Individual cultural values and negotiation styles according to cultural intelligence

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SEPAHVAND REZA; Taghipour Saber

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Paper Information

Journal: JOURNAL OF STRATEGIC MANAGEMENT STUDIES Year:2020 | Volume:11 | Issue:43 Page(s): 171-186

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Title

Individual cultural values and negotiation styles according to cultural intelligence

Author(s)

SEPAHVAND REZA | Taghipour Saber | Issue Writer Certificate

Keywords

Individual Cultural ValuesQ1

Negotiation Styles:Cultural IntelligenceQ1

Tehran Chamber of CommerceQ1

Abstract

The prominent role of commercial negotiation approach in advancing the economic goals of today's organizations has led to the aim of this study to investigate the impact of Individual Cultural Values on negotiation styles with the mediating role of cultural intelligence. Based on the purpose, this study is applied and from the perspective of method in the field of descriptive studies of survey and causal type. The statistical population of this study consisted of all managers of negotiations and commercial contracts of export companies of Tehran Chamber of Commerce, which using non-probabilistic sampling method available to 96 people were considered as the research sample. The required data were collected through a questionnaire based on a five-item Likert scale. Data analysis in this study was performed using structural equation modeling using Smart-PLS software. The results show that cultural values (eg, power gap, uncertainty prevention, collectivism and greed) have a direct impact on negotiation styles as well as an indirect effect mediated by cultural intelligence. This study highlights the importance of cultural values and cultural intelligence in negotiation styles and contributes to the performance of negotiations.

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APA: Copy

SEPAHVAND, REZA, & Taghipour, Saber. (2020). Individual cultural values and negotiation styles according to cultural intelligence. JOURNAL OF STRATEGIC MANAGEMENT STUDIES, 11(43 ), 171-186. SID. https://sid.ir/paper/410619/en

Vancouver: Copy

SEPAHVAND REZA, Taghipour Saber. Individual cultural values and negotiation styles according to cultural intelligence. JOURNAL OF STRATEGIC MANAGEMENT STUDIES[Internet]. 2020;11(43 ):171-186. Available from: https://sid.ir/paper/410619/en

IEEE: Copy

REZA SEPAHVAND, and Saber Taghipour, “Individual cultural values and negotiation styles according to cultural intelligence,” JOURNAL OF STRATEGIC MANAGEMENT STUDIES, vol. 11, no. 43 , pp. 171–186, 2020, [Online]. Available: https://sid.ir/paper/410619/en

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