Negotiating Across Cultures Depends on Trust | Northwestern University
The Trust Project at Northwestern University - Kellogg School of Management
Negotiating Across Cultures Depends on Trust: A Psychologist’s Perspective
Negotiators who trust use a vulnerable sharing strategy that allows them to develop swift trust and negotiate high-quality agreements, but what allows negotiating parties to show the vulnerability that builds swift trust? Research suggests that culture plays a key role. In the West, parties assume that their negotiating partner is professional and trustworthy, which creates a safe space for the vulnerability and builds a cooperative spirit. By contrast, cultural norms in East Asia lead to a much more aggressive negotiating style driven by competition rather than cooperation.
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Пікірлер: 4
I wish they would show the “charts” they are speaking of so I could have screen shot them
You missed a whole continent when referring to negotiation (Africa).
World Value Research data that doesn't include the largest continent in the world, Africa. Seems like a pretty big oversight to me! 😂😂
PRIORITIES. When you share information you make yourself a little burnable vulnerable but it’s important to know the priorities of the condor part counterpart to understand what they will do The trust a roll across cultures in negotiation it’s not the same and for example in London it is sad that sharing information usually it’s powered off and then the negotiation but not always sometimes the reputation takes part in the negotiation when your cont part assumes you are trustworthy it could make the negotiation easier. SOCIAL DILEMA: Yamakeshi