Understanding Propensity to Initiate Negotiations: An Examination of the Effects of Culture and Personality
Denise Lima Fleck
Coppead Graduate School of Business
IACM 23rd Annual Conference Paper
Like many decisional processes, the early stages of negotiation play a critical role in determining how an encounter will unfold and, ultimately, the nature of the outcome. Yet for many individuals, initiating a negotiation is a difficult undertaking, frequently aborted if not avoided altogether. This paper tests a model of the initiation process, focusing specifically on those aspects of culture (individualism-collectivism, uncertainty avoidance, masculinity-femininity, power distance) and personality (risk propensity, locus of control, self-efficacy, Machiavellianism) that have been proposed to influence assertiveness and propensity to initiate. The study draws participants from diverse country cultures, and examines assertiveness/initiation propensity through three distinct measures. The results of these analyses for negotiators and future research are reported.
Number of Pages in PDF File: 30working papers series
Date posted: May 24, 2010
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