Abstract
ABSTRACT Despite the growing role of the Philippines in South East Asia's economic development, empirical studies on Filipino business people have been sparse. To this end, this study explores the personality traits of Filipino industrial export negotiators with respect to conciliation, belief in fate, trust, and risk propensity. Filipino industrial exporters were found to be more conciliatory, less trusting, and risk averse. The finding on the personality trait relating to fate was inconclusive. The managerial implications of these traits are discussed within the context of the negotiation activity, and in particular, the problem-solving approach in negotiations.
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