Negotiation Self-Efficacy
HR & WorkReliability: alpha 0.913 sample items
About this scale
A 7-item measure of confidence in one's ability to negotiate effectively across competitive and integrative situations. Predicts negotiation outcomes and salary at hire.
Sample item(s)
“I feel confident in my ability to negotiate”
“I am confident I can get a good outcome in a negotiation”
“I have the skills required to negotiate effectively”
Reliability
Reported internal consistency: alpha 0.91. As a rule of thumb, Cronbach’s α ≥ .70 is considered acceptable, ≥ .80 good, and ≥ .90 excellent for established measures.
Notes
Free for academic use.
Source & citation
Sullivan, B. A., O'Connor, K. M., & Burris, E. R. (2006): Negotiator confidence: The impact of self-efficacy on tactics and outcomes. Journal of Experimental Social Psychology, Vol. 42, No. 5, pp. 567–581.
Sullivan, O'Connor & Burris (2006): Negotiation self-efficacy. JESP, 42(5), 567–581.
Source. Scale details are summarised from the publication cited above. Always consult the original source for the full item set, scoring, and permission to use.
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