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

Rohan, a manager at an Indian firm in Pune, proposes a deal to a Japanese partner. The partner replies, 'This will be difficult to consider,' and then changes the subject. Rohan treats it as an open point and sends a revised price. What has Rohan most likely failed to recognise?

Rohan failed to recognise that a high-context speaker often signals refusal indirectly to preserve harmony. The phrase 'difficult to consider' likely meant no, but he interpreted it literally, as a low-context communicator would, and treated it as an open negotiating point.

  1. AThat a high-context speaker may signal refusal indirectly instead of saying 'no'Correct
  2. BThat Japanese businesses never negotiate prices
  3. CThat the partner lacked authority to speak
  4. DThat written confirmation is unacceptable in Japan

Explanation

In high-context cultures, direct refusal is avoided to preserve harmony, so phrases like 'difficult to consider' often mean no. Rohan read the remark literally, as a low-context communicator would. The other options are unsupported generalisations.

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