"Ren Qing" versus the "Big 5": The Role of Culturally Sensitive Measures of Individual Difference in Distributive Negotiations
Resource
Management and Organization Review 1 (2) 225-247
Journal
Management and Organization Review
Journal Volume
1
Journal Issue
2
Pages
225-247
Date Issued
2005-07
Date
2005-07
Author(s)
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 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.
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Type
journal article
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