Advancing validity of self-efficacy in negotiation through focusing at the domain level

Journal of Occupational and Organizational Psychology

Volumn 85, Issue 1, 2012, Pages 23-41

  Miles, Edward W ^a   Maurer, Todd J ^a  

^a GEORGIA STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84857081575     PISSN: 09631798     EISSN: 20448325     Source Type: Journal    
DOI: 10.1348/096317910X531744     Document Type: Article

References (42)

1. Bandura, A. (1977). Self-efficacy: Toward a unifying theory of behavioral change. Psychological Review, 84, 191-215. doi:
2. Bandura, A. (1982). Self-efficacy mechanism in human agency. American Psychologist, 37, 122-147. doi:
3. Bandura, A. (1986). Social foundations of thought and action: A social cognitive theory. Englewood Cliffs, NJ : Prentice-Hall.
4. Bandura, A. (1997). Self-efficacy: The exercise of control. New York : W. H. Freeman.
5. Bandura, A., & Cervone, D. (1983). Self-evaluative and self-efficacy mechanisms governing the motivational effects of goal systems. Journal of Personality and Social Psychology, 45, 1017-1028. doi:
6. Bowles, H. R., Babcock, L., & McGinn, K. L. (2005). Constraints and triggers: Situational mechanisms of gender in negotiation. Journal of Personality and Social Psychology, 89, 951-965. doi:
7. Brett, J. F., Pinkley, R. L., & Jackofsky, E. F. (1996). Alternatives to having a BATNA in dyadic negotiation: The influence of goals, self-efficacy, and alternatives on negotiated outcomes. International Journal of Conflict Management, 7, 121-138. doi:
8. Campbell, L., & Kashy, D. A. (2002). Estimating actor, partner, and interaction effects for dyadic data using PROC MIXED and HLM: A used-friendly guide. Personal Relationships, 9, 327-342. doi:
9. Chen, G., Gully, S. M., & Eden, D. (2001). Validation of a new general self-efficacy scale. Organizational Research Methods, 4, 62-83. doi:
10. Eden, D. (1988). Pygmalion, goal setting, and expectancy: Compatible ways to raise productivity. Academy of Management Review, 13, 639-652. doi:
11. Galinsky, A. D., & Mussweiler, T. (2001). First offers as anchors: The role of perspective-taking and negotiator focus. Journal of Personality and Social Psychology, 81, 657-669. doi:
12. Gist, M. E. (1987). Self-efficacy: Implications for organizational behavior and human resource management. Academy of Management Review, 12, 472-485. doi:
13. Gist, M. E., & Mitchell, T. R. (1992). Self-efficacy: A theoretical analysis of its determinants and malleability. Academy of Management Review, 17, 183-211. doi:
14. Gist, M. E., Stevens, C. K., & Bavatta, A. G. (1991). Effects of self-efficacy and post-training intervention on the acquisition and maintenance of complex interpersonal skills. Personnel Psychology, 44, 837-861.
15. Huber, V. L., & Neale, M. A. (1987). Effects of self- and competitor goals on performance in an interdependent bargaining task. Journal of Applied Psychology, 72, 197-203. doi:
16. Kashy, D. A., & Kenny, D. A. (2000). The analysis of data from dyads and groups. In H. T. Reis & C. M. Judd (Eds..) Handbook of research methods in social psychology (pp. 451-477). New York : Cambridge University Press.
17. Kenny, D. A. (1995). The effect of nonindependence on significance testing in dyadic research. Personal Relationships, 2, 67-75. doi:
18. Kenny, D. A., & Cook, W. (1999). Partner effects in relationship research: Conceptual issues, analytic difficulties, and illustrations. Personal Relationships, 6, 433-448. doi:
19. Kenny, D. A., Kashy, D. A., & Cook, W. (2006). Dyadic data analysis. New York : Guilford Press.
20. Lax, D. A., & Sebenius, J. K. (1986). The Manager as negotiator: Bargaining for cooperation and competitive gain. New York : Free Press.
21. Lewicki, R. J., Saunders, D. M., Barry, B. (2006). Negotiation (5th ed.). Boston : McGraw-Hill Irwin.
