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Getting to Yes in China: Exploring Personality Effects in Chinese Negotiation Styles

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Abstract

Researchers believe that personality affects both the negotiation process and outcomes, but have yet to provide reliable evidence. Using a culturally balanced personality scale SAPPS, we explore the impact of personality on negotiation within a collectivist context–China. Hypothesized relationships based on a buyer/seller model are supported that assertive negotiators are more likely to behave competitively, which leads to better economic outcomes, and open-minded negotiators are more likely to use an integrative approach, which leads to higher satisfaction. This result, similar to those obtained in North America, suggests a universal model of negotiation might exist. Our study also indicates, however, that personality only accounts for a small portion of variance in negotiation behaviors. More research from other perspectives is needed for further exploration.

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Authors and Affiliations

  1. Odette School of Business, University of Windsor, 401 Sunset Ave. Windsor, ON, Canada, N9B 3P4

    Zhenzhong Ma & Alfred Jaeger

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  1. Zhenzhong Ma
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  2. Alfred Jaeger
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Correspondence to Zhenzhong Ma.

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Ma, Z., Jaeger, A. Getting to Yes in China: Exploring Personality Effects in Chinese Negotiation Styles. Group Decis Negot 14, 415–437 (2005). https://doi.org/10.1007/s10726-005-1403-3

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