The Influence Of Culture, Individual Differences And Time Pressure On Negotiation Styles Of Iranian And Malaysian Business Negotiators
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Date
2015-09
Authors
Rad, Navid Fatehi
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Abstract
The present study examined the influence of culture and individual differences in
terms of personality, emotional intelligence and gender on negotiation styles
(competing, collaborating, compromising, avoiding and accommodating) of both
Iranian and Malaysian business negotiators. This research also investigated the
moderating effect of time pressure on the relationship between culture and
negotiation styles of business negotiators from Malaysia and Iran. Non-random
purposive sampling technique was applied to collect data through survey
questionnaire developed from related literature and studies. The data were analyzed
by using SPSS software. Findings indicated that dimensions of culture (collectivism,
masculinity, power distance and uncertainty avoidance) had significant influences on
negotiation styles of both Iranian and Malaysian business negotiators. In addition,
based on the results of data analysis (multiple regression analysis) collaborating,
compromising and accommodating styles were highlighted as the most preferred
negotiation styles of Iranian business negotiators (according to the absolute value of
β coefficient). Competing and avoiding styles were highlighted as the most preferred
negotiation styles of Malaysian business negotiators (according to the absolute value
of β coefficient). Besides, personality (stability and plasticity) and emotional
intelligence (expressive and restrained) showed significant influences on negotiation
styles of both Iranian and Malaysian business negotiators. In terms of gender, male
business negotiators from both countries preferred competing and avoiding styles,
whereas, female preferred collaborating, compromising and accommodating styles.The present study also found that time pressure had a significant moderating effect
on the relationship between culture (collectivism, masculinity, power distance and
uncertainty avoidance) and negotiation styles (competing, collaborating,
compromising, avoiding and accommodating) in which less collaborating and
compromising were shown by business negotiators in the presence of time pressure.
In contrast, in the presence of time pressure, stronger preference of competing and
avoiding styles of negotiation was shown by business negotiators.
Keywords: negotiation styles, culture, personality, emotional intelligence, gender,
time pressure, Iran, Malaysia.
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Management