【资料】跨文化商务交际-4汇编
跨文化商务交际-unit 4Intercultural communication theories today
NOTES
1.Many anthropologists, social psychologists, and communication scholars have devised taxonomies that can be used to analyze key behavioral patterns found in every culture.
NOTES
5. Face and 【译文】面子和面子行为 【注】
面子是指一个人希望别人给予他的、受到社会赏识的自我价值感。 面子行为是指具体的言语及非言语形式的维护面子、捍卫荣誉的 行为。面子定位表明交际者首先考虑的是自我、他人还是双方， 由此产生三种不同的面子：自我的面子（self-face）、他人的面 子（other-face）和相互的面子(mutual-face)。自我的面子是交际 冲突中面子受到威胁时，交际者对自我形象的关切，他人面子是 在冲突中，交际者对对方形象的关切或顾虑，相互的面子是交际 者对对方形象以及相互关系的关切或顾虑。一般而言，在跨文化 冲突中个体主义文化的交际者更关注自我面子的保护；集体主义 文化的成员更愿意迁就他人的面子，或更注重挽回双方的面子。
NOTES
4. Hall’s High-Context and Low-Context Orientations
【译文】霍尔的高语境与低语境文化定位
【注】
爱德华·霍尔(Hall)是一位建树颇丰的人类学家和文化学家， 被公认为跨文化交际学科的奠基人。高、低语境文化论是 霍氏最具洞察力和影响力的理论创建之一。高语境文化是 指倾向于传递高语境信息的文化，它通过外部环境或内化 于人们心中的价值观与规范等来表达大部分意义，而用语 言明确传达的仅仅是整个信息的一小部分。低语境文化正 好相反，它倾向于把大部分信息编入明晰的语言之中，直 接地表达出来。霍尔认为，在世界文化连续流中，没有任 何一个国家的文化位于两个极端，它们都分布在两极之间 的某个位置上。言外之意，高、低语境文化的分类是相对 的，每种文化都有一定的混合性，不存在绝对意义上的类 型。
跨文化交流与国际商务的培训资料
跨文化交流与国际商务的培训资料在当今全球化的时代，跨文化交流和国际商务的重要性不言而喻。
对于企业和个人来说，了解、掌握跨文化交流和国际商务的技巧和知识，将能够提升他们在全球市场的竞争力。
本文将为您提供一些关于跨文化交流与国际商务的培训资料。
一、跨文化交流培训1. 了解不同文化背景跨文化交流的关键在于了解不同国家和民族的文化背景。
因此，在培训中应该包括对各个国家的历史、宗教、价值观、思维方式、社会习俗等方面的介绍。
只有了解了特定文化的背景，才能更好地融入和适应。
2. 学习跨文化交流技巧跨文化交流涉及到语言、非语言沟通和行为准则等方面的技巧。
培训资料应该包括这些技巧的具体教授，例如如何避免语言障碍、如何解读不同文化的非语言信号、如何礼貌地表达意见等等。
这些技巧将帮助个人更好地与来自不同文化背景的人进行有效的沟通。
3. 探索文化差异的影响在跨文化交流中，文化差异常常会导致误解和冲突。
培训资料应该帮助个人意识到这些文化差异并了解其潜在影响。
通过了解不同文化的沟通风格、决策方式、时间观念等，个人将能够更好地调整自己的行为与他人协调。
二、国际商务培训1. 全球市场的了解国际商务培训的首要目标是帮助个人了解全球市场的现状和趋势。
培训资料应涵盖全球经济的概述、主要国家和地区的经济特点等。
了解全球市场将有助于个人做出明智的决策和规划。
2. 跨国公司运营管理跨国公司的运营管理与国内企业存在诸多不同之处。
培训资料应该关注跨国公司运营管理的特点和挑战，例如如何处理不同法律环境、如何应对文化差异、如何协调不同国家之间的业务等。
3. 国际商务谈判技巧谈判是国际商务中的常见活动，而在跨文化的环境中，谈判技巧变得尤为重要。
培训资料应该包括国际商务谈判的基本原则和技巧，例如如何处理文化差异、如何建立信任、如何达成双赢等。
4. 跨国合作伙伴关系管理在国际商务中，与跨国合作伙伴的关系对业务发展至关重要。
培训资料应该着重介绍与跨国合作伙伴的合作模式、合作方法以及如何建立和维护良好的合作关系。
跨文化商务交际 Chapter 4 Verbal Communication
（ T ） 3. If your friend receives your compliment and says“Thank you!”, the best way to respond is to smile and just continue the conversation.
