Karena’s Reviews > The Culture Map: Decoding How People Think, Lead, and Get Things Done Across Cultures > Status Update

4. Cognitive trust (US is highest) vs affective/relational trust (non-European countries, basically). This relates to preferred mode of communication even once the relationship is established: the more affective your colleague, the more effective relational modes like phone calls or meetings will be.

Ch5 Decision-making

“Most cultures that fall as egalitarian on the Leading scale also believe in consensual decision making.”

Notable exceptions are USA (egalitarian; top-down decision-making) and Germany (hierarchical socially; consensual decisions).

A whole section was given to Japan: strongly hierarchical, yet one of the most consensual societies in the world.

3. Persuading
Westerners have a more specific approach. It ranges between principles-first (Latin Europe; start with the values, acknowledge your listener’s intelligence by assuming they won’t just swallow anything they hear) and applications-first (Anglo-Saxon countries; start with the conclusion, value brevity).
Asians have a more holistic approach: macro to micro, rather than micro to macro.

2. Evaluating: This chapter is best for those working with someone from a country further right (indirect negative feedback) than them.