Face, Pride, and Power: Monica Angst on the Hidden Rules of Global Negotiation

Monica Angst, Founder of CultureNow, shares compelling insights from her research and experience on the theme “Face, Pride, and Power: The Hidden Rules Behind Global Negotiations.” Drawing from Monica Angst’s rich international experience across Europe and South America, this piece explores how culture quietly shapes the success or failure of global negotiations. Using a memorable wine metaphor, she explains that the negotiation itself is like the wine, the concept of “face” is the delicate glass that must never be cracked, pride is the soil that roots people in their group or nation, and national identity is the climate that influences how everything comes together. Through vivid contrasts between Western Europe and Latin America, Monica shows how dignity, hierarchy, trust-building, and conflict management differ across regions, and why moving too fast, focusing only on numbers, or ignoring titles can derail promising deals. She argues that as globalization intensifies, cultural influences are not fading but becoming even more decisive, making empathy, awareness, and cultural fluency essential capabilities for any international negotiator. This podcast is brought to you by Global Management Consultancy. For more information, please visit www.globalmanagementconsultancy.com. Disclaimer: A. The background music incorporated in this video is the intellectual property of its respective developer and is protected under applicable copyright laws. Notwithstanding that it is a free-to-use version, Business Talk, Global Management Consultancy, and Deepak Bhatt do not own, and expressly do not claim, any rights, title, or interest in or to this music. B. Monica Angst shared insightful perspectives from her research, “Face, Pride, and Power: The Hidden Rules Behind Global Negotiations”, during her engaging conversation on the Business Talk podcast. The uploaded video contains copyrighted content, so changing any graphics, music, or on-screen appearance of the author or host is not allowed.