'Ren Qing' Versus the 'Big Five': The Role of Culturally Sensitive Measures of Individual Difference in Distributive Negotiations

23 Pages Posted: 19 Jul 2005

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 - College of Management

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 [1] 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.

Suggested Citation

Liu, Leigh Anne and Friedman, Raymond A. and Chi, Shu-Cheng, 'Ren Qing' Versus the 'Big Five': The Role of Culturally Sensitive Measures of Individual Difference in Distributive Negotiations. Management and Organization Review, Vol. 1, No. 2, pp. 225-247, July 2005, Available at SSRN: https://ssrn.com/abstract=758603

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 - College of Management ( email )

No. 1, Section 4
Roosevelt Road
Taipei 106
Taiwan

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