Organizations Strategy Oct 4, 2016

Video: When Expectations Clash, Is the Problem Cultural?

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

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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