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.
Adler, NJ. , Braham, R. and Graham, J.L. (1992) `Strategy Implementation: A Comparison of Face-to-face Negotiations in the People's Republic of China and the United States', Strategic Management Journal13: 449-466.
2.
Alexander, J.F. , Schul, P.L. and McCorkle, D. (1994) `An Assessment of Selected Relationships in a Model of the Industrial Marketing Negotiation Process', journal of Personal Selling and Sales Management14(3): 25-41.
3.
Arunachalam, V. and Wall,J.,Jr (1998) `Hong Kong versus U.S. Negotiations: Effects of Culture, Alternatives, Outcome Scales, and Mediation', journal of Applied Social Psychology28(14): 1219-1244.
4.
Bacharach, S.B. and Lawer, EJ. (1981) Bargaining. San Francisco:Jossey-Bass.
5.
Bagozzi, R.P. (1978) `Marketing as Exchange: A Theory of Transaction in the Market Place', American Behavior Scientist (March-April): 536-556.
6.
Barry, B. and Friedman, R.A. (1998) `Bargainer Characteristics in Distributive and Integrative Negotiation', Journal of Personality and Social Psychology74(2): 345-359.
7.
Bazerman, M.H. and Carroll, J. (1987) `Negotiator Cognition', in B. Staw and L.L. Cummings (eds) Research in Organizational Behavior, Vol. 9, pp. 247-288. Greenwich, CT: JAI Press.
8.
Bazerman, M.H. and Neale, M.H. (1983) `Heuristics in Negotiation: Limitations to Effective Dispute Resolution', in M.H. Bazerman and RJ. Lewicki (eds) Negotiating in Organizations, pp. 51-67, Beverly Hills: Sage.
9.
Campbell, N. , Graham, J.L., Jolibert, A. and Meissmer, H. (1988) `Marketing Negotiation in France, Germany, the United Kingdom, and the United States', Journal of Marketing52: 49-62.
10.
Churchill, G. , Walker, O. and Ford, N. (1990) Sales Force Management, 3rd edn.Homewood, IL: Irwin.
11.
Clopton, S.W. (1984) `Seller and Buying Firm Factors Affecting Industrial Buyers' Negotiation Behaviors and Outcomes', Journal of Marketing Research21: 39-53.
12.
Dansereau, F.,Jr , Graen, G. and Haga, W.J. (1975) `A Vertical Dyad Linkage Approach to Leadership within Formal Organizations', Organizational Behavior and Human Performance13: 46-78.
13.
Dant, R.P. and Schul, P.L. (1992) `Conflict Resolution Process in Contractual Channels of Distribution', Journal of Marketing56: 38-54.
14.
Ford, D.L. (1983) `Effects of Personal Control Belief: An Exploratory Analysis of Bargaining Outcomes in Inter-group Negotiations', Group and Organization Studies8: 113-125.
15.
Fry, W.R. (1985) `The Effect of Dyad Machiavellianism and Visual Access on Integrative Bargaining Outcomes', Personality and Social Psychology Bulletin11: 51-62.
16.
Graham, J. (1986) `The Problem-solving Approach to Negotiation in Industrial Marketing', Journal of Business Research14: 549-566.
17.
Greenhalgh, L. , Nelsin, S.A. and Gilkey, R.W. (1985) `The Effects of Negotiator Preferences, Situational Power, and Negotiator Personality on Outcomes of Business Negotiations', Academy of Management Journal28: 9-33.
18.
Hall, E.T. (1976) Beyond Culture. New York: Doubleday Anchor Books.
19.
Hall, E.T. (1983) The Dance of Life: The Other Dimensions of Time. Garden City, New York: Doubleday Anchor Books.
20.
Hofstede, G. (1984) Culture's Consequences: International Differences in Work-related Values. London: Sage.
21.
Hofstede, G. (1991) Cultures and Organizations: Software of the Mind. New York: McGraw-Hill.
