Working on my doctorate in the early 90s at Vanderbilt University,

Working on my doctorate in the early 90s at Vanderbilt University,
I was part of the US-Japan Program in Management of Technology. The director, who was also my senior advisor, hired a young (early 30s) PhD from India, Keni Parel (not his real name). In the academic sense Keni and I were colleagues. Eventually he asked me if I could help him find a lawyer who could assist in the process to get the proper approvals to stay in the country longer than his visa allowed. My next-door neighbor happened to be an attorney, and he gave me the name of someone who was “the best in the business.” We set up an appointment for late one Wednesday afternoon, and I went with Keni to meet the attorney.
During the meeting the attorney told us that this type of project was indeed his specialty, and, based on his years of experience ”there should be no problem in securing Dr. Parel the proper documentation.” He told Keni his fee would be $800. From the way he said this it was obvious that this would be $800 paid in advance.
Keni asked if the payment could be made after the approvals were obtained. The attorney said no, the policy was that payment should be made in advance. Keni again suggested that he would like to pay after receiving the approvals. The attorney said ethics prevented an attorney from deferring a fee and basing it on the outcome, and that no other lawyer would do so. Again, Keni expressed his preference for paying after the fact. This exchange went back and forth for about 30 minutes, at which time the attorney looked at his watch, stood up, and said we would have to excuse him, he had choir practice at church, and escorted us out of his office. Keni seemed reluctant to leave without some assurances that the attorney would accept his case, but never offered to accept the payment terms.
As we walked to the car Keni had a look of befuddlement on his face. “Can you not negotiate?” he asked me. I did not tell him how embarrassed I was.
What is expected for this response? (two parts)

-Using the reading assignments as background, do you think this exchange was based on cultural backgrounds, or was Keni just not willing to pay for something before he received it? Why was I embarrassed, and was I justified in being so?
-Have you had a related experience stemming from cultural differences? Describe

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