James and Neung Are Negotiating a Purchase from Neung's Tai

Multiple Choice

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?

A) Suppose certain universal similarities.
B) Emphasize description rather than interpretation.
C) Practice empathy.
D) Assume differences until similarity is proven.
E) Treat interpretations as a working hypothesis.