22.
Homans, G.C. (1974) Social Behavior: Its Elementary Forms. New York: Harcourt.
23.
King, W.C.,Jr and Hinson, T.D. (1994) `The Influence of Sex and Equity Sensitivity on Relationship Performances, Assessment of Opponent, and Outcomes on a Negotiation Experiment', Jrournal of Management20(3): 605-624.
24.
Kipnis, D. and Schmidt, S.M. (1983) `An Influence Perspective on Bargaining within Organizations', in M.H. Bazerman and R.J. Lewicki (eds) Negotiation Inside Organizations, pp. 303-319. Beverly Hills: Sage.
25.
Kirkbride, P.S. , Tang, S.F. and Westwood, D.I. (1991) `Chinese Conflict Preferences and Negotiating Behaviors: Culture and Psychological Influence', Organization Studies12(3): 365-386.
26.
Leung, K. and Bond, M. (1984) `The Impact of Cultural Collectivism and Reward Allocation', journal of Personality and Social Psychology47: 793-804.
Pruitt, D.G. (1981) Bargaining Behavior. New York: Academic Press.
30.
Pruitt, D.G. and Lewis, S.A. (1975) `Development of Integrative Solutions in Bilateral Negotiation', Journal of Personality and Social Psychology31: 621-633.
31.
Pruitt, D.G. and Rubin, J. (1986) Social Conflict: Escalation, Stalemate, and Settlement. New York: Random House.
32.
Pruitt, D.G. and Syna, H. (1985) `Mismatching the Opponent's Offers in Negotiation', Journal of Experimental Social Psychology21: 103-113.
33.
Rhinehart, Lloyd M. and Page, Thomas, J.,Jr (1992) `The Development and Test of a Model of Transaction Negotiation', Journal of Marketing56 (October): 18-32.
34.
Rubin, J.Z. and Brown, B.R. (1975) The Social Psychology of Bargaining and Negotiation. New York: Academic Press.
35.
Ruekert, R. and Churchill, G. (1984) `Reliability and Validity of Alternative Measures of Channel Member Satisfaction', Journal of Marketing Research21: 226-233.
36.
Siegel, S. and Fouraker, L. (1960) Bargaining and Group Decision Making: Experiments in Bilateral Monopoly. New York: McGraw-Hill.
37.
Spector, B.I. (1977) `Negotiation as a Psychological Process', Journl of Conflict Resolution21(4): 607-618.
38.
Stolte, J.F. (1983) `Self-efficacy: Sources and Consequences in Negotiation Networks', The Journal of Social Psychology199: 69-75.
39.
Thibaut, J.W. and Kelley, H.K. (1959) The Social Psychology of Groups. New York: John Wiley and Sons.
40.
Thompson, L. and Hastie, R. (1990) `Judgment Tasks and Biases in Negotiation', in B.H. Sheppard, M.H. Bazerman and R.J. Lewicki (eds) Research on Negotiation in Organizations, Vol. 2, pp. 31-54. Greenwich, CT: JAI Press.
41.
Victor, D. (1992) International Business Communication. New York: Harper Collins.
42.
Wall, J.A.,Jr (1985) Negotiation: Theory and Practice. Glenview, IL: Scott, Foresman and Company.
43.
Wall, J.A.,Jr , and Blum, M.W. (1991) `Negotiations', journal of Management17: 273-303.
44.
Walters, A. , Stuhlmacher, A. and Meyer, L. (1998) `Gender and Negotiator Competitiveness: A Meta-analysis', Organizational Behavior and Human Decision Processes76(1): 1-29.
45.
Walton, R.E. and McKersie, R.B. (1965) A Behavioral Theogy of Labor Relations. New York: McGraw-Hill.
46.
Wanous, J.P , Reichers, A.E and Hudy, M.J. (1997) `Overall Job Satisfaction: How Good are Single-item Measures?', Journal of Applied Psychology82(2): 247-252.
