The Influence of Cultural Intelligence on Intercultural Business Negotiation
Steve A. Varela

Abstract
The world’s economic power is shifting as globalization, influenced by economic growth, trade policy, and new trading relationships presses onward. Consequently, more efficient methods and outcomes are necessary. This research examines the four dimensions of the Cultural Intelligence construct with actual intercultural business negotiation outcomes. Metacognitive CQ, cognitive CQ, motivational CQ and behavioral CQ sub-dimensions, and their relationships to negotiation outcomes are analyzed. To test the hypotheses, a self-report survey of the results of actual international negotiation exchanges was administered to 102 experienced negotiators from the Taiwan External Trade Development Council. Results indicated that aggregate cultural intelligence predicts intercultural negotiation outcomes, intercultural negotiation satisfaction, and intercultural negotiation performance-satisfaction. Evidence also suggests that two sub-dimensions, motivational cultural intelligence and behavioral cultural intelligence predict inter-cultural negotiation performance-satisfaction. Together, the findings suggest that the cultural intelligence scale can be relied upon to predict intercultural negotiation outcomes as well to select managers for improved negotiation performance.

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