-
1
-
-
0034259848
-
Conflict management, efficacy, and performance in organizational teams
-
Alper, S., Tjosvold, D. and Law, K.S. (2000), "Conflict management, efficacy, and performance in organizational teams" in Personnel Psychology, Vol. 53, No. 3, pp. 625-42.
-
(2000)
Personnel Psychology
, vol.53
, Issue.3
, pp. 625-642
-
-
Alper, S.1
Tjosvold, D.2
Law, K.S.3
-
4
-
-
0003460830
-
Guide for constructing self-efficacy scales
-
Caprara, G.V. (Ed.), Erickson, Trento
-
Bandura, A. (2001), "Guide for constructing self-efficacy scales" in Caprara, G.V. (Ed.), La valutazione dell'autoefficacia, Erickson, Trento, pp. 15-37.
-
(2001)
La Valutazione Dell'autoefficacia
, pp. 15-37
-
-
Bandura, A.1
-
5
-
-
0037302127
-
Negative self-efficacy and goal effects revisited
-
Bandura, A. and Locke, E.A. (2003), "Negative self-efficacy and goal effects revisited" in Journal of Applied Psychology, Vol. 88, No. 1, pp. 87-99.
-
(2003)
Journal of Applied Psychology
, vol.88
, Issue.1
, pp. 87-99
-
-
Bandura, A.1
Locke, E.A.2
-
6
-
-
0030210981
-
Affect in dyadic negotiation: A model and propositions
-
Barry, B. and Oliver, R.L. (1996), "Affect in dyadic negotiation: a model and propositions" in Organizational Behavior and Human Decision Processes, Vol. 67, No. 2, pp. 127-43.
-
(1996)
Organizational Behavior and Human Decision Processes
, vol.67
, Issue.2
, pp. 127-143
-
-
Barry, B.1
Oliver, R.L.2
-
7
-
-
84956804057
-
The death and rebirth of the social psychology of negotiation
-
Fletcher, G.J.O., Clark, M.S. (Eds.), Blackwell, Oxford
-
Bazerman, M.H., Curhan, J.R. and Moore, D.A. (2001), "The death and rebirth of the social psychology of negotiation" in Fletcher, G.J.O. and Clark, M.S. (Eds.), Blackwell Handbook of Social Psychology: Interpersonal Processes, Blackwell, Oxford, pp. 196-228.
-
(2001)
Blackwell Handbook of Social Psychology: Interpersonal Processes
, pp. 196-228
-
-
Bazerman, M.H.1
Curhan, J.R.2
Moore, D.A.3
-
8
-
-
84883843512
-
Influence of self-efficacy on performance in a cognitive task
-
Bouffard-Bouchard, T. (1990), "Influence of self-efficacy on performance in a cognitive task" in Journal of Social Psychology, Vol. 130, No. 3, pp. 353-63.
-
(1990)
Journal of Social Psychology
, vol.130
, Issue.3
, pp. 353-363
-
-
Bouffard-Bouchard, T.1
-
9
-
-
0007019105
-
-
John Wiley & Sons, San Francisco, CA, 2nd ed
-
Brett, J.M. (2007), Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries, 2nd ed, John Wiley & Sons, San Francisco, CA.
-
(2007)
Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries
-
-
Brett, J.M.1
-
10
-
-
0030506422
-
Alternatives to having a BATNA in dyadic negotiation: The influence of goals, self-efficacy and alternatives on negotiated outcomes
-
Brett, J.M., Pinkley, R.L. and Jackofsky, E.F. (1996), "Alternatives to having a BATNA in dyadic negotiation: the influence of goals, self-efficacy and alternatives on negotiated outcomes" in International Journal of Conflict Management, Vol. 7, No. 2, pp. 121-38.
