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


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.


Pod­cast: Our Most Pop­u­lar Advice on Advanc­ing Your Career

Here’s how to con­nect with head­hunters, deliv­er with data, and ensure you don’t plateau professionally.

Most Popular Podcasts


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.


Pod­cast: Attract Rock­star Employ­ees — or Devel­op Your Own

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


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.