I've read a few business books and articles that contrast national styles of contract negotiation. Some countries such as the US have a style where a contract is meant to be fully binding such that if one of the parties could predict that they will likely break the contract in the future, accepting that version of the contract is seen as substantively and surprisingly dishonest. In other countries this is not seen as terribly unusual - a contract's just an initial guideline to be renegotiated whenever incentives slip too far out of whack.
More generally, some people reward me for thinking carefully before agreeing to do costly things for them or making potentially big promises, and wording them carefully to not overcommit, because it raises their level of trust in me. Others seem to want to punish me for this because it makes them think I don't really want to do the thing or don't really like them. Continue reading