Chapter 4
Learning Objectives
1. understand what verbal communication is; 2. get to know the types of verbal communication; 3. master the application of verbal communication in different cultures.
you’ve learned from the video. Change the false statements into correct ones.
（ T ）1. “You are welcome.”is the most popular and the most appropriate way to respond to“thank you”in all sorts of situations.
（ T ） 2. When somebody thanks you for a gift, you can also say“Thank you!”if you are exchanging gifts.
Encounter Video Watching Task 1 Work in pairs, and discuss whether the following statements are true or false based on what
跨文化商务交际
跨文化商务交际Intercultural Business Communication窦卫霖编著前言一个企业的成功，不仅取决于它的生产能力，而且取决于它的文化能力；在国际商务活动中，还取决于它的跨文化交际能力。
经济全球化的趋势、国际商务活动的日益频繁，越来越显示出对多元文化理解的必要性和跨文化交际能力的重要性。
跨文化意识意味着直接的经济效益。
如果一个企业想让自己的产品在国际市场上占有一席之地，一个跨国公司想在其他国家或地区取得经济效益，那么就不仅需要具有高超的经济、技术和管理水平，而且需要深刻了解对象国的文化。
正因为如此，世界上许多大公司在国际商务活动中都十分重视跨文化交流的研究和培训，许多经贸类大学都把跨文化商务交际课程作为必修课。
21世纪的中国是走向国际广泛合作的中国。
自中国加入WTO以来，国际著名跨国集团公司、金融机构、工商企业都纷纷来中国设立分支机构、分公司，招聘大量的中国雇员。
同时，中国工商贸易企业也在不断加大出口力度，在国内外建立跨国公司，雇佣来自不同文化背景的雇员。
文化合作已成为当代中国商务合作的重要内容。
文化交融现象激励商务英语教学加速培养复合型的经贸外语人才，促进他们不仅要掌握跨学科的专业知识，而且要具备跨文化交往的技能。
在商务英语教学中把跨文化交际能力的培养放在十分突出的位置已经成为普遍的共识。
那么在培养复合型人才的战略中，如何培养和提高跨文化交际的能力呢？在我国，经贸学校一般都开设有关跨文化交际的课程，跨文化交际专著、论文也不断涌现。
但总体来说，跨文化商务交际在我国商界和相关专业的教学中还处于比较薄弱的初级阶段，与发达国家相比还有较大的差距，尤其是如何把商务活动实践与跨文化交际理论结合起来，如何把国际商务文化与中国本土文化结合起来，还是一个难题。
这方面的书籍也特别少，适合商英类专业学生使用的教材更少。
有鉴于此，作者根据多年跨文化交际和跨文化商务交际教学的经验，参考了大量国内外的最新相关材料，编写了这本《跨文化商务交流》教材，希望成为大学英语相关专业学生以及商务人员进修提高的可用教材。
商务沟通中的跨文化
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1．印度文化
❖ 四大文明古国之一的印度有着鲜明的民族特 色
➢ 官僚主义 ➢ 等级制度——印度自古就有很森严的等级制
度，而且这种与生俱来的等级地位不能像在 中国一样通过考取功名之类的方式得到改变。
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《贫民窟的百万富翁》主角剧照与生活照
商务沟通
——跨文化沟通
1
第一节 跨文化沟通概述
❖ “地球村”已不再单单是一个概念性的名 词，转瞬间已成为人们生活的一部分，跨 文化沟通也随之成为人们需要面对的问题。
2
一、跨文化沟通是经济全球化发展的要求
❖ 文化：一个群体所共有的价值观和行为准 则的体系。
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文化的基本构成
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2．风俗习惯
❖ 个人空间意识——阿拉伯地区个人距离较小。
❖ 时间观念——在海湾地区，耐心是个重要的 美德。
❖ 宴请——吃饭时，一定要吃很多，以表示你 的感激之情。
❖ 风俗——和其他穆斯林文化一样，左手被认 为是不洁的。吃饭或者给阿拉伯人递东西时， 通常只用右手。
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一、沟通中的美国文化
❖ 生意第一
❖ 平等意识和个人主义
❖ 语言和习俗——很少有美国人的外语非常流 利。所以如果你的英语水平不好，就得雇佣 一名翻译，因为别想指望他们会说很好的中 文。
❖ 谈判风格——干脆利落、不兜圈子
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二、沟通中的英国文化
三、沟通中的阿拉伯人
跨文化商务交际Wk4 Intercultural Business Communication
Maintain harmony and avoid confrontations
Term: “We”
Fulfill obligations to in-group members
Big difference between in-group
and out-group behaviors
More intimate with in-groups and more hostile to out-groups Cooperate with members of in-groups but not with
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Hofstede’s Cultural Dimensions
• In-group - Immediate family - Extended family - Relatives - Acquaintances - Friends - Classmates - Colleagues
members of out-group
Hofstede’s Cultural Dimensions
• Power Distance
It indicate the extent to which a society accepts the fact that power in institutions and organizations is distributed unequally among individuals
- Typical characteristics (Decentralization; Active participation, etc) - In business management world (Obedience; Execution; Saying ‘yes’)
跨文化商务交际Wk4 Intercultural Business Communication
Long-term vs. Short-term
Long-term- values oriented towards the future; Short-term- values rather oriented towards the past and present
Hofstede’s Cultural Dimensions
Attitudes & Behaviors Individualists
Speak your mind and tell the truth
Collectivists
Maintain harmony and avoid confrontations
- Typical characteristics (Decentralization; Active participation, etc) - In business management world (Obedience; Execution; Saying ‘yes’)
Hofstede’s Cultural Dimensions
Hofstede’s Cultural Dimensions
