quiet-the-power-of-introverts-in-a-world-that-cant-stop-talking-susan-cain

manager, while 71 percent accepted the
deal from the smiling caterer. But the
Israelis were just as likely to accept the
deal from either manager. In other
words, for the Asian negotiators, style
counted as well as substance, while the
Israelis were more focused on the information
being conveyed. They were
unmoved by a display of either sympathetic
or hostile emotions.
The explanation for this stark difference
has to do with how the two cultures
define respect. As we saw in
chapter 8, many Asian people show esteem
by minimizing conflict. But Israelis,
say the researchers, “are not likely to
view [disagreement] as a sign of disrespect,
but as a signal that the opposing
party is concerned and is passionately
engaged in the task.”
We might say the same of Greg and
Emily. When Emily lowers her voice
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