are positive abstractions that capture our sense of what is good or desirable. We derive our ethics from them, and they represent our understanding of the purposes we will fulfill by making particular decisions.

People with high cq motivation enjoy interacting with people from other cultures and are likely to deal with the stress of living in another culture. tend to negotiate more aggressively during negotiations. build cooperation by reciprocating information sharing during negotiations. are very good at leveraging the s& o model which they do by leveraging equivalent offers.