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Understanding Propensity to Initiate Negotiations: An Examination of the Effects of Culture and Personality

30 Pages Posted: 24 May 2010  

Roger Volkema

American University

Denise Lima Fleck

Coppead Graduate School of Business

Abstract

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.

Suggested Citation

Volkema, Roger and Lima Fleck, Denise, Understanding Propensity to Initiate Negotiations: An Examination of the Effects of Culture and Personality. IACM 23rd Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1615200 or http://dx.doi.org/10.2139/ssrn.1615200

Roger Volkema (Contact Author)

American University ( email )

4400 Massachusetts Ave, NW
Washington, DC 20016
United States

Denise Lima Fleck

Coppead Graduate School of Business ( email )

Rua Pascoal Lemme, 355
Ilha do Fundão
Rio de Janeiro, Rio de Janeiro 21941-972
Brazil
55 21 25989850 (Phone)
55 21 25989848 (Fax)

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