The relationship between cultural values, cultural intelligence and negotiation styles

Caputo, Andrea and Ayoko, Oluremi B. and Amoo, Nii and Menke, Charlott (2019) The relationship between cultural values, cultural intelligence and negotiation styles. Journal of Business Research, 99 . pp. 23-36. ISSN 0148-2963

Full content URL: https://doi.org/10.1016/j.jbusres.2019.02.011

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The relationship between cultural values, cultural intelligence and negotiation styles
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Abstract

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.

Keywords:cultural values, cultural intelligence, negotiation styles, competition, cooperation, cultural differences
Subjects:N Business and Administrative studies > N200 Management studies
Divisions:Lincoln International Business School
ID Code:34872
Deposited On:18 Mar 2019 15:34

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