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

Zhenzhong Ma () and Alfred Jaeger
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Zhenzhong Ma: University of Windsor
Alfred Jaeger: University of Windsor

Group Decision and Negotiation, 2005, vol. 14, issue 5, No 5, 415-437

Abstract: 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.

Keywords: personality; negotiation behavior; collectivist; China; SAPPS (search for similar items in EconPapers)
Date: 2005
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Citations: View citations in EconPapers (6)

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DOI: 10.1007/s10726-005-1403-3

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