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Getting to Yes in China: Exploring Personality Effects in Chinese Negotiation Styles

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Listed:
  • Zhenzhong Ma

    (University of Windsor)

  • Alfred Jaeger

    (University of Windsor)

Abstract

Researchers believe that personality affects both the negotiation process and outcomes, but have yet to provide reliable evidence. Using a culturally balanced personality scale SAPPS, we explore the impact of personality on negotiation within a collectivist context–China. Hypothesized relationships based on a buyer/seller model are supported that assertive negotiators are more likely to behave competitively, which leads to better economic outcomes, and open-minded negotiators are more likely to use an integrative approach, which leads to higher satisfaction. This result, similar to those obtained in North America, suggests a universal model of negotiation might exist. Our study also indicates, however, that personality only accounts for a small portion of variance in negotiation behaviors. More research from other perspectives is needed for further exploration.

Suggested Citation

  • Zhenzhong Ma & Alfred Jaeger, 2005. "Getting to Yes in China: Exploring Personality Effects in Chinese Negotiation Styles," Group Decision and Negotiation, Springer, vol. 14(5), pages 415-437, September.
    • Handle: RePEc:spr:grdene:v:14:y:2005:i:5:d:10.1007_s10726-005-1403-3
    DOI: 10.1007/s10726-005-1403-3
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    References listed on IDEAS

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    1. Guy Oliver Faure, 1999. "The Cultural Dimensions of Negotiation: The Chinese Case," Group Decision and Negotiation, Springer, vol. 8(3), pages 187-215, May.
    2. Nancy J Adler & John L Graham, 1989. "Cross-Cultural Interaction: The International Comparison Fallacy?," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 20(3), pages 515-537, September.
    3. Graham, John L., 1986. "The problem-solving approach to negotiations in industrial marketing," Journal of Business Research, Elsevier, vol. 14(6), pages 549-566, December.
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    Cited by:

    1. Imai, Lynn & Gelfand, Michele J., 2010. "The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(2), pages 83-98, July.
    2. Bryan K. Church & Narisa Tianjing Dai & Xi (Jason) Kuang & Xuejiao Liu, 2020. "The Role of Auditor Narcissism in Auditor–Client Negotiations: Evidence from China," Contemporary Accounting Research, John Wiley & Sons, vol. 37(3), pages 1756-1787, September.
    3. Guo, Wenqian & Lu, Wenxue & Gao, Xinran, 2022. "Exploring configurations of negotiating behaviors in business negotiations: A qualitative comparative analysis," Journal of Business Research, Elsevier, vol. 147(C), pages 435-448.
    4. Lieh-Ching CHANG & Christopher P. FURNER & Robert ZINKO, 2010. "A Study Of Negotiations Within The Ethnic Chinese Community Between Taiwan And Hong Kong," Management Research and Practice, Research Centre in Public Administration and Public Services, Bucharest, Romania, vol. 2(4), pages 329-343, December.
    5. Lukasz W. Jochemczyk & Andrzej Nowak, 2010. "Constructing a Network of Shared Agreement: A Model of Communication Processes in Negotiations," Group Decision and Negotiation, Springer, vol. 19(6), pages 591-620, November.
    6. Dai Quy Le & Daisung Jang, 2023. "Individual Differences and Situational Constraint Predict Information Search in Negotiation Planning," Group Decision and Negotiation, Springer, vol. 32(3), pages 667-699, June.

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