Understanding Propensity to Initiate Negotiations: An Examination of the Effects of Culture and Personality
30 Pages Posted: 24 May 2010
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.
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