Understanding Cultural Differences in Partnerships

When I was 20 years old, I took 100+ Australian students to Shenyang — a city that borders North Korea & Russia, and also the capital of industrial China. Even though I am ethnically Chinese and fluent in Mandarin, I had my first real culture shock. It was my first time working with the local Chinese. I couldn’t understand when people danced with their words in a roundabout way, their deference to hierarchy, the layers of nuance in what 𝙬𝙖𝙨𝙣’𝙩 said. And over the years, as I worked with varying cultures across APAC and the US, I have come to see the differences of working in high vs low context environments. When we don’t appreciate the cultural differences in how others convey and interpret information, we are more likely to misunderstand them. In Erin Meyer’s book, The Culture Map, she describes high and low context as depending on whether there is an assumption of shared context and understanding. High context cultures communicate in implicit, subtle, layered and nuanced ways, whilst low context cultures are more explicit, straightforward and concise. Interestingly, this is often clustered by language type along a spectrum. Low context languages are predominantly anglo-saxon, with romance languages being in the middle and high context being the asian language cluster. Then within each language cluster, it depends on homogeneity of the culture and length of history. It’s easy to then understand why companies with global teams often have varying challenges communicating in these different styles. If I could go back and give advice to my 20 year old self, here’s some things I would have done differently: 👀 when working with a high context culture like China, use effective listening, observe body language, and ask open-ended questions to try to interpret the meaning behind the words ✍🏻 when working with a low context culture like the US, be clear and to the point. Communicate explicitly, and pay attention to the literal meanings of words, with strong emphasis on written communication 🤝 when working together with different styles across cultures, mutually design and agree on a communication framework, and be held accountable to it What has your experience been with working with different cultures?

Navigating business across cultures can be tricky, but with a few handy tips, you can avoid awkward moments and make great connections. Here’s a quick guide on how to conduct business in different cultures without stepping on toes. Note there can also be nuances even within countries, especially the US. 1. Communication Styles Vary Some cultures are high context (think Japan or Arab countries), where much is communicated non-verbally through tone, body language, and subtle hints. Others, like the U.S. and Germany, are low-context and prefer clear, direct communication. So, tailor your style—be explicit where needed, but also read between the lines in other places. 2. Mind the Hierarchy In many Asian countries, respect for hierarchy is huge — decisions flow from the top, and elders get lots of deference. But in Western countries, workplaces can be flatter and more informal, with employees encouraged to make independent decisions. Knowing this helps you choose the right tone and whom to address first. 3. Time and Punctuality Don’t assume everyone treats time as strictly as you do. Germans and Japanese are famously punctual, while Latin American or Middle Eastern cultures might be more relaxed about timing. Plan accordingly, and be patient if things run late. 4. Business Etiquette and Relationships In some cultures, it’s customary to engage in small talk and build personal rapport before getting down to business (Middle East, Latin America). In others, like New Zealand or the U.S., meetings jump straight into the agenda. Offering a gift, shaking hands, or bowing may also vary, so do your homework. 5. Be Adaptable and Curious Ask questions if you’re unsure, observe carefully, and respect local customs. Celebrate cultural holidays and include local traditions in your workflow to build trust and show sensitivity. This attitude can make or break deals and partnerships. In short, understanding and adapting to cultural differences—whether it’s communication, hierarchy, or etiquette—turns diversity into your business advantage. Keep learning, stay open, and you’ll crush it.

🌍 𝑵𝒆𝒈𝒐𝒕𝒊𝒂𝒕𝒊𝒏𝒈 𝒊𝒏 𝑴𝒆𝒙𝒊𝒄𝒐: 𝑪𝒖𝒍𝒕𝒖𝒓𝒂𝒍 𝑵𝒖𝒂𝒏𝒄𝒆𝒔 𝒂𝒏𝒅 𝑲𝒆𝒚 𝑰𝒏𝒔𝒊𝒈𝒉𝒕𝒔 🌍 Ive been spending a lot of time in Mexico and during one of my recent trips, I had the opportunity to explore, connect with clients, and meet incredible people. One thing that stood out was the 𝐮𝐧𝐢𝐪𝐮𝐞 𝐚𝐩𝐩𝐫𝐨𝐚𝐜𝐡 𝐌𝐞𝐱𝐢𝐜𝐚𝐧𝐬 𝐡𝐚𝐯𝐞 𝐰𝐡𝐞𝐧 𝐢𝐭 𝐜𝐨𝐦𝐞𝐬 𝐭𝐨 𝐧𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐨𝐧. Here are some key differences and why understanding cultural nuances is crucial in successful negotiations: 🔹 Relationship-Oriented Negotiation: Mexicans value personal relationships before diving into business. Invest time in building trust and rapport—sometimes, the connection matters more than the deal itself. Sometimes people just jump into business conversations right away, relax...have a Don Julio 70 (tequila) and a Botana before jumping into business conversations. 🔹 Indirect Communication: Expect subtleties! Mexican negotiators may not always say “no” directly. It’s important to read between the lines and understand non-verbal cues. 🔹 Formality and Respect: Titles and respect go a long way in Mexico. Always address your counterparts formally, using proper titles. This shows professionalism and respect. (E.g. Licensiado o Don) 🔹 Patience and Flexibility: Negotiations in Mexico take time, often requiring approval from multiple stakeholders. Be patient and flexible—good things come to those who wait! 🔹 Emotional Intelligence: Negotiations in Mexico often have an emotional element. Don’t be afraid to show empathy and understand the emotional undercurrents of the conversation. This is KEY in latin america! 📍 𝐖𝐡𝐲 𝐂𝐮𝐥𝐭𝐮𝐫𝐚𝐥 𝐌𝐚𝐩𝐩𝐢𝐧𝐠 𝐌𝐚𝐭𝐭𝐞𝐫𝐬 Understanding cultural norms, communication styles, and business etiquette can be the key to unlocking successful deals. In Mexico, this means balancing relationship-building with respectful, indirect communication. 🌎 Mexico: A Key Player in Negotiation As a gateway between North and South America, Mexico is a negotiation hub, balancing local values with global business practices. Mexican negotiators are masters at adapting to both local and international environments. 𝐂𝐮𝐥𝐭𝐮𝐫𝐚𝐥 𝐚𝐰𝐚𝐫𝐞𝐧𝐞𝐬𝐬 = 𝐛𝐞𝐭𝐭𝐞𝐫 𝐧𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐨𝐧 𝐨𝐮𝐭𝐜𝐨𝐦𝐞𝐬! 💡As the great Erin Meyer will reference in her master piece "The Culture Map" Ohhh and the Yankees Hat just adds flavor to the picture. 😎 Thoughts on international negotiations? Experiences? Would love to read some. The Maker Group #negotiation #culturalintelligence #mexico #internationalbusiness #relationshipbuilding #negotiationskills

