Abstract
Negotiation is the process by which two or more parties exchange goods or services and attempt to agree upon an exchange rate for them (Wall, 1985; Wall/Blum, 1991). In the negotiation process, each side exercises and articulates its influence in an effort to accomplish its own objectives through its interaction with the other party (Bacharach/Lawler, 1981; Dansereau/Graen/Haga, 1975; Greenhalgh/Nelsin/Gilkey, 1985; Kipnis/Schmidt, 1983). As one of the basic processes of human behaviour, negotiation is something we all do on a daily basis. Negotiation is also widely used in labor-management relations, in business agreements such as mergers and sales, in international relations, and in international business (King/Hinson, 1994). As the world economy becomes more and more globalised, people from different cultures are becoming more frequently engaged in negotiation with one another. Thus, an understanding of the negotiation process and the impact of culture on it are essential to anyone who works with or through other people to accomplish objectives in many different situations (Le-wicki/Litterer/Saunders/Minton, 1994a).
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
Literature
Alberti, R.; Emmons, M. (1994): Your Perfect Right: A Guide to Assertive Living, 6th ed., San Luis Obispo.
Arunachalam, V.; Wall, J. (1998): Hong Kong versus U.S. negotiations: Effects of culture, alternative, outcome scales, and mediation, in: Journal of Applied Social Psychology, Vol. 28, No. 14, pp. 1219–1244.
Bacharach, S.; Lawler, E. (1981): Bargaining, San Francisco.
Barry, B.; Friedman, R.A. (1998): Bargainer characteristics in distributive and integrative negotiation, in: Journal of Personality and Social Psychology, Vol. 74, pp. 345–359.
Beck, J.G.; Heimberg, R.G. (1983): Self-report assessment of assertive behavior: A critical analysis, in: Behavior Modification, Vol. 7, pp. 451–487.
Campbell, N.; Graham, J.; Jolibert, A.; Meissmer, H. (1988): Marketing negotiation in France, Germany, the United Kingdom, and the United States, in: Journal of Marketing, Vol. 52, pp. 49–62.
Carnevale, P.; Lawler, E. (1986): Time pressure and the development of integrative agreements in bilateral negotiation, in: Journal of Conflict Resolution, Vol. 30, pp. 636–656.
Chan, D.W. (1993): Components of assertiveness: Their relationships with assertive rights and depressed mood among Chinese college students in Hong Kong, in: Behavior Research Therapy, Vol. 31, pp. 529–538.
Churchill, G.; Walker, O.; Ford, N. (1990): Sales Force Management, 3rd ed., Homewood.
Dansereau, F.; Graen, G.; Haga, W. (1975): A vertical dyad linkage approach to leadership within formal organizations, in: Organizational Behavior and Human Performance, Vol. 13, pp. 46–78.
Dolbear, F.; Lave, L. (1966): Risk orientation as a predictor in the prisoner’s dilemma, in: Journal of Conflict Resolution, Vol. 10, pp. 506–515.
Fensterheim, H.; Baer, J. (1975): Don’t say yes when you want to say no: How assertiveness training can change your life, New York.
Ford, D. (1983): Effects of personal control belief: An exploratory analysis of bargaining outcomes in inter-group negotiations, in: Group and Organization Studies, Vol. 8, pp. 113–125.
Fry, W. (1985): The effect of dyad Machiavellianism and visual access on integrative bargaining outcomes, in: Personality and Social Psychology Bulletin, Vol. 11, pp. 51–62.
Graham, J. (1986): The problem-solving approach to negotiation in industrial marketing, in: Journal of Business Research, Vol. 14, pp. 549–566.
Graham, J. (1984): A comparison of Japanese and American business negotiations, in: International Journal of Research, Vol. 1, pp. 51–68.
Graham, J. (1983): Brazilian, Japanese and American business negotiations, in: Journal of International Business Studies, Vol. 16, pp. 47–61.
Greenhalgh, L.; Nelsin, S.; Gilkey, R. (1985): The effects of negotiator preferences, situational power, and negotiator personality on outcomes of business negotiations, in: Academy of Management Journal, Vol. 28, pp. 9–33.
Hall, E. (1976): Beyond Culture, New York.
Hall, E. (1983): The Dance of Life: The Other Dimensions of Time, Garden City, New York.
Hartfield, E.F. (1991): Strategies for conduction of successful negotiations with Japanese firms, in: East Asian Executive Reports, Vol. 13, pp. 13–15.
Hofstede, G. (1991): Cultures and Organizations: Software of the Mind, New York.
Hofstede, G. (1980): Culture’s Consequences: International Differences in Work-Related Values, Beverly Hills.
King, W.; Hinson, T. (1994): The influence of sex and equity sensitivity on relationship performances, assessment of opponent, and outcomes on a negotiation experiment, in: Journal of Management, Vol. 20, No. 3, pp. 605–624.
Kipnis, D.; Schmidt, S. (1983): An influence perspective on bargaining within organizations, in: Bazerman, M.; Lewicki R. (Eds.): Negotiation Inside Organizations, pp. 303–319, Beverly Hills.
