Skip to content
University of Maryland LibrariesDigital Repository at the University of Maryland
    • Login
    View Item 
    •   DRUM
    • Theses and Dissertations from UMD
    • UMD Theses and Dissertations
    • View Item
    •   DRUM
    • Theses and Dissertations from UMD
    • UMD Theses and Dissertations
    • View Item
    JavaScript is disabled for your browser. Some features of this site may not work without it.

    The Culturally Intelligent Negotiator: The Impact of CQ on Intercultural Negotiation Effectiveness

    Thumbnail
    View/Open
    umi-umd-4224.pdf (537.1Kb)
    No. of downloads: 3811

    Date
    2007-04-15
    Author
    Imai, Rin
    Advisor
    Gelfand, Michele J
    Metadata
    Show full item record
    Abstract
    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.
    URI
    http://hdl.handle.net/1903/6745
    Collections
    • Psychology Theses and Dissertations
    • UMD Theses and Dissertations

    DRUM is brought to you by the University of Maryland Libraries
    University of Maryland, College Park, MD 20742-7011 (301)314-1328.
    Please send us your comments.
    Web Accessibility
     

     

    Browse

    All of DRUMCommunities & CollectionsBy Issue DateAuthorsTitlesSubjectsThis CollectionBy Issue DateAuthorsTitlesSubjects

    My Account

    LoginRegister
    Pages
    About DRUMAbout Download Statistics

    DRUM is brought to you by the University of Maryland Libraries
    University of Maryland, College Park, MD 20742-7011 (301)314-1328.
    Please send us your comments.
    Web Accessibility