Hong Kong Polytechnic University; Vanderbilt University – Owen Graduate School of Management
Leigh Anne Liu
Georgia State University – J. Mack Robinson College of Business
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.