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UBC Theses and Dissertations
Measuring experience, language ability, cross-cultural adaptability and intercultural business negotiation performance Karkut, David Michael
Abstract
In this study, performance in the speech event of negotiation was used to investigate the validity of using experiential, linguistic, and psychological/affective/cognitive assessment instruments for training or selecting candidates for intercultural business negotiation between Canadians and Koreans. Instruments used were: background questionnaire, TOEIC scores, and CCAI scores. The participants were 12 businesspeople from Korea and 12 commerce students from Canada. After the bargaining session, each person completed a questionnaire. The negotiation outcome variables considered were source's relative monetary performance and target's relative satisfaction with the negotiation, including process and end-deal aspects. Case analysis suggests that individual experience and middle-to-high TOEIC scores have no significant correlation with either type of performance. Three subsections of the individual CCAI scores were associated with partner satisfaction, but not with monetary performance. Analysis of combined dyadic data revealed strong negative correlation between pair CCAI scores and negotiated endprice. Positive correlation was shown between pair CCAI scores and mutual satisfaction.
Item Metadata
| Title |
Measuring experience, language ability, cross-cultural adaptability and intercultural business negotiation performance
|
| Creator | |
| Publisher |
University of British Columbia
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| Date Issued |
2000
|
| Description |
In this study, performance in the speech event of negotiation was used to investigate the
validity of using experiential, linguistic, and psychological/affective/cognitive assessment
instruments for training or selecting candidates for intercultural business negotiation between
Canadians and Koreans. Instruments used were: background questionnaire, TOEIC scores, and
CCAI scores. The participants were 12 businesspeople from Korea and 12 commerce students
from Canada. After the bargaining session, each person completed a questionnaire. The
negotiation outcome variables considered were source's relative monetary performance and target's
relative satisfaction with the negotiation, including process and end-deal aspects. Case analysis
suggests that individual experience and middle-to-high TOEIC scores have no significant
correlation with either type of performance. Three subsections of the individual CCAI scores were
associated with partner satisfaction, but not with monetary performance. Analysis of combined
dyadic data revealed strong negative correlation between pair CCAI scores and negotiated endprice.
Positive correlation was shown between pair CCAI scores and mutual satisfaction.
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| Extent |
5966366 bytes
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| Geographic Location | |
| Genre | |
| Type | |
| File Format |
application/pdf
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| Language |
eng
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| Date Available |
2009-07-06
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| Provider |
Vancouver : University of British Columbia Library
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| Rights |
For non-commercial purposes only, such as research, private study and education. Additional conditions apply, see Terms of Use https://open.library.ubc.ca/terms_of_use.
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| DOI |
10.14288/1.0099482
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| URI | |
| Degree | |
| Program | |
| Affiliation | |
| Degree Grantor |
University of British Columbia
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| Graduation Date |
2000-05
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| Campus | |
| Scholarly Level |
Graduate
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| Aggregated Source Repository |
DSpace
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Item Media
Item Citations and Data
Rights
For non-commercial purposes only, such as research, private study and education. Additional conditions apply, see Terms of Use https://open.library.ubc.ca/terms_of_use.