Rad, Navid Fatehi
(2015)
The Influence Of Culture, Individual
Differences And Time Pressure On
Negotiation Styles Of Iranian And
Malaysian Business Negotiators.
PhD thesis, Universiti Sains Malaysia.
Abstract
Kajian ini meneliti pengaruh budaya dan perbezaan individu dari segi personaliti,
kecerdasan emosi dan jantina ke atas gaya perundingan (bersaing, berkolaborasi,
berkompromi, mengelakkan dan menampung) kedua-dua para perunding perniagaan
dari Iran dan Malaysia.Kajian ini juga meneliti kesan kesederhanaan tekanan masa
ke atas hubungan antara budaya dan gaya rundingan para perunding perniagaan dari
Malaysia dan Iran.Teknik persampelan bertujuan bukan rawak telah digunakan untuk
mengumpul data melalui soal selidik yang dihasilkan dari literatur dan kajian yang
berkaitan. Data dianalisis dengan menggunakan perisian SPSS. Hasil kajian
menunjukkan bahawa dimensi budaya (kolektivisme, kelakian, jarak kuasa dan
pengelakan ketidaktentuan) mempunyai pengaruh yang besar ke atas gaya
perundingan kedua-dua perunding perniagaan Iran dan Malaysia. Di samping itu,
berdasarkan hasil analisis data (analisis regresi berganda), gaya bekerjasama,
bertolak ansur dan bertimbang rasa telah diketengahkan sebagai gaya perundingan
yang paling digemari oleh perunding perniagaan Iran (mengikut nilai mutlak pekali
β). Bersaing dan mengelakkan gaya telah diketengahkan sebagai gaya perundingan
yang paling digemari oleh perunding perniagaan Malaysia (mengikut nilai mutlak
pekali β).
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).
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