The Impact of Personality on Negotiation Styles and Cultural Context

This report examines the intricate relationship between personality traits and negotiation styles, with a specific focus on the moderating effects of cultural context. The analysis centers on the article "Personality and negotiation style: The moderating effects of cultural context" by Mintu-Wimsatt, along with evaluations of two other relevant articles. The literature review reveals that personality traits, such as extraversion and agreeableness, influence negotiation approaches, but these effects are significantly shaped by cultural backgrounds. The report explores how cultural intelligence and cross-cultural communication abilities are crucial in global negotiations, emphasizing the importance of understanding diverse cultural contexts to enhance negotiation effectiveness. The findings suggest that while individual personality traits play a role, cultural factors often dictate the dominant negotiation styles, impacting hiring practices and training programs for negotiators in various cultural settings. This report provides valuable insights into the complexities of cross-cultural negotiations and the importance of considering both personality and cultural context.

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Principles of Purchases

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Introduction
Personality traits reflect people's characteristic patterns of thoughts, feelings, and
behaviors (Borkowski, 2015). Personality traits imply consistency and stability, the person, who
scores high on a specific trait like Extraversion is expected to be sociable in different situations
(Neck, Houghton, & Murray, 2018). However, the personality as well as negotiation traits
believe that people are different in the diverse conditions and behave according to the situation
(Champoux, 2016). In this report, the article titled “Personality and negotiation style: The
moderating effects of cultural context” will be analyzed along with evaluation of two other
articles on the topic of personality and negotiation style of individuals and their impact on
cultural context.
Literature review
According to Mintu-Wimsatt the association between the personality traits on the style of
negotiation provides mix results, the study was conducted to know the cultural context effects on
the association between personality as well as negotiation (Mintu‐Wimsatt, 2002). The
researcher used the proposed method; the focus of the study is also on the impact of cultural
context on the approach of problem-solving. The data collection was done from the cultural
groups of two countries that are United States as well as Philippines. The United States
characterize the group of individual as well as Philippines group characterize the collective
group. The respondents participate in varied range of the activities like development of the
contract, pricing of supplier as well as buyer and also in the labor disagreement. The sample size
of the study were 471, in which 285 were Americans as well as 186 were Filipino. The study
finds that the variables of personality have the modest impact on the approach of problem-
solving (Mintu‐Wimsatt, 2002). However, the researcher also finds that cultural background
modest the association among the conciliatory nature of the negotiators as well as problem
resolving approach. The researcher proposes that the way of negotiation is not mainly driven by
the individual personality traits, this information is vital in the potential of hiring as well as
providing training to the diverse culture negotiators.

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According to Groves, Feyerherm and Gu global negotiations breakdown are commonly
associated to be deficient in the abilities of the cross-cultural negotiators, inadequate capability to
communicate with the individual from diverse background (Groves, Feyerherm, & Gu, 2015).
The researcher stated that the educators of management should focuses on increasing the abilities
of cross-cultural, the researcher also states that less research is conducted to know to effect of
personality traits on the negotiation, the study also focuses on the effect of the cultural
intelligence on the performance of diverse cultural negotiation. The researcher adopts the
assessment center as well as the methodologies of consensus rating; the sample size of the study
was 113. However, all the respondents participate in the investigation, which is investigated to
know the differences in the cultural in relation to the negotiation approach as well as substantial
problems. The researcher also used the secondary sources for collecting the information about
the effects of personality traits in the negotiation style (Groves, Feyerherm, & Gu, 2015). The
researcher also finds that the abilities of cultural negotiators is considered significant in dealing
with the cross-cultural negotiators, the researcher also finds that there is relationship between
both the personality traits in the negotiation style. However it is depend on the cultural
background of an individual.
According to Yeke and Semerciöz the previous studies were conducted to know the
association between the cultural intelligence with the competence on the communication with the
diverse culture individual (Yeke & Semerciöz, 2016). The researcher stated that the
characteristic of the personality are diverse because the different persons have diverse
personality traits. The researcher conducted the study to know the association between the
personality traits and diverse culture competence as well as its impact on cultural context. The
study was conducted in the two companies, which is in the industry of automotive in Turkey.
The interview method was used in collecting the information, the obtainable information were
analyzed throughout the in-depth examination. In the study the researcher finds that the impact
of cultural intelligence in the global communication capability is positive, the study also
demonstrates that the influence of the personality traits on the cultural intelligence as well as
diverse cultural communication capability is also positive (Yeke & Semerciöz, 2016). The
researcher also proposes that the impact of personality traits reduces on the diverse culture
communication capability if the cultural intelligence is defines clear. In study the researcher

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explained that the personality traits are considered significant while negotiating with the person
with cross-culture.
Conclusion
From the above it is concludes that personality traits reveals the distinctive attitudes,
behavior, actions of the individual, which leads the person to behave according to the situation.
In this report, the various articles are reviewed on the impact of personality traits on the cross-
cultural negotiators. From the above it also concludes that the personality traits influence
positively on the negotiation style and on the cultural background of the person.

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References
Borkowski, N. (2015). Organizational Behavior, Theory, and Design in Health Care.
Burlington: Jones & Bartlett Publishers.
Champoux, J. E. (2016). Organizational Behavior: Integrating Individuals, Groups, and
Organizations. Abingdon: Routledge.
Groves, K. S., Feyerherm, A., & Gu, M. (2015). Examining cultural intelligence and cross-
cultural negotiation effectiveness. Journal of Management Education , 39 (2), 209-243.
Mintu‐Wimsatt, A. (2002). Personality and negotiation style: the moderating effects of cultural
context. Thunderbird International Business Review , 44 (6), 729-748.
Neck, C. P., Houghton, J. D., & Murray, E. L. (2018). Organizational Behavior: A Skill-Building
Approach. Thousand Oaks: SAGE Publications.
Yeke, S., & Semerciöz, F. (2016). Relationships between personality traits, cultural intelligence
and intercultural communication competence. Procedia-Social and Behavioral Sciences ,
235, 313-319.