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Consecuencias emocionales de la autoeficacia en situaciones de negociación

 

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Author: Fernández Jiménez de Cisneros, Inmaculada
Medina Díaz, Francisco José
Munduate Jaca, María Lourdes
Dorado Mimbrero, Miguel Ángel
Department: Universidad de Sevilla. Departamento de Psicología Social
Date: 2012
Published in: Apuntes de psicología, 30 (1-3), 323-336.
Document type: Article
Abstract: El propósito de este estudio fue analizar los efectos de la percepción de autoeficacia, tanto general como específica, en la negociación, sobre las emociones experimentadas por los negociadores la efectividad en la gestión de dicha situación. La a...
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This study examined the impact of perceived general and specific negotiating self-efficacy upon experienced emotion and perceived effectiveness in a conflict management situation. General self-efficacy was assessed using the Cuestionario de Eficacia Negociadora (CEN), and a false-feedback technique was used to induce specific self-efficacy. General and specific self-efficacy had differential effects upon the dependent variables. High general and specific selfefficacy increased involvement with the conflict management task. High general self-efficacy led to higher reports of disgust and less perceived relational effectiveness. Positive specific self-efficacy led to higher reports of enjoyment and negotiation satisfaction. while negative self-efficacy increased reports of disgust, anger and surprise. Gender had mediating effects on perceived effectiveness. Implications of these findings for the understanding of the role of selfefficacy in conflict management are discussed.
Cite: Fernández Jiménez de Cisneros, I., Medina Díaz, F.J., Munduate Jaca, M.L. y Dorado Mimbrero, M.Á. (2012). Consecuencias emocionales de la autoeficacia en situaciones de negociación. Apuntes de psicología, 30 (1-3), 323-336.
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URI: http://hdl.handle.net/11441/59342

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