Basándonos en la Teoría Social Cognitiva propuesta por Albert Bandura, se analizan los efectos de la autoeficacia sobre los resultados de la negociación, diferenciando entre los resultados sustantivos y los resultados relacionales. La literatura revisada considera que la autoeficacia es un predictor de la eficacia de la negociación. Sin embargo, los resultados de una negociación 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 relación curvilínea (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 gestión del conflicto y la negociación.
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