Question

James and Neung are negotiating a purchase from Neung's Tai corporation. James notices that Neung is very quiet. Rather than assume that Neung is upset at how the negotiations are going, James continues to discuss the details of how the purchase will ensue. Finally James closes the deal and later learns that Neung's quiet moments were respectful moments to allow James to reveal his deal. Which strategy did James use to succeed?

Answer 1

Answer: emphasize description rather than interpretation

Step-by-step explanation:

James used the description strategy. James gave a detailed analysis on the subject matter. Even though, Nueng was quiet at a particular period, James kept on giving him analysis on the purchase to be made from Neung's Tai corporation. James notices that Neung is very quiet.

James emphasis on good description of the purchase finally led to him closing the deal and it ws later that he found out that Neung's quiet moments were because he wanted James to reveal his deal.