The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes
AbstractAlthough scholars and practitioners have repeatedly touted the importance of negotiating effectively across cultures, paradoxically, little research has addressed what predicts intercultural negotiation effectiveness. In this research, we examined the impact of cultural intelligence (CQ) on intercultural negotiation processes and outcomes, controlling for other types of intelligence (cognitive ability and emotional intelligence), personality (openness and extraversion), and international experience. Transcripts of 124 American and East Asian negotiators were coded for sequences of integrative information behaviors and cooperative relationship management behaviors. CQ measured a week prior to negotiations predicted the extent to which negotiators sequenced integrative information behaviors, which in turn predicted joint profit, over and beyond other individual differences. Additional analyses revealed that the level of integrative sequencing was more a function of the lower-scoring than the higher-scoring negotiator within the dyad. Other individual difference characteristics were not related to effective intercultural negotiation processes. Theoretical and practical implications are discussed.
Download InfoIf you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.
Bibliographic InfoArticle provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.
Volume (Year): 112 (2010)
Issue (Month): 2 (July)
Contact details of provider:
Web page: http://www.elsevier.com/locate/obhdp
Cultural intelligence Intercultural negotiation Negotiation process;
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- John L. Graham, 1985. "Cross-Cultural Marketing Negotiations: A Laboratory Experiment," Marketing Science, INFORMS, vol. 4(2), pages 130-146.
- Catherine H Tinsley & Madan M Pillutla, 1998. "Negotiating in the United States and Hong Kong," Journal of International Business Studies, Palgrave Macmillan, vol. 29(4), pages 711-727, December.
- O'Connor, Kathleen M. & Arnold, Josh A., 2001. "Distributive Spirals: Negotiation Impasses and the Moderating Role of Disputant Self-Efficacy," Organizational Behavior and Human Decision Processes, Elsevier, vol. 84(1), pages 148-176, January.
- Chua, Roy Y.J. & Morris, Michael W. & Mor, Shira, 2012. "Collaborating across cultures: Cultural metacognition and affect-based trust in creative collaboration," Organizational Behavior and Human Decision Processes, Elsevier, vol. 118(2), pages 116-131.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Wendy Shamier).
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If references are entirely missing, you can add them using this form.
If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.