Cultural Intelligence in International Business Negotiation
Hong Kong Polytechnic University; Vanderbilt University - Owen Graduate School of Management
Leigh Anne Liu
Georgia State University - J. Mack Robinson College of Business
IACM 2006 Meetings Paper
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
Date posted: June 1, 2006
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