Liu, Leigh Anne; Friedman, Raymond A.; Chi, Shu-cheng - In: Management and Organization Review 1 (2005) 2, pp. 225-247
Chinese context that those high in harmony, face, and Ren Qing were more likely to be influenced by opening offers and achieve … 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 …