Negotiation-Specific Self-Efficacy: A Key Driver of Effectiveness and Efficiency

Abstract

This study explores the direct impact of self-efficacy on negotiation outcomes, addressing a critical gap in existing research. While general self-efficacy has been linked to various performance domains, its predictive power in negotiation contexts remains limited. To overcome this limitation, we developed and validated a fourteen-item negotiation-specific self-efficacy scale encompassing distributive, integrative, and efficiency-related dimensions. A controlled experimental study involving 222 participants revealed that distributive self-efficacy strongly predicts individual outcomes, integrative self-efficacy enhances joint outcomes, and efficiency-related self-efficacy contributes to a more resource-conscious negotiation process, including reduced time expenditure. These findings highlight the significance of domain-specific self-efficacy in improving negotiation performance. The study highlights the practical relevance of self-efficacy for negotiation training and its potential to improve decision-making efficiency in time-critical situations. Future research should investigate how these insights can be adapted to diverse organizational contexts and high-stakes negotiation environments.