The Influence of Personality on Negotiation — A Canada-France Comparison

  • Alfred Jaeger
  • Zhenzhong Ma
  • Troy Anderson


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).


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Copyright information

© Betriebswirtschaftlicher Verlag Dr. Th. Gabler GmbH, Wiesbaden 2002

Authors and Affiliations

  • Alfred Jaeger
  • Zhenzhong Ma
  • Troy Anderson

There are no affiliations available

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