Cultural Intelligence in International Business Negotiation

Wu Liu

Hong Kong Polytechnic University; Vanderbilt University – Owen Graduate School of Management

Leigh Anne Liu

Georgia State University – J. Mack Robinson College of Business

May 2006

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.

Cultural Intelligence in International Business Negotiation

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