Kirkbride, P.; Tang, S.; Westwood, D. (1991): Chinese conflict preferences and negotiating behaviors: Culture and psychological influence, in: Organization Studies, Vol. 12, No. 3, pp. 365–386.
Laurent, A. (1983): The cultural diversity of western conceptions of management, in: International Studies of Management and Organizations, Vol. 13, No. 1–2, pp. 75–96.
Leung, K.; Bond, M. (1984): The impact of cultural collectivism and reward allocation, in: Journal of Personality and Social Psychology, Vol. 47, pp. 793–804.
Lewicki, R.; Litterer, J.; Minton, J.; Saunders, D. (1994a): Negotiation, 2nd ed., Burr Ridge.
Lewicki, R.; Litterer, J.; Saunders, D., Minton, J. (1994b): Negotiation: Readings, Exercises and Cases, 2nd ed., Burr Ridge.
Mead, R. (1994): International Management: Cross-Cultural Dimensions, Cambridge.
Mnookin, R.; Peppet, S.; Tulumello, A. (1996): The tension between empathy and assertiveness, in: Negotiation Journal, May, pp. 217–230.
Muldman, F. (1984): La escala de asertividad de Spencer A. Rathus (R.A.S.): Estructura factorial, in: Terapia Psicologia, Vol. 3, pp. 72–77.
Pervin, L. (1990): A brief history of modern personality theory, in: Pervin, L. (Ed.): Handbook of Personality, Theory and Research, pp. 3–18, New York.
Pilisuk, M.; Peter, P.; Rapaport, A.; Winter, J. (1965): War hawks and peace doves: Alternate resolution of experimental conflicts, in: Journal of Conflict Resolution, Vol. 9, pp. 491–508.
Pruitt, D.; Syna, H. (1985): Mismatching the opponent’s offers in negotiation, in: Journal of Experimental Social Psychology, Vol. 21, pp. 103–113.
Rathus, S. (1973): A 30-item schedule for assessing assertive behavior, in: Behavior The-rapy, Vol. 4, pp. 398–406.
Rubin, J.; Brown, B. (1975): The Social Psychology of Bargaining and Negotiation, New York.
Ruekert, R.; Churchill, G. (1984): Reliability and validity of alternative measures of channel member satisfaction, in: Journal of Marketing Research, Vol. 21, pp. 226–233.
Siegel, S.; Fouraker, L. (1960): Bargaining and Group Decision Making: Experiments in Bilateral Monopoly, New York.
Spector, B. (1977): Negotiation as a psychological process, in: Journal of Conflict Resolution, Vol. 21, No. 4, pp. 607–618.
Sternberg, R.; Dobson, D. (1987): Resolving interpersonal conflicts: An analysis of stylistic consistency, in: Journal of Personality and Social Psychology, Vol. 52, pp. 794–812.
Sternberg, R.; Soriano, L. (1984): Styles of conflict resolution, in: Journal of Personality and Social Psychology, Vol. 47, pp. 115–126.
Stolte, J. (1983): Self-efficacy: Sources and consequences in negotiation networks, in: The Journal of Social Psychology, Vol. 199, pp. 69–75.
Thompson, L. (1990): Negotiation behavior and outcomes: Empirical evidence and theoretical issues, in: Psychological Bulletin, Vol. 108, No. 3, pp. 515–532.
Thompson, L.; Hastie, R. (1990): Judgment tasks and biases in negotiation., in: Sheppard, B.;. Bazerman, M; Lewicki, R. (Eds.): Research on Negotiation in Organizations, Vol. 2, pp. 31–54, Greenwich.
Vector, D. (1992): International Business Communication, New York.
Wall, J. (1985): Negotiation: Theory and Practice, Glenview.
Wall, J.; Blum, M. (1991): Negotiations, in: Journal of Management, Vol. 17, pp. 273–303.
Wanous, J.; Reichers, A.; Hudy, M. (1997): Overall job satisfaction: How good are single-item measures?, in: Journal of Applied Psychology, Vol. 82, No. 2, pp. 247–252.
Wilson, K.; Gallios, C. (1993): Assertion and its social context, Oxford-New York.
Yik, M.; Bond, M. (1993): Exploring the dimensions of Chinese perception with indigenous and imported constructs: Greeting a culturally balanced scale, in: International Journal of Psychology, Vol. 28, No. 1, pp. 75–95.
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2002 Betriebswirtschaftlicher Verlag Dr. Th. Gabler GmbH, Wiesbaden
About this chapter
Cite this chapter
Jaeger, A., Ma, Z., Anderson, T. (2002). The Influence of Personality on Negotiation — A Canada-France Comparison. In: Scholz, C., Zentes, J. (eds) Strategic Management. Gabler Verlag. https://doi.org/10.1007/978-3-322-84457-6_14
Download citation
DOI: https://doi.org/10.1007/978-3-322-84457-6_14
Publisher Name: Gabler Verlag
Print ISBN: 978-3-322-84458-3
Online ISBN: 978-3-322-84457-6
eBook Packages: Springer Book Archive