Negotiating in Different Cultures: are Western Personality Dimensions Relevant in Chinese Culture?

33 Pages Posted: 15 Apr 2002

See all articles by Leigh Anne Liu

Leigh Anne Liu

Georgia State University - J. Mack Robinson College of Business

Ray Friedman

Vanderbilt University - Organizational Behavior

Shu-Cheng Chi

National Taiwan University - Department of Business Administration

Abstract

In recent years, negotiation scholars have studied the effects of culture on negotiation as well as the effects of personality. This paper combines these two streams of research, and asks the question: Are the effects of personality on negotiation the same in a high-context, collectivist as they are in a low-context, individualistic culture? We develop predictions about differential effects of agreeableness and extraversion on negotiation in American and Chinese cultural contexts, and test them with data collected in Taiwan and the U.S. We also test whether western personality constructs (the Big Five) are useful in a Chinese context, compared to indigenously developed Chinese personality constructs. Our findings indicate that Chinese are more vulnerable to anchoring than Americans, that agreeableness and extraversion are not predictors of anchoring among Chinese (as they are among Americans), and that the Chinese personality constructs of Ren Qing, Face, and Harmony do affect negotiations in ways that can not be seen when just using the Big Five.

Keywords: Personality, cross-cultural comparison, negotiation

Suggested Citation

Liu, Leigh Anne and Friedman, Raymond A. and Chi, Shu-Cheng, Negotiating in Different Cultures: are Western Personality Dimensions Relevant in Chinese Culture?. IACM 15th Annual Conference. Available at SSRN: https://ssrn.com/abstract=305202 or http://dx.doi.org/10.2139/ssrn.305202

Leigh Anne Liu (Contact Author)

Georgia State University - J. Mack Robinson College of Business ( email )

P.O. Box 4050
Atlanta, GA 30303-3083
United States

Raymond A. Friedman

Vanderbilt University - Organizational Behavior ( email )

401 21st Avenue South
Nashville, TN 37203
United States
615-322-3992 (Phone)
615-343-7177 (Fax)

HOME PAGE: http://mba.vanderbilt.edu/faculty/rfriedman.cfm

Shu-Cheng Chi

National Taiwan University - Department of Business Administration ( email )

No. 1, Sec. 4, Roosevelt Rd.
Taipei
Taiwan
+886 2 236 3 0231 Ext. 2942 (Phone)
+886 2 236 8 9305 (Fax)

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