Purpose -This paper aims to examine the relationship between self-efficacy and the outcomes that individuals achieve when they manage conflict at work. The authors propose that self-efficacy is related to performance following a positive linear or curvilinear model depending on the outcomes assessed (objective versus subjective outcomes) and the conflict setting considered (transaction versus dispute). Design/methodology/approach -Two studies were conducted. Study 1 was a face-to-face transaction in which self-efficacy was measured using a survey. In study 2, participants were involved in a dispute and their self-efficacy was manipulated using a false feedback technique. Findings -Results suggest that high self-efficacy participants obtain better objective (economic/substantive) outcomes. However, there is a curvilinear relationship, in a U-inverted shape, between self-efficacy and subjective (relational) outcomes, indicating that an increase in self-efficacy improves subjective outcomes, but there are certain levels at which self-efficacy may be dysfunctional. Originality/value -Recent controversial findings in research into the relationship between self-efficacy and performance are addressed in these studies. The present paper is one of the first to explore the role of self-efficacy in a dispute and to consider the effects of self-efficacy on subjective outcomes. Practical implications are discussed in light of the results.
IntroductionThe way individuals manage conflict at work, as inherent to interpersonal relationships, has been an important research topic for a long time. In that sense, there is evidence for a variety of behaviors that improve the likelihood of individuals being successful when facing an interpersonal conflict. These behaviors range from preparing the situation properly and developing a tactical plan to resolve the conflict and distribute resources, to understanding the conflict from the counterpart's perspective and being aware of each other's needs and preferred outcomes (Brett, 2007). Therefore, effective conflict managers prepare their tasks in a suitable way, have confidence in their course of action, modify their behavior when it fails, and persist when the situation turns against them (Thompson, 2005).According to the social-cognitive theory (Bandura, 1986), the aforementioned behaviors require self-regulation; individuals need to be in control of their own behavior to influence it. One of the most important self-regulatory mechanisms is self-efficacy, which refers to the belief that individuals have in their capacity to organize and execute the courses of action required to produce desired outcomes