Conflict Management Styles

Different cultures employ different conflict styles. Drawing on the dual concern model, this study investigated the differences and similarities in Canadian and Chinese conflict management styles using student samples on multiple negotiation simulations. Results show that both Canadian students and Chinese students prefer compromising and avoiding styles. Moreover, the Chinese are more likely to use avoiding approach and demonstrate higher level of integrativeness during business negotiation and Canadians are more like to use compromising approach and show higher level of distributiveness in negotiation. Reasons for these differences are explored and the impact of different styles on negotiation behaviors and outcomes are then examined using regression analysis.