The relationship between cultural values, cultural intelligence and negotiation styles

By Andrea Caputo, Oluremi B. Ayoko, N. Amoo, C. Menke. Journal of business research, 2019

118 citations recorded by the source corpus.

Working environments become increasingly culturally diverse and managers, employees and people at large are often required to engage in cross-cultural negotiations. In this regard, it becomes important for negotiators to develop the ability to recognize cultural differences and adapt their negotiation styles to the cultural contingencies they face. This study examines the influence of cultural intelligence on the relationship between cultural values and the individual preferences for a given negotiation style. Our results show that cultural values (e.g. power distance, uncertainty avoidance, collectivism and masculinity) have a direct influence on negotiation styles as well as an indirect effect, which is mediated through cultural intelligence. The study highlights the importance of cultural values and cultural intelligence on negotiation styles and contributes to the research and practice of negotiations.

Subfields: Communication, Gender Studies, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/4ca8669cacd33a016d7786a3090757c4661559dd

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Communication

1. Ilaria Setti
2. V. Sommovigo
3. P. Argentero

Citations in the corpus

• Enhancing expatriates’ assignments success: the relationships between cultural intelligence, cross-cultural adaptation and performance (2020, background): “These differences might translate in striking contrasts in terms of decision making, negotiation, conflict management, leadership styles and so on (e.g., Caputo et al. 2018; Caputo et al. 2019).”
• Reward Design with Language Models (2023, methodology): “We experiment with the following negotiation styles inspired by previous literature Sycara et al. (1997); Caputo et al. (2019): • Versatile.”