The Culturally Intelligent Negotiator: The Impact of CQ on Intercultural Negotiation Effectiveness
Gelfand, Michele J
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Although scholars have repeatedly touted the practical importance of being able to negotiate effectively across cultures, paradoxically, no study has directly addressed what predicts intercultural negotiation effectiveness. In this thesis, we examined the role of cultural intelligence (CQ) as a potential predictor of intercultural negotiation effectiveness. The negotiation transcripts of 124 American and East Asian negotiators (62 dyads) were coded for joint sequencing of integrative behaviors as well as sequencing of cooperative relationship management behaviors. CQ measured a week prior to negotiations, and aggregated to the dyad level, predicted the extent to which negotiators sequenced integrative behaviors, which in turn predicted joint profit. CQ predicted integrative sequences over and beyond international experience, openness, extraversion, empathy, cognitive ability and emotional intelligence. Exploratory analyses revealed that the motivational facet of CQ had particularly strong predictive power, and that the minimum CQ score within the dyad was enough to predict integrative sequences.