This was the classic West meets East cultural dilemma in which the Aggressive meets the Passive.
I have found that many Chinese are not direct. My Chinese friends tell me that speaking your mind in front of others may cause disharmony to the group. Although there are exceptions to this rule, and the younger generation is becoming more forthright, many Chinese still believe that it is better to agree face-to-face and negotiate afterwards, than blatantly disagree at a meeting.
Westerners may consider this indirectness deceptive.
The US sales director may have been expecting a typical "go-getter" sales guy like himself. He may have been expecting the candidate to behave like he once had in previous job interviews.
He wanted a sales manager who oozed confidence, and was powered by aggression. He wanted someone who was willing to knock down doors and explain why he was the right man for the job. Xiao Wang was not on the same page. He was waiting for questions and expected the mood and pace of the conversation to be dictated by the interviewer.
Body language expert Albert Mehrabian found that only 7 percent of communication was verbal (words only) and 38 percent vocal (tone of voice, inflection, and other sounds). More than half of the communication process - 55 percent - was non-verbal, including body language, facial expressions and gestures.
If only the American big shot had enjoyed a hotpot with Xiao Wang, he would have met the real man, would have probably hired him and guaranteed the success of his China operations.
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