-
(1996)
International Journal of Conflict Management
, vol.7
, Issue.2
, pp. 121-138
-
-
Brett, J.M.1
Pinkley, R.L.2
Jackofsky, E.F.3
-
11
-
-
63149131414
-
Getting off on the right foot: Subjective value versus economic value in predicting longitudinal job outcomes from job offer negotiations
-
Curhan, J.R., Elfenbein, H.A. and Kilduff, G.J. (2009), "Getting off on the right foot: subjective value versus economic value in predicting longitudinal job outcomes from job offer negotiations" in Journal of Applied Psychology, Vol. 94, No. 2, pp. 524-34.
-
(2009)
Journal of Applied Psychology
, vol.94
, Issue.2
, pp. 524-534
-
-
Curhan, J.R.1
Elfenbein, H.A.2
Kilduff, G.J.3
-
12
-
-
33748525173
-
What do people value when they negotiate? Mapping the domain of subjective value in negotiation
-
Curhan, J.R., Elfenbein, H.A. and Xu, H. (2006), "What do people value when they negotiate? Mapping the domain of subjective value in negotiation" in Journal of Personality and Social Psychology, Vol. 91, No. 3, pp. 493-512.
-
(2006)
Journal of Personality and Social Psychology
, vol.91
, Issue.3
, pp. 493-512
-
-
Curhan, J.R.1
Elfenbein, H.A.2
Xu, H.3
-
13
-
-
31744443178
-
When too little or too much hurts: Evidence for a curvilinear relationship between task conflict and innovation in teams
-
De Dreu, C.K.W. (2006), "When too little or too much hurts: evidence for a curvilinear relationship between task conflict and innovation in teams" in Journal of Management, Vol. 32, No. 1, pp. 83-107.
-
(2006)
Journal of Management
, vol.32
, Issue.1
, pp. 83-107
-
-
de Dreu, C.K.W.1
-
14
-
-
0042829117
-
Task versus relationship conflict: A meta-analysis
-
De Dreu, C.K.W. and Weingart, L.R. (2003), "Task versus relationship conflict: a meta-analysis" in Journal of Applied Psychology, Vol. 88, No. 4, pp. 741-9.
-
(2003)
Journal of Applied Psychology
, vol.88
, Issue.4
, pp. 741-749
-
-
de Dreu, C.K.W.1
Weingart, L.R.2
-
15
-
-
36248981795
-
Conflict management in work teams: The role of social self-efficacy and group identification
-
Desivilya, H.S. and Eizen, D. (2005), "Conflict management in work teams: the role of social self-efficacy and group identification" in International Journal of Conflict Management, Vol. 16, No. 2, pp. 183-208.
-
(2005)
International Journal of Conflict Management
, vol.16
, Issue.2
, pp. 183-208
-
-
Desivilya, H.S.1
Eizen, D.2
-
16
-
-
57049132996
-
Are some negotiators better than others?
-
Elfenbein, H.A., Curhan, J.R., Eisenkraft, N., Shirako, A. and Baccaro, L. (2008), "Are some negotiators better than others?" in Journal of Research in Personality, Vol. 42, No. 6, pp. 1463-75.
-
(2008)
Journal of Research in Personality
, vol.42
, Issue.6
, pp. 1463-1475
-
-
Elfenbein, H.A.1
Curhan, J.R.2
Eisenkraft, N.3
Shirako, A.4
Baccaro, L.5
-
17
-
-
64149097974
-
Managing the goal setting paradox: How to get better results from high goals and be happy
-
Freshman, C. and Guthrie, C. (2009), "Managing the goal setting paradox: how to get better results from high goals and be happy" in Negotiation Journal, Vol. 25, No. 2, pp. 217-31.
-
(2009)
Negotiation Journal
, vol.25
, Issue.2
, pp. 217-231
-
-
Freshman, C.1
Guthrie, C.2
-
18
-
-
85047669017
-
Disconnecting outcomes and evaluations: The role of negotiator focus
-
Galinsky, A.D., Mussweiler, T. and Medvec, V.H. (2002), "Disconnecting outcomes and evaluations: the role of negotiator focus" in Journal of Personality and Social Psychology, Vol. 83, No. 5, pp. 1131-40.
