In this video, Erin Meyer of the Harvard Business Review uses her research on “cross-cultural management” to describe how each country around the world approaches business negotiations differently. Which countries are the most confrontational? Which hate admitting when they disagree? Which countries prefer business conversations to be emotionally expressive? Which countries believe emotional expression is unprofessional?
The video also analyzes how people in each country create trust: some countries value “affective trust” — trust built through emotional closeness, affection, and empathy — while others value “cognitive trust”– trust based on a track record of accomplishing tasks, and reliably getting the job done.