AbstractPurpose –Thispaperseekstoin

Abstract
Purpose –Thispaperseekstointroduceamodeloftheinitiationprocessinnegotiations,andto
describeastudyoftheeffectsofcultureandpersonalityonpropensitytoinitiateandassertivenessin
negotiations.
Design/methodology/approach –Usingasurveyresearchapproachandhierarchicalregression
analyses,initiationpropensityandassertivenesswereregressedagainsttwocountryculturesdiverse
withrespecttoperceivedappropriatenessofinitiation(BrazilandtheUSA)andfourmeasuresof
personality(self-ef?cacy, locus ofcontrol,riskpropensity,Machiavellianism).
Findings –Regressionanalysesfoundthreepersonalityfactors(riskpropensity,self-ef?cacy,
Machiavellianism)tobemostsigni?cantlyassociatedwithinitiationpropensity/assertiveness,along
withaninteractioneffectinvolvingcountrycultureandriskpropensity.
Researchlimitations/implications –Futurestudiesmightbene?tfromabroader,morediverse
subjectpool(beyondthetwocountriesstudied).Thiswouldallowforseparateanalysesofcultural
dimensions,ratherthantreatingcultureasacompositemeasure.Inaddition,futureresearchmight
includemeasuresofactualinitiationbehavior.
Practicalimplications –Initiationisamanageableprocess.Self-ef?cacy,forexample,canbe
improvedbyobservingothersskilledintheinitiationprocess,andthroughpracticinginitiationunder
morefavorableconditions.Furthermore,anindividualcanfollowagraduatedapproachtogain
initiationcon?dence,beginningwithsimplyengaging(withoutasking)andprogressingtoaskingand
optimizing.
Originality/value –Thispaperoffersamodelforunderstandingthedynamicsoftheinitiation
processinnegotiations,whichgenerallyhasbeenoverlookedbynegotiationresearchers.Thestudy
examinestwosetsoffactorsthatcanin?uenceinitiationbehaviorthathavenotbeeninvestigatedin
total–cultureandpersonality.
Keywords Negotiation,Negotiating,Initiationbehaviour,Culture,Nationalcultures,Personality,
Assertiveness,Brazil,UnitedStatesofAmerica
Papertype Researchpaper
Negotiationisaninterpersonaldecision-makingprocessnecessarywheneverwe
InternationalJournalofCon?ict
Management
cannotachieveourobjectivessingle-handedly(Thompson,2009).Duetoitsubiquitous
Vol.23No.3,2012
nature,theskillsassociatedwithnegotiationaregenerallyconsideredessentialfor
pp.266-289
qEmeraldGroupPublishingLimited
bothpersonalful?llmentandprofessionalsuccess(Greenhalgh,2001;Lewicki etal.,
1044-4068
DOI10.1108/10444061211248976
2009;Mintzberg,1973).

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AbstractPurpose –Thispaperseekstointroduceamodeloftheinitiationprocessinnegotiations,andtodescribeastudyoftheeffectsofcultureandpersonalityonpropensitytoinitiateandassertivenessinnegotiations.Design/methodology/approach –Usingasurveyresearchapproachandhierarchicalregressionanalyses,initiationpropensityandassertivenesswereregressedagainsttwocountryculturesdiversewithrespecttoperceivedappropriatenessofinitiation(BrazilandtheUSA)andfourmeasuresofpersonality(self-ef?cacy, locus ofcontrol,riskpropensity,Machiavellianism).Findings –Regressionanalysesfoundthreepersonalityfactors(riskpropensity,self-ef?cacy,Machiavellianism)tobemostsigni?cantlyassociatedwithinitiationpropensity/assertiveness,alongwithaninteractioneffectinvolvingcountrycultureandriskpropensity.Researchlimitations/implications –Futurestudiesmightbene?tfromabroader,morediversesubjectpool(beyondthetwocountriesstudied).Thiswouldallowforseparateanalysesofculturaldimensions,ratherthantreatingcultureasacompositemeasure.Inaddition,futureresearchmightincludemeasuresofactualinitiationbehavior.Practicalimplications –Initiationisamanageableprocess.Self-ef?cacy,forexample,canbeimprovedbyobservingothersskilledintheinitiationprocess,andthroughpracticinginitiationundermorefavorableconditions.Furthermore,anindividualcanfollowagraduatedapproachtogaininitiationcon?dence,beginningwithsimplyengaging(withoutasking)andprogressingtoaskingandoptimizing.Originality/value –Thispaperoffersamodelforunderstandingthedynamicsoftheinitiationprocessinnegotiations,whichgenerallyhasbeenoverlookedbynegotiationresearchers.Thestudyexaminestwosetsoffactorsthatcanin?uenceinitiationbehaviorthathavenotbeeninvestigatedintotal–cultureandpersonality.Keywords Negotiation,Negotiating,Initiationbehaviour,Culture,Nationalcultures,Personality,Assertiveness,Brazil,UnitedStatesofAmericaPapertype ResearchpaperNegotiationisaninterpersonaldecision-makingprocessnecessarywheneverweInternationalJournalofCon?ictManagementcannotachieveourobjectivessingle-handedly(Thompson,2009).DuetoitsubiquitousVol.23No.3,2012nature,theskillsassociatedwithnegotiationaregenerallyconsideredessentialforpp.266-289qEmeraldGroupPublishingLimitedbothpersonalful?llmentandprofessionalsuccess(Greenhalgh,2001;Lewicki etal.,1044-4068DOI10.1108/104440612112489762009;Mintzberg,1973).

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Abstrak
Tujuan lokus ofcontrol, riskpropensity, Machiavellianism). Temuan . dkk, 1044-4068 DOI10.1108 / 10444061211248976 2009; Mintzberg, 1973).

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