The Dark Side of Self-Efficacy: Overconfidence Backfires In Native Language Negotiations

Authors:

Abstract: When negotiating with partners from abroad, the crucial decision of choosing between a native or a foreign language becomes even more significant, considering the influence of self-efficacy when speaking different languages. To test this assumption, we analyze the effects of self-efficacy by manipulating native and foreign language in face-to-face negotiations. Studies 1 and 2 analyze self-efficacy beliefs regarding the expected use of native vs foreign language in negotiations in different cultural samples and using a different methodological design. Study 3 assesses the effects of language (native vs. foreign) on the negotiation strategies and outcomes in face-to-face negotiations. Prospective study 4 will test the different effects of self-efficacy on negotiation strategies and outcomes and separate the intra from the interpersonal effects by using dyadic data and APIM analysis. Contrary to common belief, our findings suggest that speaking the native language when negotiating increases our self-efficacy but decreases our outcomes and impairs our integrative strategies.

Track: NEG

Keywords: Self-efficacy; Language; Negotiation; APIM