Negotiator confidence: The impact of self-efficacy on tactics and outcomes

2005/12/02 by Brandon A. Sullivan, Brandon Sullivan, Kathleen M. O’Connor +2 · 97 citations
Business, Management and Accounting · Psychology · Social Sciences · #Affect (linguistics) #Conflict Management and Negotiation #Construct (python library) #Gender Diversity and Inequality #Job Satisfaction and Organizational Behavior #Negotiation #Psychology #Self-efficacy #Social psychology #Task (project management)

paper · doi:10.1016/j.jesp.2005.09.006

published in Journal of Experimental Social Psychology 42(5), 567-581 (Elsevier BV)

openalex publication_date 2005/12/02 · openalex created_date 2025/10/10 · openalex updated_date 2026/07/25

Citations

• The statistical analysis of data from small groups.
• A Coefficient of Agreement for Nominal Scales
• Dispositional effects on job and life satisfaction: The role of core evaluations.

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