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La literatura revisada considera que la autoeficacia es un predictor de la eficacia de la negociaci\u00f3n. Sin embargo, los resultados de una negociaci\u00f3n con potencial integrativo desarrollada por directivos en cursos de MBA muestra que, si bien la autoeficacia incide en las ganancias conjuntas de las partes, no tiene efectos significativos sobre los resultados sustantivos personales, y que existe una relaci\u00f3n curvil\u00ednea (en forma de U invertida) entre la autoeficacia y los resultados relacionales. Se discuten las limitaciones e implicaciones de estos hallazgos en el contexto de la gesti\u00f3n del conflicto y la negociaci\u00f3n. <\/jats:p>","DOI":"10.1174\/021347408784135869","type":"journal-article","created":{"date-parts":[[2008,4,22]],"date-time":"2008-04-22T00:31:24Z","timestamp":1208824284000},"page":"181-191","source":"Crossref","is-referenced-by-count":1,"title":["Relaciones curvil\u00edneas de la autoeficacia en la negociaci\u00f3n"],"prefix":"10.1177","volume":"23","author":[{"given":"Jos\u00e9 Ma","family":"Le\u00f3n-P\u00e9rez","sequence":"first","affiliation":[{"name":"Universidad de Sevilla"}]},{"given":"Francisco J.","family":"Medina","sequence":"additional","affiliation":[{"name":"Universidad de Sevilla"}]},{"given":"Lourdes","family":"Munduate","sequence":"additional","affiliation":[{"name":"Universidad de Sevilla"}]}],"member":"179","published-online":{"date-parts":[[2008,1,1]]},"reference":[{"key":"bibr0001-021347408784135869","doi-asserted-by":"publisher","DOI":"10.1111\/j.1744-6570.2000.tb00216.x"},{"key":"bibr0002-021347408784135869","doi-asserted-by":"publisher","DOI":"10.1037\/0033-295X.84.2.191"},{"volume-title":"Social foundations of thought and action: A social-cognitive view.","year":"1986","author":"Bandura A.","key":"bibr0003-021347408784135869"},{"volume-title":"Self-Efficacy: The exercise of Control.","year":"1997","author":"Bandura A.","key":"bibr0004-021347408784135869"},{"key":"bibr0005-021347408784135869","first-page":"15","volume-title":"La valutazione dell'autoefficaia","author":"Bandura A.","year":"2001"},{"key":"bibr0006-021347408784135869","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.45.5.1017"},{"key":"bibr0007-021347408784135869","doi-asserted-by":"publisher","DOI":"10.1016\/0749-5978(86)90028-2"},{"key":"bibr0008-021347408784135869","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.56.5.805"},{"key":"bibr0009-021347408784135869","doi-asserted-by":"publisher","DOI":"10.1006\/obhd.1996.0069"},{"volume-title":"Negotiating in organizations.","year":"1983","author":"Bazerman M. 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