-
(2002)
Journal of Personality and Social Psychology
, vol.83
, Issue.5
, pp. 1131-1140
-
-
Galinsky, A.D.1
Mussweiler, T.2
Medvec, V.H.3
-
19
-
-
33646433999
-
Negotiating relationally: The dynamics of the relational self in negotiations
-
Gelfand, M.J., Major, V.S., Raver, J.L., Nishii, L.H. and O'Brien, K. (2006), "Negotiating relationally: the dynamics of the relational self in negotiations" in Academy of Management Review, Vol. 31, No. 2, pp. 427-51.
-
(2006)
Academy of Management Review
, vol.31
, Issue.2
, pp. 427-451
-
-
Gelfand, M.J.1
Major, V.S.2
Raver, J.L.3
Nishii, L.H.4
O'Brien, K.5
-
20
-
-
64549154912
-
The effects of conflict types, dimensions, and emergent states on group outcomes
-
Jehn, K.A., Greer, L., Levine, S. and Szulanski, G. (2008), "The effects of conflict types, dimensions, and emergent states on group outcomes" in Group Decision and Negotiation, Vol. 17, No. 6, pp. 465-95.
-
(2008)
Group Decision and Negotiation
, vol.17
, Issue.6
, pp. 465-495
-
-
Jehn, K.A.1
Greer, L.2
Levine, S.3
Szulanski, G.4
-
21
-
-
33846328368
-
Self-efficacy and work-related performance: The integral role of individual differences
-
Judge, T.A., Jackson, C.L., Shaw, J.C., Scott, B.A. and Rich, B.L. (2007), "Self-efficacy and work-related performance: the integral role of individual differences" in Journal of Applied Psychology, Vol. 92, No. 1, pp. 107-27.
-
(2007)
Journal of Applied Psychology
, vol.92
, Issue.1
, pp. 107-127
-
-
Judge, T.A.1
Jackson, C.L.2
Shaw, J.C.3
Scott, B.A.4
Rich, B.L.5
-
22
-
-
0003768818
-
-
Cambridge University Press, London
-
Kahneman, D., Slovic, P. and Tversky, A. (1982), Judgment Under Uncertainty: Heuristics and Biases, Cambridge University Press, London.
-
(1982)
Judgment Under Uncertainty: Heuristics and Biases
-
-
Kahneman, D.1
Slovic, P.2
Tversky, A.3
-
23
-
-
0013529238
-
Individual differences in the game motives of own, relative, and joint gain
-
Kuhlman, D.M. and Marshello, A. (1975), "Individual differences in the game motives of own, relative, and joint gain" in Journal of Research in Personality, Vol. 9, No. 3, pp. 240-51.
-
(1975)
Journal of Research in Personality
, vol.9
, Issue.3
, pp. 240-251
-
-
Kuhlman, D.M.1
Marshello, A.2
-
24
-
-
2842600211
-
Overconfidence in negotiation revisited
-
Lim, R.G. (1997), "Overconfidence in negotiation revisited" in International Journal of Conflict Management, Vol. 8, No. 1, pp. 52-79.
-
(1997)
International Journal of Conflict Management
, vol.8
, Issue.1
, pp. 52-79
-
-
Lim, R.G.1
-
25
-
-
38949120096
-
Asymmetrical contextual ambiguity, negotiation self-efficacy, and negotiation performance
-
Miles, E.W. and LaSalle, M.M. (2008), "Asymmetrical contextual ambiguity, negotiation self-efficacy, and negotiation performance" in International Journal of Conflict Management, Vol. 19, No. 1, pp. 36-56.
-
(2008)
International Journal of Conflict Management
, vol.19
, Issue.1
, pp. 36-56
-
-
Miles, E.W.1
LaSalle, M.M.2
-
26
-
-
63749116991
-
Self-efficacy, overconfidence, and the negative effect on subsequent performance: A field study
-
Moores, T.T. and Chang, J.C. (2009), "Self-efficacy, overconfidence, and the negative effect on subsequent performance: a field study" in Information and Management, Vol. 46, No. 2, pp. 69-76.