22. Locke, E. A., Frederick, E., Lee, C., & Bobko, P. (1984). Effect of self-efficacy, goals, and task strategies on task performance. Journal of Applied Psychology, 69, 241-251. doi:
23. Loewenstein, J., & Thompson, L. L. (2006). Learning to negotiate: Novice and experienced negotiators. In L. L., Thompson (Ed.), (2006). Negotiation theory and research (pp. 77-97). New York : Psychology Press.
24. Luthans, F., Avolio, B. J., Avet, J. B., & Norman, S. M. (2007). Positive psychological capital: Measurement and relationship with performance and satisfaction. Personnel Psychology, 60, 541-572. doi:
25. Maurer, T. J. (2001). Career-relevant learning and development, worker age, and beliefs about self-efficacy for development. Journal of Management, 27, 123-140. doi:
26. Miles, E. W., & LaSalle, M. M. (2008). Asymmetrical contextual ambiguity, negotiation self-efficacy, and negotiation performance. International Journal of Conflict Management, 19, 36-56. doi:
27. Mischel, W. (1977). The interaction of person and situation. In D. Magnusson & N. S. Endler (Eds.), Personality at the crossroads: Current issues in interactional psychology (pp. 333-352) Hillsdale, NJ : Erlbaum.
28. O'Connor, K. M., & Arnold, J. A. (2001). Distributive spirals: Negotiation impasses and moderating effects of disputant self-efficacy. Organizational Behavior and Human Decision Processes, 84, 148-176. doi:
29. Pajares, F. (1996). Self-efficacy beliefs in academic settings. Review of Educational Research, 66, 543-578.
30. Pruitt, D. G., & Lewis, S. A. (1975). Development of integrative solutions in bilateral negotiations. Journal of Personality and Social Psychology, 31, 621-630. doi:
31. Riley, H. C. (2001). When does gender matter in negotiation? The case of distributive bargaining. Doctoral dissertation, Harvard University, UMI Microform Number 3025223
32. Sadri, G., & Robertson, I. T. (1993). Self-efficacy and work-related behaviour: A review and meta-analysis. Applied Psychology: An International Review, 42, 139-152. doi:
33. Satterthwaite, F. E. (1946). An approximate distribution of estimates of variance components. Biometrics Bulletin, 2, 110-114. doi:
34. Shelton, S. H. (1990). Developing the construct of general self-efficacy. Psychological Reports, 66, 987-994.
35. Stajkovic, A. D., & Luthans, F. (1998). Self-efficacy and work-related performance: A meta-analysis. Psychological Bulletin, 124, 240-261. doi:
36. Stevens, C. K., & Gist, M. E. (1997). Effects of self-efficacy and goal-orientation training on negotiation skill maintenance: What are the mechanisms Personnel Psychology, 50, 955-978. doi:
37. Stuhlmacher, A. F., & Walters, A. E. (1999). Gender differences in negotiation outcome: A meta-analysis. Personnel Psychology, 52, 653-677. doi:
38. Sullivan, B. A., O'Connor, K. M., & Burris, E. R. (2006). Negotiator confidence: The impact of self-efficacy on tactics and outcomes. Journal of Experimental Social Psychology, 42, 567-581. doi:
39. Tam, Sing-Fai (1996). Self-efficacy as a predictor of computer skills learning outcomes of individuals with physical disabilities. Journal of Psychology: Interdisciplinary and Applied, 130(1), 51-58. doi:
40. Tay, C., Ang, S., & Van Dyne, L. (2006). Personality, biographical characteristics, and job interview success: A longitudinal study of the mediating effects of interviewing self-efficacy and the moderating effects of internal locus of causality. Journal of Applied Psychology, 91(2), 446-454. doi:
41. Thompson, L. L. (2009). The mind and heart of the negotiator (4th ed.). Upper Saddle River, NJ : Pearson Prentice-Hall.
42. Woodruff, S. L., & Cashman, J. F. (1993). Task, domain, and general efficacy: A reexamination of the self-efficacy scale. Psychological Reports, 72, 423-432.