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CMA Foundation · Fundamentals of Business Laws and Business Communication · Intercultural and International Business Communication

A firm sends a team to negotiate in a high-context culture where relationships and indirect hints carry much of the meaning. Which combination of behaviours is most consistent with improving intercultural communication there?

Building rapport, listening for implied meanings and observing non-verbal cues is the right approach. In high-context cultures much of the message lies in relationships and context rather than explicit words, so rushing, demanding blunt answers or joking about customs would damage trust and understanding.

  1. APressing for a quick decision and relying only on the written contract text
  2. BInvesting time in building rapport, listening for implied meanings and noting non-verbal cuesCorrect
  3. CInsisting on direct 'yes or no' answers at every stage
  4. DUsing humour about local customs to relax the atmosphere

Explanation

High-context cultures rely on shared context, relationships and non-verbal cues, so rapport-building and active listening for implied meaning fit best. Rushing and demanding blunt answers clash with the culture's style. Humour about customs risks offence and shows insensitivity.

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