SKIP TO CONTENTHarvard Business Review LogoInternational businessResearch: How to Build Trust with Business Partners from Other Cultures
by Jeanne M. Brett and Tyree Mitchell
January 31, 2020
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Eugene Mymrin/Getty Images
Trust is the social glue that holds business relationships together. Business partners who trust each other spend less time and energy protecting themselves from being exploited, and both sides achieve better economic outcomes in negotiations. But, how do managers decide whether to trust a potential partner outside of their business? And how does culture influence this decision-making process?
JBJeanne M. Brett is the DeWitt W. Buchanan, Jr. Professor Emerita at the Kellogg School of Management at Northwestern University.TMTyree Mitchell is an assistant professor at the School of Leadership & Human Resource Development at Louisiana State University.
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