My recent travels to Hong Kong, Osaka, and Tokyo were an incredible blend of business exploration and cultural immersion. Special thanks to Ming, my guide, introducing me to different business communities and showcasing the unique perspective on leadership, work culture, and professional engagement. This journey reinforced my belief in the power of cultural intelligence in corporate success. Hong Kong: A fast-paced, high-energy business hub where efficiency and networking are paramount. Professionalism is often formal, with a strong emphasis on hierarchy, yet there's an undeniable entrepreneurial spirit, which I truly valued as a new entrepreneur. Osaka: Known for its warmth and hospitality, Osaka’s corporate culture values relationships and long-term business commitments. Respect and harmony (wa) guide interactions, making trust-building a priority. Tokyo: A city where precision, discipline, and group harmony define work culture. Meetings are structured, decision-making is consensus-driven, and leadership is more about collective success than individual recognition. Through Awakening Culture, my team and I integrate the best of these cultural insights into leadership development and organizational strategy. 🦋 Trauma-Informed Leadership with a Harmony Focus: Borrowing from Japanese wa, my framework encourages creating psychologically safe workplaces that prioritize balance and collective well-being. 🦋 Intentional Relationship-Building: Inspired by Osaka’s commitment to trust, my leadership programs now emphasize long-term employee engagement over short-term performance metrics. 🦋 Efficient but Thoughtful Decision-Making: Incorporating Hong Kong’s structured yet dynamic approach, I help leaders find the balance between strategic speed and inclusive decision-making. Cultural intelligence is the foundation of leadership. How can these insights help your organization enhance retention, engagement, and overall success? Let’s explore how the Awakening Culture Framework can work for you.

The Trust Factor in Intercultural Negotiations: Insights from a Systematic Review Trust is essential for financial success in negotiation. I have developed the Tru$tCurrency concept and want to share this interesting study. In today's globalized world, trust is a fundamental pillar in business and negotiation. But what happens when trust is tested across cultural boundaries? A recent systematic review by Mariusz Sikorski and Prof. Dr. Arnd Albrecht, MBA (2025) sheds light on the complexities of trust in intercultural negotiations and offers valuable insights for professionals navigating global deal-making.  Trust Varies Across Cultures One of the key takeaways from the research is that trust is not universal—it varies significantly between high-trust and low-trust cultures.  - High-trust cultures (e.g., the U.S., Northern Europe, East Asia) tend to assume trust until proven otherwise.  - Low-trust cultures (e.g., Latin America, the Middle East) require more time and relationship-building before trust is granted. This has direct implications for negotiators: what works in one cultural setting may backfire in another. As Sikorski & Albrecht state, “Individuals from different cultures not only assess trustworthiness differently but also tend to trust members of other cultures to a lower degree.” Trust Repair is Harder in Intercultural Contexts Breaking trust in a negotiation is one thing—repairing it is another challenge, especially in intercultural settings. The study finds that different cultures interpret trust violations and apologies in distinct ways.  - In Western cultures, apologies typically signal responsibility and regret.  - In Japan, apologies focus on acknowledging the counterpart’s burden, rather than admitting guilt. This underscores why trust cannot be restored with a one-size-fits-all approach. Effective trust repair requires cultural intelligence and a deep understanding of the counterpart’s perspective. Implications for Global Negotiators For professionals engaged in international business, partnerships, and diplomacy, this study offers clear takeaways:  ✔ Recognize cultural differences in trust-building—some counterparts require immediate openness, others need time.  ✔ Adapt strategically—find the balance between bridging cultural gaps and maintaining authenticity.  ✔ Communicate with awareness—misinterpretations can quickly erode trust, especially across high-context and low-context cultures.  ✔ Be intentional about trust repair—apologies and solutions must align with cultural expectations. As Sikorski & Albrecht conclude, “Trust is a crucial element in negotiations, and it is even more important in intercultural contexts.” Understanding how trust is formed, lost, and regained across cultures is no longer optional—it’s essential for success. Read the full paper here: https://lnkd.in/d9pctusR