Video: When Expectations Clash, Is the Problem Cultural?
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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?

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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.

Featured Faculty

Jeanne M. Brett

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

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