (python library) , social psychology , domain (mathematical analysis) , computer science , sociology , management , mathematics , social science , mathematical analysis , economics , programming language
Although self‐efficacy can exist at multiple levels of specificity (e.g., general self‐efficacy, domain‐level self‐efficacy, and task‐specific self‐efficacy), the negotiation literature has not explicitly dealt with negotiation self‐efficacy at the domain level. We introduce the conceptual background for domain‐level negotiation self‐efficacy and – in two contrasting studies – demonstrate the construct's ability to predict objective negotiated outcomes. Interestingly, domain‐level negotiation self‐efficacy predicted negotiation outcomes while task‐specific negotiation self‐efficacy did not. Implications of this counter‐intuitive finding are discussed.