-
(2009)
Information and Management
, vol.46
, Issue.2
, pp. 69-76
-
-
Moores, T.T.1
Chang, J.C.2
-
27
-
-
0347327071
-
Estilos de gestión del conflicto interpersonal en las organizaciones ("Interpersonal conflict management styles in organizations")
-
Munduate, L., Ganaza, J. and Alcaide, M. (1993), "Estilos de gestión del conflicto interpersonal en las organizaciones ("Interpersonal conflict management styles in organizations")" in Revista de Psicología Social, Vol. 8, No. 1, pp. 47-68.
-
(1993)
Revista De Psicología Social
, vol.8
, Issue.1
, pp. 47-68
-
-
Munduate, L.1
Ganaza, J.2
Alcaide, M.3
-
28
-
-
0035216340
-
Distributive spirals: Negotiation impasses and the moderating role of disputant self-efficacy
-
O'Connor, K.M. and Arnold, J.A. (2001), "Distributive spirals: negotiation impasses and the moderating role of disputant self-efficacy" in Organizational Behavior and Human Decision Processes, Vol. 84, No. 1, pp. 148-76.
-
(2001)
Organizational Behavior and Human Decision Processes
, vol.84
, Issue.1
, pp. 148-176
-
-
O'Connor, K.M.1
Arnold, J.A.2
-
29
-
-
17444398945
-
Negotiators' bargaining histories and their effects on future negotiation performance
-
O'Connor, K.M., Arnold, J.A. and Burris, E.R. (2005), "Negotiators' bargaining histories and their effects on future negotiation performance" in Journal of Applied Psychology, Vol. 90, No. 2, pp. 350-62.
-
(2005)
Journal of Applied Psychology
, vol.90
, Issue.2
, pp. 350-362
-
-
O'Connor, K.M.1
Arnold, J.A.2
Burris, E.R.3
-
30
-
-
0000237427
-
Outcome satisfaction in negotiation: A test of expectancy disconfirmation
-
Oliver, R.L., Balakrishnan, P.V. and Barry, B. (1994), "Outcome satisfaction in negotiation: a test of expectancy disconfirmation" in Organizational Behavior and Human Decision Processes, Vol. 60, No. 2, pp. 252-75.
-
(1994)
Organizational Behavior and Human Decision Processes
, vol.60
, Issue.2
, pp. 252-275
-
-
Oliver, R.L.1
Balakrishnan, P.V.2
Barry, B.3
-
31
-
-
0000458834
-
Managing organizational conflict: A model for diagnosis and intervention
-
Rahim, M.A. and Bonoma, T.V. (1979), "Managing organizational conflict: a model for diagnosis and intervention" in Psychological Reports, Vol. 44, No. 3, pp. 1323-44.
-
(1979)
Psychological Reports
, vol.44
, Issue.3
, pp. 1323-1344
-
-
Rahim, M.A.1
Bonoma, T.V.2
-
32
-
-
21144478840
-
Self-efficacy and work-related behavior: A review and meta-analysis
-
Sadri, G. and Robertson, I. (1993), "Self-efficacy and work-related behavior: a review and meta-analysis" in Applied Psychology: An International Review, Vol. 42, No. 2, pp. 139-52.
-
(1993)
Applied Psychology: An International Review
, vol.42
, Issue.2
, pp. 139-152
-
-
Sadri, G.1
Robertson, I.2
-
33
-
-
0034559225
-
Effect of self-and group efficacy on group performance in a mixed-motive situation
-
Seijts, G.H., Latham, G.P. and Whyte, G. (2000), "Effect of self-and group efficacy on group performance in a mixed-motive situation" in Human Performance, Vol. 13, No. 3, pp. 279-98.
-
(2000)
Human Performance
, vol.13
, Issue.3
, pp. 279-298
-
-
Seijts, G.H.1
Latham, G.P.2
Whyte, G.3
-
34
-
-
68649084422
-
The role of self-efficacy, goal, and affect in dynamic motivational self-regulation
-
Seo, M. and Ilies, R. (2009), "The role of self-efficacy, goal, and affect in dynamic motivational self-regulation" in Organizational Behavior and Human Decision Processes, Vol. 109, No. 2, pp. 120-33.
