Advancing validity of self-efficacy in negotiation through focusing at the domain level

Authors


Correspondence should be addressed to Dr Edward W. Miles, Georgia State University, PO Box 4014, Atlanta, GA 30302-4014, USA (e-mail: emiles@gsu.edu).

Abstract

Although self-efficacy can exist at multiple levels of specificity (e.g., general self-efficacy, domain-level self-efficacy, and task-specific self-efficacy), the negotiation literature has not explicitly dealt with negotiation self-efficacy at the domain level. We introduce the conceptual background for domain-level negotiation self-efficacy and – in two contrasting studies – demonstrate the construct's ability to predict objective negotiated outcomes. Interestingly, domain-level negotiation self-efficacy predicted negotiation outcomes while task-specific negotiation self-efficacy did not. Implications of this counter-intuitive finding are discussed.

Ancillary