Richard Nisbett, a prominent social psychologist and writer, wrote a book about how human cognition in different regions is different, and that these differences are scientifically measurable. Regardless of whether one thinks these cognitive systems are different because of environmental factors or genetic factors, different thinking would probably suggest different goals that people aim for in a variety of settings. Additionally, he conceived of the actor-observer bias where we tend to treat decision making as ‘in their nature’ as opposed to the comparative attractiveness of the choices.
Different thinking processes may lead to conflict in negotiations, as communication is challenging even within cultures. After all, if one side doesn’t realize the symbolic importance of an issue to the other side, they risk losing leverage as they treat the other sides’ concerns as if they don’t matter, when they may be key to building resolution. One example from Getting To Yes, showed that one key concession for a deep-sea mining deal for developing countries was access to advanced technology. By treating this issue as important, even though it was theoretically trivial to developed countries, bought goodwill and allowed for more gain later on in the negotiation.
In theory, the fact that thinking is different across cultures is a chance for positive-sum deals. By prioritizing others well-being in communication, allows everyone to be happier. This is why trading Halloween Candy leads everyone to be happier (except for your little sister who you manage to pawn off Nerds in exchange for pb cups).
Also, understanding where others are coming from allows you to react in kind more effectively. You can change the inputs that would affect the other person’s behavior. This type of understanding is called cognitive empathy.
Isadore Johnson's Website 