The culturally intelligent negotiator
The impact of cultural intelligence (CQ) on negotiation sequences and outcomes
Bibliographic Data
| ID | 23342016 |
|---|---|
| Authors | Lynn Imai (University of Maryland, College Park, corresponding author), Michele J Gelfand (0000-0002-9780-9230, University of Maryland, College Park) |
| Year | 2010 |
| Volume | 112 |
| Issue | 2 |
| Pages | 83-98 |
| Publication date | 2010-07-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Organizational Behavior and Human Decision Processes (JOURNAL) |
| Journal identifiers | ISSN: 0749-5978 • E-ISSN: 1095-9920 |
| Publisher | Elsevier BV (PUBLISHER) |
| DOI | 10.1016/j.obhdp.2010.02.001 |
| OpenAlex | W2101690277 |
| Language | EN |
| Citations received | 72 |
| References cited | 68 |
Big Five personality traits · Cognition · Cultural diversity · Cultural intelligence · Dyad · Emotional intelligence · Extraversion and introversion · Negotiation · Openness to experience · Personality · Social science · Sociology · Conflict Management and Negotiation · International Student and Expatriate Challenges · Language, Discourse, Communication Strategies · Psychology · Social Psychology
India-Kuwait
The Relationship Between Turkish Efl State School Teachers' Cultural Intelligence and Their Professional Well-Being
Locus of emotional intelligence among oklahoma law enforcement officers
The Influence of Cultural Activity Types on Buyer-Seller Negotiations
A meta-analysis on gender differences in negotiation outcomes and their moderators
Cultural Intelligence and Competencies
Cultural Intelligence
Multicultural Experiences
Sub‐Dimensions of the Four Factor Model of Cultural Intelligence
Collaborating across cultures
A very particular set of skills
Inclusivity and Work Meaningfulness as Mediators Between Leader’s Cultural Intelligence and Work Engagement
Cross-Cultural Interaction
Intercultural Competence
Study Abroad Develops Cultural Intelligence for International Business Effectiveness, Special Relevance for Pell Students
Assessing the psychometric properties of cultural intelligence scale among Indian employees
Enhancing expatriates’ assignments success
Who is cooperative in negotiations? The impact of political skill on cooperation, reputation and outcomes
Where is the expertise? Investigating the drivers of top-down versus bottom-up approaches to cross-cultural conflict resolution training
Foreign language effect in negotiations
Cultural intelligence as an antecedent of satisfaction with the travel app and with the tourism experience
Cultural Intelligence and Language Competence
Moral Categorization of Opportunists in Cross-Border Interfirm Relationships
Reconciling Conflicting Results of Cultural Diversity’s Effect on Project Team Performance
Cultural gap bridging in multinational teams
The influence of expatriate cultural intelligence on organizational embeddedness and knowledge sharing
Current Status and Future Directions for Cultural Intelligence
Cross-border network ties of returnee entrepreneurs and foreign market diversity
Does cultural intelligence increase work engagement? The role of idiocentrism-allocentrism and organizational culture in MNCs
Does being culturally intelligent make you a transformational and adaptable leader
Does cultural intelligence matter
Are school leaders culturally intelligent? Validation of the cultural intelligence (CQ) scale in the UAE
How Chinese expatriates’ cultural intelligence promotes supervisor-subordinate Guanxi with Thai Employees
Cultural intelligence and work engagement of expatriate academics
Measuring cultural intelligence (CQ)
The efficacy of cultural intelligence and project governance determinants on the successful delivery of complex UAE construction projects
Cultural intelligence as a predictor of organizational outcome
Top management team regional diversity and internationalization
Measuring organizational cultural intelligence
Thriving and retention of expatriates
Cultural Intelligence in International B2B Negotiations
Cultural intelligence and social distance among undergraduate students in clinical professions
From tolerance to understanding
Taking the bite out of culture
Cultural contingencies of mediation
One step ahead in the game
Examining the influence of cross‐cultural training on cultural intelligence and specific self‐efficacy
