Cultural Intelligence in International Business Negotiation
24 Pages Posted: 1 Jun 2006
Date Written: May 2006
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.
Keywords: Cultural intelligence, International negotiation, Intercultural negotiation, Adaptation
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