James and Neung are negotiating a purchase from Neung's Tai Corporation. James notices that Neung is very quiet. Rather than assume that Neungis 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?

1. Practice empathy.
2. Suppose certain universal similarities.
3. Assume differences until similarity is proven.
4. Emphasize description rather than interpretation.