To raise your voice, laugh passionately, or even put a friendly arm around your counterpart. In others this much expression not only feels intrusive or surprising but may be viewed as immature or unprofessional. Then there is open disagreement. Negotiators often assume that more expressive cultures are also more confrontational but that isn't always the case. In some countries emotions pour out, including disagreements. But for other very expressive cultures open disagreement could be seen as insulting. Some less expressive cultures see open disagreement and debate as positive and necessary. As long as it's expressed calmly and factually. Others tend to be both less emotional and non confrontational. Which means you'll have to be especially attuned to subtle cues for both positive and negative responses.

It's also important to learn how others build trust. There are two distinct types, cognitive and affective. And in a business setting the dominant type of trust varies from one culture to another. Cognitive trust is task based. It comes from the head and it's build on your counterpart's accomplishments, skills, and reliability. Affective trust is relationship based, and comes from the heart. It arises from the feelings of emotional closeness, empathy, and friendship. That are developed gradually, through sharing meals, evening drinks, and coffee breaks.

An explanation given in a Harvard Business Review video about a better way of interacting with people outside our cultural comfort zone, based on research by Erin Meyer, author of "The Culture Map".