Negotiation is a form of communication that consists of interactions and exchanges between two or more parties whose purpose is to reach an agreement that produces a mutual benefit (Rubin, Pruitt, & Kim, 2009).

The CQ: Communication Quotient™ Integrated Model of Communication proposes an understanding of how negotiation is connected to EQ, IQ and CQ: Communication Quotient™. This model seeks to explain the intricate relationship between these constructs in the context of communication.

In the CQ: Communication Quotient™ Integrated Model, negotiation is viewed as a form of communication and a complex process that requires individuals to effectively manage their emotions, understand the emotions of others and engage in constructive dialogue to reach agreements.

EQ, which encompasses the ability to recognize, understand and regulate emotions, plays a vital role in negotiation by enabling individuals to establish rapport, navigate potential emotional barriers and foster trust among parties involved (van Kleef, De Dreu, & Manstead, 2004). Individuals with well-developed EQ are better equipped to manage their emotions and respond effectively to the emotions of others, thereby facilitating successful negotiation outcomes (McElhaney, 2018).

IQ also plays a critical role in negotiation, as it involves cognitive abilities such as problem solving, critical thinking and decision making. Negotiation often requires individuals to analyze complex information and consider multiple options before reaching a decision (Druckman & Ebner, 2013).

IQ allows individuals  to process and analyze information, anticipate potential challenges and identify creative solutions to complex problems (Kaufman, 2013) and allows for developing effective critical thinking skills and strategies ideation and implementation.

CQ: Communication Quotient™, bridging the gap between IQ and EQ, complements these constructs by emphasizing effective communication practices. It emphasizes the importance of clear articulation, active listening and adaptability in different cultural contexts. By developing CQ: Communication Quotient™, negotiators can enhance their ability to communicate clearly and assertively, while also listening to the perspective of others and building rapport.

Individuals with  a well developed CQ: Communication Quotient™ are better equipped to navigate potential communication barriers that may arise during a negotiation. High CQ: Communication Quotient™ also involves the ability to adapt our communication to different contexts, such as tailoring language, tone and non verbal cues to establish transparency and trust.

The development of CQ: Communication Quotient™ also enhances individuals’ ability to recognize and adapt to the cultural and linguistic nuances that influence communication preferences and styles. By honing their CQ: Communication Quotient™, individuals become more adept at understanding and navigating diverse cultural contexts, allowing for more effective intercultural communication.

CQ: Communication Quotient™ empowers individuals to employ persuasive communication strategies that take into account the values and interests of the other party. This includes the skill of framing arguments in ways that resonate with the cultural background and priorities of the individuals involved in the communication process.

By leveraging cultural and linguistic insights, individuals with a well developed CQ: Communication Quotient™ can tailor their messages to align with the cultural norms and expectations of their counterparts, thus fostering mutual understanding and receptiveness to their ideas (Lee & Lemyre, 2009). This approach increases the likelihood of successful communication and facilitates productive interactions across cultural boundaries.

Kaufman, S. B. (2013). Intelligence and Giftedness. In J. A. Plucker & C. M. Callahan (Eds.), Critical Issues and Practices in Gifted Education: What the Research Says (pp. 7-28). Prufrock Press.

Lee, S. Y., & Lemyre, L. (2009). Cultural intelligence, personal adjustment, and intercultural competence. In D. Landis, J. M. Bennett, & M. J. Bennett (Eds.), Handbook of Intercultural Training (3rd ed., pp. 147-165). Sage Publications.

Rubin, J. Z., Pruitt, D. G., & Kim, S. H. (2009). Social Conflict: Escalation, Stalemate, and Settlement (3rd ed.). McGraw-Hill Education.

Weiss, J. W. (2017). Negotiating Success: Tips and Tools for Building Rapport and Dissolving Conflict While Still Getting What You Want. AMACOM.

Druckman, D., & Ebner, N. (2013). Advances in Culture and Psychology: Negotiation and Conflict Resolution Across Cultures. Oxford University Press.

van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004). The Interpersonal Effects of Emotions in Negotiations: A Motivated Information Processing Approach. Journal of Personality and Social Psychology, 87(4), 510-528.

McElhaney, K. A. (2018). Connect: Building Exceptional Relationships with Family, Friends, and Colleagues. HarperCollins Leadership.-

Lee, S. Y., & Lemyre, L. (2009). Cultural intelligence, personal adjustment, and intercultural competence. In D. Landis, J. M. Bennett, & M. J. Bennett (Eds.), Handbook of Intercultural Training (3rd ed., pp. 147-165). Sage Publications.