Constructing and Evaluating a Core Competency Framework for International Engineering Negotiators 

Zhu Yunhua  Guan Tao^{（corresponding author）}

Qujing Normal University, Qilin District, Qujing City, Yunnan Province China, 655011;

Abstract: The globalization and increasing scale of engineering projects have introduced unprecedented complexity to international negotiations, requiring negotiators with a sophisticated integration of technical knowledge, strategic insight, and advanced interpersonal skills. This study develops a comprehensive core competency framework for international engineering negotiators and constructs a rigorous, multi-method evaluation model to systematically assess these competencies. Drawing on negotiation theory, strategic management, cross-cultural communication, organizational behavior, and psychological resilience, the research provides both theoretical contributions and practical guidance for talent selection, competency-based training, and performance management. A detailed case study of a multinational engineering negotiation team demonstrates the framework’s practical applicability, predictive reliability, and effectiveness in enhancing negotiation outcomes, team performance, and organizational success, offering a validated, actionable tool for organizations to systematically cultivate negotiation excellence in complex international engineering projects while bridging theoretical insights with real-world application.

Keywords: international engineering negotiation, core competency framework, multi-method assessment, cross-cultural negotiation, professional talent development, negotiation performance

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