Influence of Negotiators‘ Perceived Self-Efficacy On Negotiation Performance

It has been proven that high self-efficacy expectations have a positive influence on people's future performance. In terms of negotiation, this would imply that negotiators' self-efficacy expectations are an appropriate predictor of their negotiation performance. So far, previous research in this area has focused on examining that negotiator self-efficacy influences the choice of distributive and integrative negotiation tactics. However, the extent to which self-efficacy influences objective negotiation outcomes, which are particularly important for companies, has not yet been adequately investigated. Therefore, the present study investigates the direct relationship between self-efficacy and objective negotiation outcomes, i.e., negotiation effectiveness and negotiation efficiency, within the framework of an empirical experimental investigation. Proving a significant relationship would enable companies to optimize the use of their negotiators based on self-efficacy expectations and thus increase the effectiveness and efficiency of their negotiations.