Cultural intelligence (CQ), defined as one's capability to adapt to new cultural contexts (Earley, 2002), is a new concept in organizational literature. In this paper, we identify cultural intelligence as an important individual variable in international business negotiation. We propose a...

This study explores the roles of calibrated (annual vs. hourly wage) positions on negotiators' expected contentiousness and estimation of reservation price on negotiators' initial offers and final outcomes. In a distributive labor negotiation, we found negotiator determinations of reservation...

This paper explores how power and gender influence the acceptability of potentially questionable negotiation tactics. We tested conflicting hypotheses to explore whether power corrupts or ennobles, and whether or not the power holder's sex moderates this relationship. Using tactics from the SINS...