Collectivism (集体主义） - common interests, conformity, cooperation & interdependence
Collectivism indicates a tight social framework in which people distinguish between in-groups & out-groups and expect their in-group to look after them
Social values
跨文化商务沟通の课件总结
Chapter 1: Communication:An intercultural Perspective 1、N eeds and purposes for communication（1）Maslow’s hierarchy of needs----------be suit of developed country The most basic at the bottom to the most refined at the peak of atriangle---------Physiological needs,such as food,shelter,and sex;Justabove that come the needs of safety like family ; then there are socialneeds for things like love and friendship ; these are followed by egoand esteem needs ,which are above us as individuals wantingself-respect,recognition,and even power;finally ,at the top of thetraingle comes the most sophidticated need----------forself-actulization.this is about self-fulfillment,about finding and beingoneself.（2）For developing countrys-------------10 itemsSurvival ---------rent a flat/shelter ; try to get helpCo-operation---------work with others ;social groupsPersonal needs（within survival）Relationships（love/belonging）PersuasionPowerSocial needsInformationMaking sense of the worldSelf-expression2、d efinition of communication（1）Communication simply refers to the process of sending and receiving messeges among people .-------限定于人（2）Communication is someone perceives behavior or its residue and attributes meaning to it,communication has taken place regardless of whether that behavior is concious or unconcious ,intentional or unintentional . --------------没有限定于人3、the scope and classification of communication（1）there are at least two or more peopleClassification:1) frist classification of communication-----five tapesA ：human communicationB : animal communicationC : human – animal communicatiomE : machine-to – machine communicationF : human –machine communication2)the second classification of communication（2）There must be some contact between communicators.（3）There must to be a language shared by communicators.（4）An exchange of information has taken placeThere is often taken as a successful condition of communication .but there are various degrees of success in communication,ranging from complete success,partial success to failure.4、T he process of communicationa)components of communicationThe definition identifies eight key components of communicationwithin the framework of intentional communication:message, ,sender , receiver ,channel , noise , feedback,encoding and decoding.i.messege--------verbal and nonverbal--------carries ideas from oneperson to another.2)sender refers to the person who sends the message .While the receiveris the one who receiver the message. :in order to reduce the uncertaintyor misunderstandings,the sender should think from the receiver’s piontof view when composing the message ,Besides ,the role of sender andreceiver is always changing.3)Channel/Medium refers to the way for sending or receiving message.4)Niose refers to the disturbances along the communicationprocesses ,which may resultunintended message perceived by therecevier .such as environment5)Feedback refers to the reaction from the message receiver to themessage sender.6)Encoding refers to the reaction from the message into asignal;Decoding refers to the process of the receiver interpreting thesignal from the senger.Encoding:the process of collecting message,considered of socialhabits,culture,communications rule.Decoding :the process of collecting feedback.b) Models of communication1. The Linear Model （线性模型）What it basically says is 5Ws:Who A senderSay what Directs a MessageIn which channel Through some MediumTo whom To a receiverAnd with what effect With some effectWhat sender through what message through what channel to whatreceiver with what effectThe theory’s advantages and disadvantagesAdvantages:this is a vary popular model which has been usedby a lot of communication scholars（this is the earlest andstill most useful method）；Disadvantage:①human communication involves many morethings. e.g:power relations,rolerelations.age and sex difference,feelings②there are no feesback in this model（itdon’t pay attention to the feedback.）