Video: When Expectations Clash, Is the Problem Cultural?
Skip to content
Organizations Strategy Oct 4, 2016

Video: When Expectations Clash, Is the Problem Cultural?

You’ll do well to understand where others are coming from.

A world map made from quote bubbles.

Qvasimodo via iStock

Based on insights from

Jeanne M. Brett

Sanford Goldberg

When you sit down at the negotiating table, how much do cultural expectations inform your strategy? How attuned are you to what is considered reasonable in cultures outside your own?

Add Insight
to your inbox.

We’ll send you one email a week with content you actually want to read, curated by the Insight team.

Jeanne Brett, a professor of management and organizations at the Kellogg School, describes what makes cultures “tight” versus “loose,” and how this quality affects negotiations.

What counts as reasonable? Sanford Goldberg, a professor of philosophy at Northwestern University, discusses the way culture shapes our expectations and facilitates trustworthiness.

The Trust Project is a unique body of knowledge, connecting scholars and executives from diverse backgrounds to share ideas, research, and actionable insights in a series of videos for research and management. Learn more about the project and its development in conjunction with the Kellogg Markets and Customers Initiative.

Featured Faculty

Jeanne M. Brett

DeWitt W. Buchanan, Jr., Professor of Dispute Resolution and Organizations; Professor of Management & Organizations

Suggested For You

Most Popular

Organizations

How Are Black–White Biracial People Perceived in Terms of Race?

Understanding the answer—and why black and white Americans’ responses may differ—is increasingly important in a multiracial society.

Careers

Don’t Let Complacency Derail Your Career

How to hone your learning agility and take good risks.

Why Bosses Cut Some Employees Slack for Unethical Behavior

The same transgression can lead to different consequences. Here’s one reason why.

Most Popular Podcasts

Careers

Podcast: Our Most Popular Advice on Improving Relationships with Colleagues

Coworkers can make us crazy. Here’s how to handle tough situations.

Social Impact

Podcast: How You and Your Company Can Lend Expertise to a Nonprofit in Need

Plus: Four questions to consider before becoming a social-impact entrepreneur.

Careers

Podcast: Attract Rockstar Employees—or Develop Your Own

Finding and nurturing high performers isn’t easy, but it pays off.

Marketing

Podcast: How Music Can Change Our Mood

A Broadway songwriter and a marketing professor discuss the connection between our favorite tunes and how they make us feel.

More in Organizations