Metacognition, cultural psychological capital and motivational cultural intelligence
Cultural intelligence as a predictor of individuals’ adaptive performance
What kind of emotional intelligence enhances what kind of cultural intelligence
Development of cultural intelligence during international student mobility
Exploring cultural intelligence and academic self-efficacy among teacher trainees in a context of intra-cultural diversity
The Relationship Between Emotional Intelligence and Conflict Management Styles
The Development of Cultural Intelligence (CQ) in Situated Learning
Hype or hope? A new look at the research on cultural intelligence
CQ at work and the impact of intercultural training
When birds of a different feather flock together” – intercultural socialization in adolescents’ friendships
Short form measure of cultural intelligence
The effect of study abroad and personality on cultural intelligence
Multiculturalism and innovative work behavior
Cultural intelligence (CQ) in action
An examination of the impact of cultural intelligence on life satisfaction
Empathy and social closeness toward refugees from Syria
Beyond General Intelligence (IQ) and Emotional Intelligence (EQ)
Un estudio experimental sobre la adquisición de la competencia cultural en la formación de traductores. Resultados de un estudio piloto
How Does Self-Efficacy in Communication Affect the Relationship Between Intercultural Experience, Language Skills, and Cultural Intelligence
The Roles of Social Complexity Belief and Perceived Contact Characteristics in Cultural Intelligence Development Among Individuals Receiving Contact-Based Training
Measuring Cultural Competencies
The Culturally Intelligent Team
To Know or Not to Know, Is That the Question? Exploring the Role and Assessment of Metacognition in Cross-Cultural Contexts
Assessing Cross-Cultural Competence
Beyond Individual Creativity
Applied Multiple Regression/Correlation Analysis for the Behavioral Sciences
The Efficient Assessment of Need for Cognition
Development and validation of a measure of emotional intelligence
Cultural Intelligence
Motivated Information Processing in Group Judgment and Decision Making
Persuasion by a Single Route
The Impact of Social Value Orientations on Negotiator Cognition and Behavior
Motivational Cultural Intelligence, Realistic Job Preview, Realistic Living Conditions Preview, and Cross-Cultural Adjustment
Personality Correlates of the Four-Factor Model of Cultural Intelligence
Cutoff criteria for fit indexes in covariance structure analysis
Emotional Intelligence
Personality Structure
Unitizing and categorizing problems in coding qualitative data
Cross-Cultural Interaction
Toward a dialect theory
Measuring emotional intelligence with the MSCEIT V2.0
Influence of social motives on integrative negotiation
Reciprocity, Cohesiveness and Cooperation in Two-Person Games
Quantitative Coding of Negotiation Behavior
The Clash of Civilizations and the Remaking of the World Order
The international personality item pool and the future of public-domain personality measures
Social value orientations and negotiator outcomes
Intergroup Contact
Intergroup Anxiety
When familiarity breeds accuracy
Testing the relationships among negotiators’ motivational orientations, strategy choices, and outcomes
Motivational bases of choice in experimental games
Knowledge and the Sequential Processes of Negotiation
Levels of consensus and majority and minority influence
Development of prosocial, individualistic, and competitive orientations
Motivated information processing, strategic choice, and the quality of negotiated agreement
Bargainer characteristics in distributive and integrative negotiation
When tactical pronouncements of change become real change
Motivated resistance and openness to persuasion in the presence or absence of prior information
Implicit and Explicit Ethnocentrism
A meta-analysis of 25 years of mood-creativity research
The Norm of Reciprocity
The validity and utility of selection methods in personnel psychology
Is there an in-group advantage in emotion recognition
Understanding optimal outcomes
| Unique citing works | 72 |
|---|---|
| Citations per year | 4,8 |
| Citation span | 2011 - 2026 (16) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 67 |