Thesis (MBA) - Cyprus International University. Institute of Graduate Studies and Research Business Administration

Background: In today's multicultural workplace, the capacity for negotiation is essential for productive interactions. One of the most popular collaborative decision-making techniques across a range of organisational levels and roles is negotiation. Therefore, selecting a suitable negotiation style is crucial to successfully negotiating across cultural boundaries.
Aims/Objectives: the aim of this study is to examine the moderating role of emotional intelligence and gender in the relationship between cultural values and negotiation styles in China.
Method: The measurement instruments employed in the research were cultural values, negotiation styles, cultural intelligence, and emotional intelligence. The population under investigation consists of current employees in Shandong Province, China. Principally utilizing the convenient sampling method. We gathered data from 380 employees. Data analysis was done using SmartPLS.
Result: The results show that cultural value has a significant effect on competitive and cooperative negotiation styles. The results also indicate that cultural value has a significant effect on cultural intelligence. Cultural intelligence has a direct effect on both competitive and cooperative negotiation styles. Furthermore, cultural intelligence has a significant mediating role between cultural value and negotiation styles. Emotional intelligence and gender have an insignificant moderating effect on the relationship between cultural value and negotiation styles. Negotiating is one of the most important tasks in a workplace where managers and employees each bring their own cultural values and distinctions. Managers can foster a culture of learning and development by providing opportunities for employees to reflect and get a debriefing following negotiating sessions.