Social and Behavioral Sciences Commons^™

Negotiator resilience is an important but understudied concept in the negotiations literature. We integrate the negotiations and resilience literature to demonstrate that adversity in negotiations can lead to a variety of responses ranging from counterproductive to constructive and resilient. Further, we propose that negotiation efficacy (NE), defined as a general confidence in one’s negotiation abilities, is an important resource that promotes constructive, resilient responses to negotiation adversity. Using an experimental design with a sample of MBA students we test these predictions. Our findings indicate that NE is an important resource that influences constructive responses to negotiation adversity.  We discuss the …