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

Article Abstract:

Studies were undertaken using the two self-efficacy constructs of distributive self-efficacy (DSE) and integrative self-efficacy (ISE) to examine how negotiators' task-related efficacy affected their performance. It is concluded that DSE and ISE predisposes negotiators to select certain tactics, which then guide the course of the negotiation, and ultimately, affect the quality of deals.

Methods, Analysis, Negotiation, Negotiations, Self-efficacy (Psychology), Self efficacy

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Preferred changes in power differences: effects of social comparison in equal and unequal power relations

Article Abstract:

People prefer slight superiority in power over comparison others, According to social comparison theory. This proves that social comparisons of equal and unequal power are based on merits and not interval information.

Psychological aspects, Power (Philosophy)

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