The chapter delves into the importance of cultural intelligence in negotiation, touching on adapting styles to suit different countries and the significance of understanding mediating mechanisms in economics. It also discusses the use of deception in experimental economics, the value of theory in research, and the impact of historical insights in psychology. The conversation transitions to analyzing negotiation styles, gender differences, and the psychological perspective on Donald Trump's negotiation strategies.
Michele Gelfand is professor of psychology at the University of Maryland and author of the just-released Rule Makers, Rule Breakers: How Tight and Loose Cultures Wire Our World. In her conversation with Tyler, Michele unpacks the concept of tight and loose cultures and more, including which variable best explains tightness, the problem with norms, whether Silicon Valley has an honor culture, the importance of theory and history in guiding research, what Donald Trump gets wrong about negotiation, why MBAs underrate management, the need to develop cultural IQ, and why mentorship should last a lifetime.
Read a full transcript enhanced with helpful links.
Recorded August 31st, 2018 Other ways to connect