Open Access. Powered by Scholars. Published by Universities.®
Articles 1 - 1 of 1
Full-Text Articles in Psychology
Negotiator Resilience.Docx, Brianna B. Caza, Mara Olekalns
Negotiator Resilience.Docx, Brianna B. Caza, Mara Olekalns
Mara Olekalns
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 …