The relationship between cultural values, cultural intelligence and negotiation styles

Andrea Caputo, Oluremi B. Ayoko, Nii Amoo and Charlott Menke

Journal of Business Research, 2019, vol. 99, issue C, 23-36

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 (search for similar items in EconPapers)
Date: 2019
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (19)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:99:y:2019:i:c:p:23-36

DOI: 10.1016/j.jbusres.2019.02.011

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