Module 2/4 28 min
The four differences that matter most
Step 1 / 2·The four axes
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Learning objectives — after this module you will:
- Recognise the four axes of difference at work
- Locate yourself and your counterparts on them
- Adjust how you work along each axis
Learn ~14 min
The four axes
Have an analytical frame rather than a list of national stereotypes.
To be clear up front: the axes below describe average tendencies, not individuals. The difference between two people of the same nationality is usually larger than the average difference between two countries. Use this frame to ask questions, never to conclude something about a person before working with them.
Adjusting along each axis
| Axis | If your counterpart sits on the other side |
|---|---|
| Direct ↔ indirect | If they are more indirect: ask open questions and allow a private answer after the meeting. If more direct: do not read bluntness as a personal attack |
| Egalitarian ↔ hierarchical | If more hierarchical: do not expect them to challenge a senior in the room; ask privately. If more egalitarian: they will challenge openly and do not mean disrespect |
| Fixed ↔ flexible time | Say explicitly which deadlines are hard and which can move, instead of assuming shared understanding |
| Fast decision ↔ consensus | If they need consensus: talk to people before the meeting; do not put a big decision on the table for the first time in the room |
Do not use this frame to label people
'People from country X are always indirect' is a stereotype, not a tool. The correct use is: 'I notice challenge rarely appears in this group's meetings — I'll try asking privately whether anything is unsaid.'