Social orientation in negotiation: Effects of self-efficacy and self-esteem

Bibliographic Details
Main Author: Simões, Eduardo
Publication Date: 1999
Format: Article
Language: por
Source: Repositórios Científicos de Acesso Aberto de Portugal (RCAAP)
Download full: https://doi.org/10.17575/rpsicol.v13i1/2.564
Summary: Studied the relation of self-efficacy, self-esteem, and perception of negotiation issues and utility. Ss included 106 business managers with 3–15 yrs negotiation experience. Data on management and negotiation skills, self-efficacy, self-esteem, and integrative or distributive orientation were obtained by questionnaire. Ss were asked to evaluate several negotiation scenarios. An ANOVA and other statistical tests were used. The results show that high self-efficacy Ss tend to view negotiation scenarios as distributive while low self-efficacy Ss view the scenarios as integrative. The results are discussed in relation to the cognitive miser model (D. H. Ebenbach and K. D. Ebenbach, 1998). DOI: http://dx.doi.org/10.17575/rpsicol.v13i1/2.564
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spelling Social orientation in negotiation: Effects of self-efficacy and self-esteemEfeitos da auto-estima e da auto-eficácia sobre a orientação social na negociação-Studied the relation of self-efficacy, self-esteem, and perception of negotiation issues and utility. Ss included 106 business managers with 3–15 yrs negotiation experience. Data on management and negotiation skills, self-efficacy, self-esteem, and integrative or distributive orientation were obtained by questionnaire. Ss were asked to evaluate several negotiation scenarios. An ANOVA and other statistical tests were used. The results show that high self-efficacy Ss tend to view negotiation scenarios as distributive while low self-efficacy Ss view the scenarios as integrative. The results are discussed in relation to the cognitive miser model (D. H. Ebenbach and K. D. Ebenbach, 1998). DOI: http://dx.doi.org/10.17575/rpsicol.v13i1/2.564Os desvios da racionalidade cometidos sistematicamente pelos negociadores têm sido atribuídos a limitações do processamento de informação e à utilização de informação incompleta na tomada de decisão em situações de negociação. Contudo, a literatura sobre a cognição social descreve interferências das necessidades de preservar a auto-percepção positiva da eficácia negocial pode conduzir os negociadores para uma orientação distributiva, menosprezando o potencial integrativo das negociações. Um grupo de negociadores profissionais (n=106) participou neste estudo. Os resultados mostram que os sujeitos com elevada auto-eficácia concebem a tarefa de negociação proposta de forma mais distributiva, enquanto que os sujeitos com menor autoeficácia tendem a encará-la de modo integrativo. Este efeito parece ser moderado pelo nível actual de auto-estima. Estes resultados são discutidos no contexto das relações entre a motivação e a cognição e da crítica do modelo do percepcionador social enquanto avarento cognitivo. DOI: http://dx.doi.org/10.17575/rpsicol.v13i1/2.564Associação Portuguesa de Psicologia1999-12-01info:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/articleapplication/pdfhttps://doi.org/10.17575/rpsicol.v13i1/2.564https://doi.org/10.17575/rpsicol.v13i1/2.564PSICOLOGIA; Vol. 13 No. 1/2 (1999); 149-161PSICOLOGIA; Vol. 13 N.º 1/2 (1999); 149-1612183-24710874-2049reponame:Repositórios Científicos de Acesso Aberto de Portugal (RCAAP)instname:FCCN, serviços digitais da FCT – Fundação para a Ciência e a Tecnologiainstacron:RCAAPporhttps://revista.appsicologia.org/index.php/rpsicologia/article/view/564https://revista.appsicologia.org/index.php/rpsicologia/article/view/564/310Simões, Eduardoinfo:eu-repo/semantics/openAccess2023-11-09T12:50:31Zoai:oai.appsicologia.org:article/564Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireinfo@rcaap.ptopendoar:https://opendoar.ac.uk/repository/71602025-05-28T11:14:22.380302Repositórios Científicos de Acesso Aberto de Portugal (RCAAP) - FCCN, serviços digitais da FCT – Fundação para a Ciência e a Tecnologiafalse
dc.title.none.fl_str_mv Social orientation in negotiation: Effects of self-efficacy and self-esteem
Efeitos da auto-estima e da auto-eficácia sobre a orientação social na negociação
title Social orientation in negotiation: Effects of self-efficacy and self-esteem
spellingShingle Social orientation in negotiation: Effects of self-efficacy and self-esteem
Simões, Eduardo
-
title_short Social orientation in negotiation: Effects of self-efficacy and self-esteem
title_full Social orientation in negotiation: Effects of self-efficacy and self-esteem
title_fullStr Social orientation in negotiation: Effects of self-efficacy and self-esteem
title_full_unstemmed Social orientation in negotiation: Effects of self-efficacy and self-esteem
title_sort Social orientation in negotiation: Effects of self-efficacy and self-esteem
author Simões, Eduardo
author_facet Simões, Eduardo
author_role author
dc.contributor.author.fl_str_mv Simões, Eduardo
dc.subject.por.fl_str_mv -
topic -
description Studied the relation of self-efficacy, self-esteem, and perception of negotiation issues and utility. Ss included 106 business managers with 3–15 yrs negotiation experience. Data on management and negotiation skills, self-efficacy, self-esteem, and integrative or distributive orientation were obtained by questionnaire. Ss were asked to evaluate several negotiation scenarios. An ANOVA and other statistical tests were used. The results show that high self-efficacy Ss tend to view negotiation scenarios as distributive while low self-efficacy Ss view the scenarios as integrative. The results are discussed in relation to the cognitive miser model (D. H. Ebenbach and K. D. Ebenbach, 1998). DOI: http://dx.doi.org/10.17575/rpsicol.v13i1/2.564
publishDate 1999
dc.date.none.fl_str_mv 1999-12-01
dc.type.status.fl_str_mv info:eu-repo/semantics/publishedVersion
dc.type.driver.fl_str_mv info:eu-repo/semantics/article
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dc.identifier.uri.fl_str_mv https://doi.org/10.17575/rpsicol.v13i1/2.564
https://doi.org/10.17575/rpsicol.v13i1/2.564
url https://doi.org/10.17575/rpsicol.v13i1/2.564
dc.language.iso.fl_str_mv por
language por
dc.relation.none.fl_str_mv https://revista.appsicologia.org/index.php/rpsicologia/article/view/564
https://revista.appsicologia.org/index.php/rpsicologia/article/view/564/310
dc.rights.driver.fl_str_mv info:eu-repo/semantics/openAccess
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
dc.publisher.none.fl_str_mv Associação Portuguesa de Psicologia
publisher.none.fl_str_mv Associação Portuguesa de Psicologia
dc.source.none.fl_str_mv PSICOLOGIA; Vol. 13 No. 1/2 (1999); 149-161
PSICOLOGIA; Vol. 13 N.º 1/2 (1999); 149-161
2183-2471
0874-2049
reponame:Repositórios Científicos de Acesso Aberto de Portugal (RCAAP)
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