We define negotiation mentality as a negotiator's general understanding and belief about the nature, context, and effective approaches of negotiation. In a comprehensive cross-cultural study, we investigate the etic and emic features of negotiators' mentality. We theorize that how an individual...

In recent years, negotiation scholars have studied the effects of culture on negotiation as well as the effects of personality. This paper combines these two streams of research, and asks the question: Are the effects of personality on negotiation the same in a high-context, collectivist as they...

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...