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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?
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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.
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