-
(2009)
Organizational Behavior and Human Decision Processes
, vol.109
, Issue.2
, pp. 120-133
-
-
Seo, M.1
Ilies, R.2
-
35
-
-
0032375196
-
Self-efficacy and work-related performance: A meta-analysis
-
Stajkovick, A.D. and Luthans, F. (1998), "Self-efficacy and work-related performance: a meta-analysis" in Psychological Bulletin, Vol. 124, No. 2, pp. 240-61.
-
(1998)
Psychological Bulletin
, vol.124
, Issue.2
, pp. 240-261
-
-
Stajkovick, A.D.1
Luthans, F.2
-
36
-
-
0031283614
-
Effects of self-efficacy and goal orientation training on negotiation skill maintenance: What are the mechanisms?
-
Stevens, C.K. and Gist, M.E. (1997), "Effects of self-efficacy and goal orientation training on negotiation skill maintenance: what are the mechanisms?" in Personnel Psychology, Vol. 50, No. 4, pp. 955-78.
-
(1997)
Personnel Psychology
, vol.50
, Issue.4
, pp. 955-978
-
-
Stevens, C.K.1
Gist, M.E.2
-
37
-
-
0027673936
-
Gender differences in the acquisition of salary negotiation skills: The role of goals, self-efficacy and perceived control
-
Stevens, C.K., Bavetta, A.G. and Gist, M.E. (1993), "Gender differences in the acquisition of salary negotiation skills: the role of goals, self-efficacy and perceived control" in Journal of Applied Psychology, Vol. 78, No. 5, pp. 723-35.
-
(1993)
Journal of Applied Psychology
, vol.78
, Issue.5
, pp. 723-735
-
-
Stevens, C.K.1
Bavetta, A.G.2
Gist, M.E.3
-
38
-
-
33746629931
-
Negotiator confidence: The impact of self-efficacy on tactics and outcomes
-
Sullivan, B.A., O'Connor, K.M. and Burris, E.R. (2006), "Negotiator confidence: the impact of self-efficacy on tactics and outcomes" in Journal of Experimental Social Psychology, Vol. 42, No. 5, pp. 567-81.
-
(2006)
Journal of Experimental Social Psychology
, vol.42
, Issue.5
, pp. 567-581
-
-
Sullivan, B.A.1
O'Connor, K.M.2
Burris, E.R.3
-
39
-
-
15044344560
-
Collective efficacy and vigilant problem solving in group decision making: A non-linear model
-
Tasa, K. and Whyte, G. (2005), "Collective efficacy and vigilant problem solving in group decision making: a non-linear model" in Organizational Behavior and Human Decision Processes, Vol. 96, No. 2, pp. 119-29.
-
(2005)
Organizational Behavior and Human Decision Processes
, vol.96
, Issue.2
, pp. 119-129
-
-
Tasa, K.1
Whyte, G.2
-
40
-
-
0000845565
-
Conflict and negotiation processes in organizations
-
Dunnette, M.D., Hough, L.M. (Eds.), Rand McNally, Chicago, IL
-
Thomas, K.W. (1992), "Conflict and negotiation processes in organizations" in Dunnette, M.D. and Hough, L.M. (Eds.), Handbook of Industrial and Organizational Psychology, Rand McNally, Chicago, IL, pp. 651-717.
-
(1992)
Handbook of Industrial and Organizational Psychology
, pp. 651-717
-
-
Thomas, K.W.1
-
41
-
-
0004224337
-
-
Prentice-Hall, Upper Saddle River, NJ, 3rd ed
-
Thompson, L.L. (2005), The Mind and Heart of the Negotiator, 3rd ed., Prentice-Hall, Upper Saddle River, NJ.
