‘Ren Qing’ versus the ‘Big Five’: The Role of Culturally Sensitive Measures of Individual Difference in Distributive Negotiations

Abstract

In this study, we examine culture-specific relationships between individual differences and distributive negotiations. We measured individual characteristics and their effects on distributive negotiations in both Americanrn and Chinese cultures, using a Western-based scale (the ‘Big Five5) and a Chinese-based scale (CPAI). We found that agreeableness and extraversion (from the ‘Big Five5) affected negotiations for Americans, but not for Chinese. We found that harmony, face and Ren Qing (from the Chinese-based scales) affected negotiations for Chinese, but not for Americans. Specifically, we found that in the American culture, those higher in extraversion and agreeableness achieved lower economic gain, whereas in the Chinese context that those high in harmony, face, and Ren king were more likely to be influenced by opening offers and achieve lower economic gain in distributive negotiations. Our study highlights the need to examine negotiations using culturally sensitive constructs and measures. © 2005, International Association for Chinese Management Research. All rights reserved.