.2.The Circular Model（环形模型）The communication is two-way process and thar everyone is both a decoder and an encoder.This model focus on feedback.3）The Contextualized ModelContext refers to the idea that every act of communication must been happen in some sort of surroundings,and what it meant by this is actually quite complicated。
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1. Posture
Crossing legs:
• U. S.: normal to cross nkle and men cross with ankle on the knee.
• Middle East: crossing the leg with ankle on the knee is inappropriate.
b. Lack of assurance and confidence: walk with stooped shoulders and a slow, hesitating gait.
③ It is responsible for first impressions. ④ Many of our nonverbal actions are not easily controlled
consciously.
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3. How does nonverbal communication function?
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1. Posture
➢ People's social status, religious practices, feelings of submissiveness, desires to maintain social distance.
a. Confident people: relaxed posture, stand erect with shoulders back and head up and walk with assurance.
such silent films as Little Trump, Modern Times.
4. Att(e3 mninuttesi)o. n !!!
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Discussion
➢ Apart from verbal language, what other means of communication do you know?
Simply speaking, it refers to communication without the use of words.
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According to two different researches:
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2. Why is nonverbal communication important?
➢ How do you use the nonverbal means of communication in everyday life?
✓ Facial expressions, Posture, Gesture, Silence, ✓ Eye contact, Body distance, Paralanguage …
• Nonverbal communication involves all those nonverbal stimuli in a communication setting that are generated by both the source and his or her use of the environment and that have potential message value for the source or receiver. -Samovar & Porter
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• Figure out a variety of FACIAL EXPRESSIONS.
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To communicate effectively in the Globe Village, you should be:
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1. What is nonverbal communication?
e. U. S. & Britain: lean back in chairs and put feet on desk to convey a relaxed, informal attitude.
f. Middle East, Swiss and Germany: putting feet on desk is rude. g. Japan: sit quietly.
• Ghana & Turkey: extremely offensive.
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1. Posture
d. Thailand: the bottoms of the feet are the lowest part of the body, they should never be pointed in the direction of another person.
跨文化商务交际-4
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• What do you know about him?
1. One of the greatest directors 2. One of the funniest actors 3. Capable of using body language to create comic effect in
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① Replacing ② Regulating ③ Conveying ④ Modifying ⑤ Repeating ⑥ Complementing ⑦ Contradicting
Body Language (Kinesics) (I)
1. Posture 2. Gesture
① We make important judgments and decisions concerning the internal states of others.
② We use the actions of others to learn about their affective or emotional states.