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

A Mumbai exporter is surprised that a Japanese buyer stays silent and avoids a direct 'no' during negotiations. Which cultural feature best explains this behaviour?

The behaviour reflects high-context communication. In such cultures, meaning is carried through context, silence and indirect cues rather than explicit words, and a direct refusal is avoided to maintain harmony and respect in the business relationship.

  1. ALow-context communication, where meaning rests only on explicit words
  2. BHigh-context communication, where meaning is conveyed through context and indirect cuesCorrect
  3. CAbsence of any cultural influence on the buyer
  4. DDeliberate breach of contract by the buyer

Explanation

In high-context cultures such as Japan, much meaning lies in silence, tone and situation, so a direct refusal is avoided to preserve harmony. Low-context cultures rely on explicit words, which is the opposite of what is described.

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