Developing and validating an international business negotiator's profile: The China context

Xinping Shi, Philip C. Wright

Research output: Contribution to journalJournal articlepeer-review

30 Citations (Scopus)


Reports on the development and the validation of a measurement scale of International Business Negotiators (IBNs), derived from the literature and confirmed byself-perceptions of Chinese business negotiators. Following a qualitative approach, the authors analyzed literature based on prior works in international business negotiations, cross-cultural management, international business executives, and Sino-Western business negotiations, to derive themes and items for developing an IBNs measurement scale. The key-informant method was used to survey Chinese business negotiators (N1=92, N2 =478) for operationalizing the IBNs scale. Exploratory and confirmatory factor analyses, as well as structural equation modeling analysis, were carried out to examine and to validate factor structures, internal consistency, unidimensionality and the construct validity of the IBNs. The results justify a ten-factor IBNs scale with significant psychometric properties.

Original languageEnglish
Pages (from-to)364-389
Number of pages26
JournalJournal of Managerial Psychology
Issue number5
Publication statusPublished - 1 Aug 2001

Scopus Subject Areas

  • Social Psychology
  • Applied Psychology
  • Management Science and Operations Research
  • Organizational Behavior and Human Resource Management

User-Defined Keywords

  • China
  • Cross-cultural management
  • International business
  • Management styles
  • Negotiating


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