Abstract

http://ssrn.com/abstract=905460
 
 

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Cultural Intelligence in International Business Negotiation


Wu Liu


Hong Kong Polytechnic University; Vanderbilt University - Owen Graduate School of Management

Leigh Anne Liu


Georgia State University - J. Mack Robinson College of Business

May 2006

IACM 2006 Meetings Paper

Abstract:     
Cultural intelligence (CQ), defined as one's capability to adapt to new cultural contexts (Earley, 2002), is a new concept in organizational literature. In this paper, we identify cultural intelligence as an important individual variable in international business negotiation. We propose a conceptual model, discussing the impacts of CQ on international negotiation and the potential factors that moderate its impacts. Last, two methodological issues are discussed to give suggestions for future research.

Number of Pages in PDF File: 24

Keywords: Cultural intelligence, International negotiation, Intercultural negotiation, Adaptation

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Date posted: June 1, 2006  

Suggested Citation

Liu, Wu and Liu, Leigh Anne, Cultural Intelligence in International Business Negotiation (May 2006). IACM 2006 Meetings Paper. Available at SSRN: http://ssrn.com/abstract=905460 or http://dx.doi.org/10.2139/ssrn.905460

Contact Information

Wu Liu (Contact Author)
Hong Kong Polytechnic University ( email )
Hung Hom Kowloon
Hong Kong
Vanderbilt University - Owen Graduate School of Management ( email )
401 21st Avenue South
Nashville, TN 37203
United States
Leigh Anne Liu
Georgia State University - J. Mack Robinson College of Business ( email )
P.O. Box 4050
Atlanta, GA 30303-3083
United States
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