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Read each statement and select the response that best describes your capabilities. Select the answer
that BEST describes vou AS YOU REALI_Y ARE.
Strongly Strongly
Disagree Agree
(Continued)
459
460 NEGOTIATION
(Continued)
Strongly Strongly
Disagree Agree
Source: Cultural Intelligence Center 2005. Used by permission of the Cultural Intelligence Center
Scoring
Items 1-4 reflect the strategic dimension of one's cultural IQ (CQ).
J
Appendix 461
To assess each dimension, average the scores using the 1-7 ratings. To determine your overall
cultural IQ, average the dimension averages. Each dimension is explained below. These explanations/
interpretations are excerpted and adapted from Ang, VanDyne, Koh, Ng, Templer, Tay & Chandrasekar
(2007). References have been ornitted.
Metacognitive or Strategic CQ reflects mental processes that people use to acquire and
understand cultural knowledge, including knowledge of and control over individual thought
processes relating to culture. High scores on this dimension indicate that people plan,
monitor and revise rnentaI models of cultural norms for countries or groups of people These
people are consciously aware of others' cultural preferences before and during interactions.
They also question cultural assumptions and adjust their mental models during and after
interactions.
Motivational CQ reflects the capability to direct attention and energy toward learning about
and functioning in situations characterized by cultural differences. Those with high
motivational CQ direct attention and energy toward cross-cultural situations based on
intrinsic interest and confidence in their cross-cultural effectiveness.
Behavioral CQ reflects the capability to exhibit appropriate verbal and nonverbal actions
when interacting with people from different cultures. Mental capabilities for cultural
understanding and motivation rnust be complemented with the ability to exhibit appropriate
verbal and nonverbal actions, based on cultural values of specific settings. This includes
having a vide and flexible repertoire of behaviors. Those with high behavioral CQ exhibit
situatiornally-appropriate behaviors based on their broad range of verbal and nonverbal
capabilities. Examples include exhibiting culturally appropriate words, tone, gestores and
facial expressions.
Ackerman, P. L. 1996. A theor y of adult intellectual development: Process, personality, interests, and knowledge.
Intelligence, 22: 227-257.
Ang. S.. Van Dyne. L.. & Koh, S. K. 2006. Personality correlates of the Tour-factor model of cultural intelligence.
Group and Organization Management, 31: 100-123.
462 NEGOTIATION
Use the scale provided to rate the appropriateness of each of these tactics for negotiating something that
is i mportant to you. Be as candid as you can about what you think is appropriate and acceptable to do.
(lf you have any p eed to explain your rating on a tactic, please do so in the margin or at the endlback
of the questionnaire.)
E ^tlse Proinises - # 1 , 8, 15
Carcfully consider cach of the following staitettleiits; then circie the answer that best describes you.
If you are torn between two answers, go with your initial reaction. It is more likely to reflect your
personal style. When you are finished, use the Scoring Summary sheets to compute your score. Be
as honest as you can in your responses, as no one else will need to see thern.
You will be using the following Rey: For each question circle the letter that best represents your
response.
A Not at ah l like me
C Somewhat like me
D A lot like me
E Completely like me
6. I am courageous A B C D E
1 0. 1 am not talkative A B C D E
1 5. 1 am persistent A B C D E
1 6. I am soft-spoken A B C D E
24. I am daring A B C D E
Source: Adapted from Douglas. E. (1998). Straight talk: Turning eommunieation upside downfor strategic results. Davies-
Black Publishing. Palo Alto, CA. Used by perrnission of the author.