Resumo

SIMOES, Eduardo. Social orientation in negotiation: effects of self-efficacy and self-esteem. Psicologia [online]. 1999, vol.13, n.1-2, pp.149-161. ISSN 0874-2049.  https://doi.org/10.17575/rpsicol.v13i1/2.564.

Systematic deviations from rationality in negotiator's behaviour had been explained by the limitations of information processing and the use of incomplete information in decision making in negotiation. However, the literature on social cognition describes interference of personal needs in decision's rationality, involving motivated cognitive illusions. The hypothesis explored in this paper is that the negotiator's need to preserve positive self-perception of efficacy in negotiation can result in a distributive orientation dismissing the integrative potential of negotiation's issues. A group of professional negotiators (N=106) participated in this study. Results show that high self-efficacy subjects were prone to view the experimental negotiation task as distributive, whereas the low self-efficacy subjects perceived it as an integrative one. Level of State self-esteem may moderate this effect. Results are discussed within the framework of cognition-motivation links and critical approaches to cognitive miser model

Palavras-chave : Negociação; ilusões cognitivas; auto-eficácia; auto-estima; tomada de decisão.

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