Theory of Planned Behavior

Definition

The theory of planned behavior is a psychological framework that explains how individual attitudes, subjective norms, and perceived behavioral control influence intentions and behaviors. It emphasizes that behavior is not just a result of individual will but is also shaped by social influences and the perceived ability to carry out the behavior. This theory can be applied to various contexts, including understanding how trust is built and maintained in interpersonal negotiations.

5 Must Know Facts For Your Next Test

1. The theory suggests that intentions are the immediate antecedents to behavior, meaning that stronger intentions often lead to higher chances of action.
2. Trust can be influenced by an individual's attitudes towards cooperation, the perceived social norms around trustworthiness, and their belief in their ability to engage in trusting behaviors.
3. Understanding the theory helps negotiators recognize how their own beliefs and the beliefs of others impact the dynamics of trust in negotiations.
4. The model is often used in health psychology to predict behaviors like smoking cessation or exercise adoption, showing its versatility across various fields.
5. Effective communication strategies can enhance perceived behavioral control, leading to stronger intentions to trust and cooperate in negotiation settings.

Review Questions

• How do attitudes and subjective norms contribute to building trust in negotiation scenarios?
  • Attitudes towards trust can shape how negotiators approach discussions and interactions with one another. Positive attitudes foster openness and willingness to engage, while negative attitudes may lead to skepticism. Subjective norms, or the perceived expectations from peers or society regarding trustworthy behavior, also play a crucial role; when negotiators believe that others value trustworthiness, they are more likely to act accordingly, thereby reinforcing trust within the negotiation process.
• Discuss how perceived behavioral control affects a negotiator's intention to build trust during discussions.
  • Perceived behavioral control refers to an individual's belief in their ability to execute trusting behaviors. If a negotiator feels capable of establishing trust—due to skills like active listening or effective communication—they're more likely to intend to build and maintain that trust. Conversely, if they doubt their ability to navigate interpersonal dynamics effectively, it could lead to hesitancy in expressing trust, ultimately undermining the negotiation process.
• Evaluate the implications of the theory of planned behavior for long-term relationship management in negotiations.
  • The theory of planned behavior highlights that long-term relationship management in negotiations is not only about immediate outcomes but also about ongoing perceptions and intentions. By fostering positive attitudes towards collaboration and reinforcing social norms that support trustworthiness, negotiators can cultivate an environment conducive to lasting partnerships. Furthermore, enhancing perceived behavioral control through skill development ensures that individuals feel equipped to maintain trust over time, leading to more sustainable relationships beyond single negotiation instances.

Related terms

Attitude: An individual's positive or negative evaluation of a specific behavior, which can significantly influence their intention to perform that behavior.

Subjective Norms: The perceived social pressure to perform or not perform a particular behavior, which can affect an individual's intentions and actions.

Perceived Behavioral Control: The degree to which an individual feels capable of performing a behavior, which can influence both their intentions and the actual performance of that behavior.