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ABC Company was pleased after its first meeting with representatives of a major Japanese firm. The Japanese had nodded assent throughout the meeting and had not objected to a single proposal. The next day, however, ABC Company was stunned to learn that the Japanese had rejected the entire plan. In interpreting the nonverbal behavioural messages, the company had made a typical mistake. They assumed the Japanese were nodding in agreement. In this case, however, the nods of assent indicated comprehension—not approval. A Filipino receptionist […]