How does culture impact negotiations? Why does culture matter? Why should you care? Joana Matos—a negotiation trainer, consultant, and guest lecturer at Reykjavík University—was born in Portugal and has lived in Iceland for over a decade. In this episode of Negotiations Ninja, she shares some of the cultural differences she’s learned and why understanding someone’s cultural context is important.

Outline of This Episode

[2:05] Learn more about Joana Matos
[2:50] The over-reliance on globalization is crippling
[6:27] How Icelandic people negotiate
[11:38] How to prepare for a negotiation
[18:13] Understanding Icelandic body language
[19:53] Why you shouldn’t steal rocks in Iceland
[23:20] A culture’s history drives everything

Resources & People Mentioned

Kiss, Bow, Or Shake Hands

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Cultural Context in Negotiation with Joana Matos, Ep #335