It is important to formulate operational definitions for study variables because it: allows researchers to determine cause and effect. makes it possible to objectively measure change. reduces the risk of confirmation bias. prevents the testing effect from skewing the data.

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.