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.

The relationship between cultural values, cultural intelligence and negotiation styles / Caputo, Andrea; Ayoko, Oluremi B.; Amoo, Nii; Menke, Charlott. - In: JOURNAL OF BUSINESS RESEARCH. - ISSN 0148-2963. - 99:(2019), pp. 23-36. [10.1016/j.jbusres.2019.02.011]

The relationship between cultural values, cultural intelligence and negotiation styles

Caputo, Andrea;
2019-01-01

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.
2019
Caputo, Andrea; Ayoko, Oluremi B.; Amoo, Nii; Menke, Charlott
The relationship between cultural values, cultural intelligence and negotiation styles / Caputo, Andrea; Ayoko, Oluremi B.; Amoo, Nii; Menke, Charlott. - In: JOURNAL OF BUSINESS RESEARCH. - ISSN 0148-2963. - 99:(2019), pp. 23-36. [10.1016/j.jbusres.2019.02.011]
File in questo prodotto:
File Dimensione Formato  
2019_JBR_Caputo_Ayoko_Amoo_Menke.pdf

Open Access dal 01/07/2022

Tipologia: Post-print referato (Refereed author’s manuscript)
Licenza: Tutti i diritti riservati (All rights reserved)
Dimensione 574.55 kB
Formato Adobe PDF
574.55 kB Adobe PDF Visualizza/Apri
1-s2.0-S0148296319301018-main.pdf

Solo gestori archivio

Tipologia: Versione editoriale (Publisher’s layout)
Licenza: Tutti i diritti riservati (All rights reserved)
Dimensione 1.01 MB
Formato Adobe PDF
1.01 MB Adobe PDF   Visualizza/Apri

I documenti in IRIS sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione

Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/11572/264686
Citazioni
  • ???jsp.display-item.citation.pmc??? ND
  • Scopus 65
  • ???jsp.display-item.citation.isi??? 51
social impact