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Imai, Lynn; Gelfand, Michele J. – Organizational Behavior and Human Decision Processes, 2010
Although scholars and practitioners have repeatedly touted the importance of negotiating effectively across cultures, paradoxically, little research has addressed what predicts intercultural negotiation effectiveness. In this research, we examined the impact of cultural intelligence (CQ) on intercultural negotiation processes and outcomes,…
Descriptors: Individual Differences, Transcripts (Written Records), Intercultural Communication, Communication Strategies