‘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 American[1] and Chinese cultures, using a Western‐based scale (the ‘Big Five’) and a Chinese‐based scale (CPAI). We found that agreeableness and extraversion (from the ‘Big Five’) 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 Qing 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.

Cultural Differences in Goal‐directed Interaction Patterns in Negotiation

“…A competitive orientation, for US Americans, often means seeking to maximize one’s own share of the resources. As analytical thinkers who tend to separate specific issues from the broader social environment (Masuda & Nisbett, 2001), US Americans are less likely to be anchored by their counterpart’s behaviors and infer relational consequences from the current interaction (Liu, Friedman, & Chi, 2005). Liu (2009) found that when counterparts were angry, Chinese negotiators increased their distributive tactics (a reciprocal response that emphasizes value claiming), whereas US Americans reduced their distributive tactics (a nonreciprocal response that de‐emphasizes value claiming).…”

Guanxi Dynamics: Shifts in the Closeness of Ties Between Chinese Coworkers

“…Although guanxi can be defined at different levels (Chen and Chen, 2004), in the present research we confine our scope to the dyadic and coworker level, where relationships are developed and maintained in accordance with renqing norms (e.g., Hwang, 1987; Liu, Friedman, and Chi, 2005; Yang, 2001a,b). Chief among these norms is dynamic reciprocity, which can be distinguished by its characteristics of long‐term orientation and unequal exchange.…”

Cultural and Personality Determinants of Leniency in Self-Rating among Chinese People

“…While the results of the study provide evidence for the appropriateness of the personality variables for the Chinese respondents, a question remains as to what extent these variables adequately capture the personality determinants of self‐rating behaviour among Chinese people. Liu, Friedman, and Chi (2005) used a Western‐based scale (the ‘Big Five’) and a Chinese‐based scale (CPAI) to measure the personality characteristics among the American and Chinese respondents in their study. They found that agreeableness and extraversion (from the ‘Big Five’) affected negotiations for Americans, but not for Chinese people.…”