-
(2005)
The Mind and Heart of the Negotiator
-
-
Thompson, L.L.1
-
42
-
-
77449126503
-
Negotiation
-
Thompson, L.L., Wang, J. and Gunia, B.C. (2010), "Negotiation" in Annual Review of Psychology, Vol. 61, pp. 491-515.
-
(2010)
Annual Review of Psychology
, vol.61
, pp. 491-515
-
-
Thompson, L.L.1
Wang, J.2
Gunia, B.C.3
-
43
-
-
0003710221
-
-
Jossey-Bass Publishers, San Francisco, CA
-
Ury, W.L., Brett, J.M. and Goldberg, S.B. (1988), Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict, Jossey-Bass Publishers, San Francisco, CA.
-
(1988)
Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict
-
-
Ury, W.L.1
Brett, J.M.2
Goldberg, S.B.3
-
44
-
-
21844492954
-
Managing conflict with a subordinate or a superior: Effectiveness of conglomerated behavior
-
Van de Vliert, E., Euwema, M.C. and Huismans, S.E. (1995), "Managing conflict with a subordinate or a superior: effectiveness of conglomerated behavior" in Journal of Applied Psychology, Vol. 80, No. 2, pp. 271-81.
-
(1995)
Journal of Applied Psychology
, vol.80
, Issue.2
, pp. 271-281
-
-
van de Vliert, E.1
Euwema, M.C.2
Huismans, S.E.3
-
45
-
-
33748655030
-
When self-efficacy negatively relates to motivation and performance in a learning context
-
Vancouver, J.B. and Kendall, L.N. (2006), "When self-efficacy negatively relates to motivation and performance in a learning context" in Journal of Applied Psychology, Vol. 91, No. 5, pp. 1146-53.
-
(2006)
Journal of Applied Psychology
, vol.91
, Issue.5
, pp. 1146-1153
-
-
Vancouver, J.B.1
Kendall, L.N.2
-
46
-
-
38949084243
-
Self-efficacy and resource allocation: Support for a nonmonotonic discontinuous model
-
Vancouver, J.B., More, K.M. and Yoder, R.J. (2008), "Self-efficacy and resource allocation: support for a nonmonotonic discontinuous model" in Journal of Applied Psychology, Vol. 93, No. 1, pp. 35-47.
-
(2008)
Journal of Applied Psychology
, vol.93
, Issue.1
, pp. 35-47
-
-
Vancouver, J.B.1
More, K.M.2
Yoder, R.J.3
-
47
-
-
0036626192
-
Two studies examinig the negative effect of self-efficacy on performance
-
Vancouver, J.B., Thompson, C.M., Tischner, E.C. and Putka, D.J. (2002), "Two studies examinig the negative effect of self-efficacy on performance" in Journal of Applied Psychology, Vol. 87, No. 3, pp. 506-16.
-
(2002)
Journal of Applied Psychology
, vol.87
, Issue.3
, pp. 506-516
-
-
Vancouver, J.B.1
Thompson, C.M.2
Tischner, E.C.3
Putka, D.J.4
-
48
-
-
0031215299
-
When success breeds failure: The role of self-efficacy in escalating commitment to a losing course of action
-
Whyte, G., Saks, A.M. and Hook, S. (1997), "When success breeds failure: the role of self-efficacy in escalating commitment to a losing course of action" in Journal of Organizational Behavior, Vol. 18, No. 5, pp. 415-32.
-
(1997)
Journal of Organizational Behavior
, vol.18
, Issue.5
, pp. 415-432
-
-
Whyte, G.1
Saks, A.M.2
Hook, S.3
-
49
-
-
33748645329
-
An examination of the dynamic relationship between self-efficacy and performance across levels of analysis and levels of specificity
-
Yeo, G.B. and Neal, A. (2006), "An examination of the dynamic relationship between self-efficacy and performance across levels of analysis and levels of specificity" in Journal of Applied Psychology, Vol. 91, No. 5, pp. 1088-101.
-
(2006)
Journal of Applied Psychology
, vol.91
, Issue.5
, pp. 1088-1101
-
-
Yeo, G.B.1
Neal, A.2
|