Cultural intelligence undoubtedly influences cross-cultural negotiations. However, the interplay of cultural intelligence and cultural values is the key factor in influencing the dynamics of the negotiation process through the choice of negotiation styles.
This rapid evidence assessment investigates the determinants of effective negotiation in cross-cultural settings. For methodology, a systematic review of empirical evidence based on a thematic synthesis was performed following an evidence-based management approach. The findings reveal that the interplay of cultural intelligence and cultural values significantly influences the dynamics of the negotiation process. The negotiation styles employed by negotiators are profoundly shaped by these factors, subsequently impacting the overall effectiveness of cross-cultural negotiations. Notably, developing the metacognitive dimension of cultural intelligence emerges as a pivotal factor in enhancing adaptability, consequently elevating one’s proficiency as a negotiator within the complex landscape of cross-cultural interactions. For practitioners, the implications drawn from this assessment suggest a two-fold approach. Firstly, there is a need to underscore the development of the metacognitive facet of cultural intelligence among negotiators. Negotiators can bolster their effectiveness by enhancing their capacity for self-awareness, reflection, and adaptation in cross-cultural contexts. Secondly, a deeper understanding and consideration of the cultural values held by other parties involved in the negotiation process is paramount. Recognizing and accommodating these values can foster better communication, trust, and, ultimately, more successful cross-cultural negotiations. In summary, this rapid evidence assessment offers valuable insights into the intricacies of cross-cultural negotiations by shedding light on the influences of cultural intelligence and cultural values.
Authors: Kathy So
Link: https://doi.org/10.28945/5360
Cite as:
So, K. (2024). What cultural intelligence factors influence the effectiveness of cross-cultural negotiations? Muma Business Review 8(9). 97-110. https://doi.org/10.28945/5360