Culture and personality have been two of the most-studied factors in negotiation research, yet only limited evidence has been provided for their impact on negotiation behaviors and outcomes. This dissertation first reviews the development of negotiation research and explores an emergent body of negotiation studies that integrate cognitive and social factors into the examination of the negotiation process (Bazerman, Curhan, Moore, & Valley, 2000). A mental model of dyadic negotiation is proposed to incorporate the principles from social cognition research, whereby negotiation is seen as a cognitive decision-making process with involved parties defining what are appropriate objects of the dispute and what are acceptable behaviors and tactics. Within this framework, negotiator's cultural background, personality, and interpersonal relationship with counterpart jointly determine negotiator's cognitions, which further determine negotiation process (Barry & Friedman, 1998; Thompson, 1990, 1998). / A laboratory experiment is then designed to explore the effects of culture and personality on: (1) negotiator cognitions---the mental representations of the negotiation situation, issues, and negotiation partners, (2) competitive, collaborative, and yielding negotiation behaviors, and (3) economic and affective negotiation outcomes. / Three important negotiator cognitions, win-lose orientation, face-saving, and trust, are empirically tested in this study. Results suggest that negotiator cognitions do mediate the impact of personality and culture on negotiation process. Similarly, the impact of negotiator cognitions on negotiation outcomes is mediated by negotiation behaviors manifested during negotiation. Specifically, final results show that individualistic negotiators tend to perceive negotiation as a win-lose process and agreeable negotiators are more likely to trust their counterparts. Results also show that extraversion, long-term orientation, and collectivism are predictors of face-saving. Moreover, face-saving predicts competitive behavior that leads to higher individual profits while trust determines the level of collaboration that often leads to higher satisfaction. Practical implications and future research are discussed in the final chapter.
| Identifer | oai:union.ndltd.org:LACETR/oai:collectionscanada.gc.ca:QMM.85186 |
| Date | January 2005 |
| Creators | Ma, Zhenzhong, 1972- |
| Publisher | McGill University |
| Source Sets | Library and Archives Canada ETDs Repository / Centre d'archives des thèses électroniques de Bibliothèque et Archives Canada |
| Language | English |
| Detected Language | English |
| Type | Electronic Thesis or Dissertation |
| Format | application/pdf |
| Coverage | Doctor of Philosophy (Faculty of Management.) |
| Rights | All items in eScholarship@McGill are protected by copyright with all rights reserved unless otherwise indicated. |
| Relation | alephsysno: 002227779, proquestno: AAINR12893, Theses scanned by UMI/ProQuest. |
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