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.
| Identifer | oai:union.ndltd.org:LACETR/oai:collectionscanada.gc.ca:BVAU.2429/10262 |
| Date | 05 1900 |
| Creators | Karkut, David Michael |
| Source Sets | Library and Archives Canada ETDs Repository / Centre d'archives des thèses électroniques de Bibliothèque et Archives Canada |
| Language | English |
| Detected Language | English |
| Type | Electronic Thesis or Dissertation |
| Relation | UBC Retrospective Theses Digitization Project [http://www.library.ubc.ca/archives/retro_theses/] |
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