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

By B. Sullivan, K. O'Connor, Ethan R. Burris. 2006

95 citations recorded by the source corpus.

Subfields: Gender Studies, Organizational Behavior and Human Resource Management, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/75a39ad123c62bfa6fbdea847b082a1c9450c44a

Citations in the corpus

• The Objective Value of Subjective Value: A Multi-round Negotiation Study (2010, unknown): “For instrumental SV, we argue that negotiators who felt that their first settlements were favorable, fair, and balanced may have benefited subsequently from greater motivation and effort (Sullivan et al., 2006).”