Case Study – Bridging Cultural Divides: Eye Contact in International Business Negotiations

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AUDIO

Explore the pivotal role of eye contact in international business negotiations with this insightful case study from a joint venture agreement in Shanghai. Cultural differences between American and Japanese executives led to misunderstandings—Americans viewed the lack of eye contact as disinterest, while the Japanese found sustained eye contact confrontational. Through empathy and adaptability, negotiators bridged these cultural gaps, leading to a successful agreement. This study highlights the importance of understanding nonverbal cues to foster trust and build stronger global partnerships.