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Personality and negotiation style: The moderating effects of cultural context
Author(s) -
MintuWimsatt Alma
Publication year - 2002
Publication title -
thunderbird international business review
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.553
H-Index - 37
eISSN - 1520-6874
pISSN - 1096-4762
DOI - 10.1002/tie.10047
Subject(s) - negotiation , personality , context (archaeology) , psychology , style (visual arts) , social psychology , big five personality traits , premise , big five personality traits and culture , sample (material) , sociology , epistemology , social science , paleontology , history , philosophy , chemistry , archaeology , chromatography , biology
This article contends that although studies on the relationship of personality traits on negotiation styleshave generated mixed results, incorporating cultural context could provide some interesting results. Given thispremise, this study explores the moderating effects of cultural context on the personality and negotiationrelationship. The personality variables of conciliatory predisposition, trusting nature, and risk propensity, andtheir interrelationship with the problem‐solving style of negotiation were investigated. The study utilizeda sample from two culturally diverse groups: American and Filipino industrial exporters. The results show thatpersonality variables had little direct impact on problem‐solving. As for the moderating effect of culturalcontext, the findings suggest that context moderates the relationship between the negotiator's conciliatorynature and problem‐solving. © 2002 Wiley Periodicals, Inc.