Cultural Intelligence in International Business Negotiation

24 Pages Posted: 1 Jun 2006  

Wu Liu

Hong Kong Polytechnic University

Leigh Anne Liu

Georgia State University - J. Mack Robinson College of Business

Date Written: May 2006

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.

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

Suggested Citation

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

Wu Liu (Contact Author)

Hong Kong Polytechnic University ( email )

Hung Hom Kowloon
Hong Kong

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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