Psychology
The Role of Nonverbal Communication in Cross-Cultural Negotiations
Quick fact
In Japan, direct eye contact during a negotiation can be perceived as aggressive and disrespectful, while in the U.S., avoiding eye contact is often seen as a sign of dishonesty or lack of confidence.
Why this is interesting
You’ve just made a deal with a Japanese client, but the silence on their end feels ominous—are they happy or upset? The same nonverbal cue can mean completely different things across cultures.