From New Idea to Conceptual Model. What is it, and why is it a Crucial Factor in Today's Intercultural Business Negotiations?
From New Idea to Conceptual Model. What is it, and why is it a Crucial Factor in Today's Intercultural Business Negotiations?

Summary/Abstract: We live and work in a very multicultural world, and it is reasonable to interact with people from different cultures and backgrounds, people with different values, norms, and beliefs. Cultural intelligence, new construction of the 21st Century, plays a prominent role in this increasing interaction. It is also relevant to consider and mention that cultural intelligence becomes an almost vital skill in a world where crossing the borders of a country has become a routine, and your workmate, your friend, or your professor can come from the farthest corner of the globe. The ability of individuals to work effectively across culture, but most importantly, as international practice demonstrate- the ability to negotiate with people from different cultures improve the relationship, build a long-lasting relationship and help to understand cross-cultural differences across the globe better.The main objective of the present research is to help develop a better understanding of the cultural intelligence concept. Secondly, based on the data provided by the international practice and recent research, this study aims to identify whether cultural intelligence is a factor in negotiation outcome and to determine the component of cultural intelligence that has the most significant influence on negotiation outcome.

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