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'Ren Qing' versus the 'Big Five': The Role of Culturally Sensitive Measures of Individual Difference in Distributive Negotiations

Author

Listed:
  • Leigh Anne Liu

    (Georgia State University)

  • Raymond A. Friedman

    (Vanderbilt University)

  • Shu-cheng Chi

    (National Taiwan University)

Abstract

In this study, we examine culture-specific relationships between individual differences and distributive negotiations. We measured individual characteristics and their effects on distributive negotiations in both American[1] and Chinese cultures, using a Western-based scale (the 'Big Five') and a Chinese-based scale (CPAI). We found that agreeableness and extraversion (from the 'Big Five') affected negotiations for Americans, but not for Chinese. We found that harmony, face and Ren Qing (from the Chinese-based scales) affected negotiations for Chinese, but not for Americans. Specifically, we found that in the American culture, those higher in extraversion and agreeableness achieved lower economic gain, whereas in the Chinese context that those high in harmony, face, and Ren Qing were more likely to be influenced by opening offers and achieve lower economic gain in distributive negotiations. Our study highlights the need to examine negotiations using culturally sensitive constructs and measures.

Suggested Citation

  • Leigh Anne Liu & Raymond A. Friedman & Shu-cheng Chi, 2005. "'Ren Qing' versus the 'Big Five': The Role of Culturally Sensitive Measures of Individual Difference in Distributive Negotiations," Management and Organization Review, International Association of Chinese Management Research, vol. 1(2), pages 225-247, July.
    • Handle: RePEc:cmr:mor101:v:1:y:2005:i:2:p:225-247
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    Citations

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    Cited by:

    1. Kwok Leung & Zhenjiao Chen & Fan Zhou & Kai Lim, 2014. "The role of relational orientation as measured by face and renqing in innovative behavior in China: An indigenous analysis," Asia Pacific Journal of Management, Springer, vol. 31(1), pages 105-126, March.
    2. Daniel Ji & Pablo Guillen, 2010. "Trust, discrimination and acculturation Experimental evidence on Asian international and Australian domestic university students," ThE Papers 09/12, Department of Economic Theory and Economic History of the University of Granada..
    3. Muethel, Miriam & Hoegl, Martin, 2012. "The influence of social institutions on managers’ concept of trust: Implications for trust-building in Sino-German relationships," Journal of World Business, Elsevier, vol. 47(3), pages 420-434.
    4. Zhenzhong Ma & Weiwei Dong & Jie Wu & Dapeng Liang & Xiaopeng Yin, 2015. "Confucian Ideal Personality and Chinese Business Negotiation Styles: An Indigenous Perspective," Group Decision and Negotiation, Springer, vol. 24(3), pages 383-400, May.
    5. Ilias Kapoutsis & Roger J. Volkema & Andreas G. Nikolopoulos, 2013. "Initiating Negotiations: The Role of Machiavellianism, Risk Propensity, and Bargaining Power," Group Decision and Negotiation, Springer, vol. 22(6), pages 1081-1101, November.
    6. Guillen, Pablo & Ji, Daniel, 2011. "Trust, discrimination and acculturation," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 40(5), pages 594-608.

    More about this item

    Keywords

    American Culture; Big Five; China; Chinese Culture; Chinese Personality Assessment Inventory; Cross-Culture; Face; Harmony; Individual Characteristics; Individual Difference; Negotiations; Relationships; Ren Qing; United States;
    All these keywords.

    JEL classification:

    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General

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