EFFECTS OF SELF-EFFICACY AND POST-TRAINING INTERVENTION ON THE ACQUISITION AND MAINTENANCE OF COMPLEX INTERPERSONAL SKILLS

Authors


  • Appreciation is expressed to Robert Wood, Edwin Locke, Vandra Huber, and Tom Lee for their earlier review and comments on this manuscript. The authors extend special thanks to Steve Alexander and Harvey North for their superb contributions during data collection.

and requests for reprints should be addressed to Marilyn E. Gist, Department of Management and Organization, Graduate School of Business Administration, Mackenzie Hall DJ-10, University of Washington, Seattle, WA 98195

Abstract

This study examined the effects of self-efficacy and a two-stage training process on the acquisition and maintenance (i.e., retention) of complex interpersonal skills. In stage one, all participants received basic training in negotiation skills; behavioral measures of negotiation performance were taken following this training. During stage two, alternative post-training interventions (goal setting and self-management) were offered to facilitate skill maintenance. Six weeks later, behavioral measures of performance were repeated. Results indicated that pre-test self-efficacy contributed positively to both initial and delayed performance. While training condition contributed to skill maintenance, self-efficacy also interacted with post-training method to influence delayed performance. Specifically, self-management training attenuated the self-efficacy performance relationship, while goal-setting training accentuated performance differences between high and low self-efficacy trainees. Implications of these findings are discussed for researchers and practitioners concerned with interpersonal skills training.

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