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Getting to Yes in China: Exploring Personality Effects in Chinese Negotiation Styles.
- Source :
-
Group Decision & Negotiation . Sep2005, Vol. 14 Issue 5, p415-437. 23p. - Publication Year :
- 2005
-
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. [ABSTRACT FROM AUTHOR]
- Subjects :
- *PERSONALITY
*NEGOTIATION
*APPLIED psychology
Subjects
Details
- Language :
- English
- ISSN :
- 09262644
- Volume :
- 14
- Issue :
- 5
- Database :
- Academic Search Index
- Journal :
- Group Decision & Negotiation
- Publication Type :
- Academic Journal
- Accession number :
- 18221256
- Full Text :
- https://doi.org/10.1007/s10726-005-1403-3