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The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes

✍ Scribed by Lynn Imai; Michele J. Gelfand


Book ID
113829835
Publisher
Elsevier Science
Year
2010
Tongue
English
Weight
305 KB
Volume
112
Category
Article
ISSN
0749-5978

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Recent declines in American competitiveness and the increasing globalization of American business underscore the importance of one's culturally-based negotiating ability in international business transactions. This paper examines the impact of cultural dimensions on negotiating effectiveness on thre