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International Journal of Cross Cultural Management, Vol. 2, No. 2, 171-184 (2002)
DOI: 10.1177/1470595802002002865

Individual Perception, Bargaining Behavior, and Negotiation Outcomes

A Comparison Across Two Countries

Zhenzhong Ma

McGill University, Canada, maz{at}management.mcgill.ca

Xiaoyun Wang

University of Manitoba, Canada, xiaoyun_wang{at}umanitoba.ca

Alfred Jaeger

McGill University, Canada, jaeger{at}management.mcgill.ca

Troy Anderson

McGill University, Canada, Anderson{at}management.mcgill.ca

Yihua Wang

Renmin University of China

David Saunders

University of Calgagy, Canada

This study explores a model of the relationships between negotiators' perceptions of the negotiation situation, their behavior, and negotiation outcomes, using data collected in Canada and China. The results show that while Chinese negotiators are more concerned with maintaining good relations in the negotiation process, Canadian negotiators put more weight on their individual economic gains from negotiation. This result suggests a difference in a key work-related value: individualism/collectivism. Furthermore, Canadian negotiators' perceptions have less influence on their behavior than those of their Chinese counterparts. This could be explained by the fact that in a high-context culture like China, people's perceptions of the environment play an important role in how they behave.

Key Words: collectivism • individualism • integrative behavior • interpersonal relationship • negotiation


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Z. Ma
Chinese Conflict Management Styles and Negotiation Behaviours: An Empirical Test
International Journal of Cross Cultural Management, April 1, 2007; 7(1): 101 - 119.
[Abstract] [PDF]