跨文化商务沟通Wk12 Cross-culture Communication
简析商务活动中的跨文化商务沟通
Business Collection商务必读2362012年4月 简析商务活动中的跨文化商务沟通天津职业技术师范大学 邢栋摘 要：当前随着世界经济日趋全球化，企业(特别是那些跨国公司)在对自身劳动力的组成以及在各种商务活动中，更加文化多元化。
文化多元化的劳动力大军给企业带来了生机与活力；但与此同时，在跨文化的商务沟通中，商务人士又面临很多的问题。
越来越多的商务人士开始察觉到文化的强烈冲击并意识到跨文化沟通的意义所在。
为了更好地理解跨文化商务沟通的特点，以便在今后的商务活动中做得更为出色，本文专谈关于商务活动中，商务英语所涵盖的除了语言沟通的基本能力之外，另一个不可忽视的跨文化商务沟通。
关键词：跨文化 跨国公司 商务沟通 语言中图分类号：F740 文献标识码：A 文章编号：1005-5800(2012)04(a)-236-02商务沟通是一种动态的、多渠道的过程，它包括特定组织内部和外部的沟通。
组织指的是一种行政性和功能性的结构(比如公司等)。
在这一结构中，人们能够彼此沟通，并且愿为共同的目标做出贡献。
当然，人们可能会对文化这个词产生困惑：什么是文化？在词典中可以找到这样一条定义，文化即种族、宗教或社会群体的习惯性信仰、社会惯例以及有形的特征。
今天，世界经济日趋全球化，各国对外交往日益频繁，国与国之间的交流也越来越广泛。
企业，尤其是那些跨国企业在其员工的组合上以及在处理各种商务活动的过程中，其文化表现为多元化。
因此，跨文化沟通就变得越来越重要。
1 跨文化沟通的定义那么，什么是“跨文化沟通”呢？“跨文化沟通”的英语名称是“intercultural communication ”或“cross-cultural communication ”。
它指本族语者与非本族语者之间的交流，也指任何在语言和文化背景方面有差异的人们之间的交际。
由于不同的民族所处的生态、物质、社会及宗教等环境不同，因而各自的语言环境产生了不同的语言习惯、社会文化、风土人情等等诸语境因素。
跨文化商务沟通Wk13 Cross-cultural Communication
Decision Making
• Decision-making Process:
a)- defining the problem b)- gathering & analyzing data c)- considering alternative solutions d)- deciding on the best solution e)- implementing the decision
Conflicts Between L & H
Key Questions
Low-Context
High-Context
Analytic, Linear
Synthetic, spiral logic,
Why
Logic, Instrumental, Expressive oriented,
Dichotomy between Integration of conflict
behavior - Moral idealism critically influence
Asian way of behaving
The relative level of utilitarianism/ moral idealism in any society affects its overall approach to problems - Objective /Subjective approach - Utilitarianism strongly guides western
• Heart of Negotiation with Chinese - Face, two components are:
跨文化商务交际unit 1 Intercultural communication
The process of communication
Communication :
• Encoding and decoding are of great
significance to successful communication.
• eg.1. liam ru 4 skt • • 2.“You’re a sexy girl.”
Social perception (values, beliefs, attitudes, world views…)
Unit one
• Communication • Intercultural communication
Communication
Study the following counication situation, and try to identify types of communication.
• To avoid cultural misunderstandings
• to enhance of students’ cultural awareness
Study area
Verbal Language (word, thought patterns,...)
Nonverbal language (body language, time concept, spatial language, paralanguage, environment…)
Types of communication
• Human communication • Animal communication • Human-animal communication • Human-machine communication • Machine-machine communication
跨文化商务沟通Wk10 Cross-cultural Communication
Cultural Dimension (con.) Assignment 1
National Culture (con.)
It influences family life, education, organisation culture and economic and political structures.
Emotional
- More open and expressive - Mexico, Greek
Specific vs. Diffuse
Specific
- Clear separation between work and private life - USA, Australia, UK, and etc
Business Etiquette In Cross-cultural Communication
Business Etiquette In Cross-cultural Communication摘要不同文化背景下的人们存在着截然不同的传统和风俗习惯，人们的生活方式、思维方式、价值观念、语言习惯等都有很大的差别，而商务礼仪往往也因此不同。
本文旨在通过研究跨文化背景下的商务礼仪行为的差异，是大家更有效地进行国际商务活动，同时避免因文化差异而引起的摩擦和障碍，最大限度的体现商务礼仪在国际商务中的交际价值。
这是本文目的所在。
礼仪、礼节，和跨文化或跨文化交际已成为所有国际和全球业务主管、经理和员工所需的关键要素。
随着国际、跨国公司、跨国企业，多样性国内企业和全球业务的不断扩大，它让人们更接近，也是企业取得赞赏成功的最重要因素，这些赞扬由于区域，国家和文化差异文化多样性而闻名。
在当今的全球商业环境，越来越多的的是需要了解更多的来自于不同我们的文化的国家的人民的文化。
虽然没有简单的方法来了解一个特定的文化处于何种深度，但有一些基本的原则是导致他们成功进行沟通、与不同背景的人们（像我们自己）做生意的原因。
在跨文化交流时，各种文化背景的人们用他们的母语或者是其他语言进行交流他们的想法。
随着商务全球化的发展，跨文化交流也变得非常重要。
对与有文化交流的参与者们来说，成功的跨文化交流是有效的、频繁的同时也是简单的。
随着中国加入世界贸易组织,中国成为了一个崛起的现代化国家。
中国将有越来越多的机会与世界各国合作。
而商务活动离不开文化交流的过程,因此我们也将有更多的机会与不同民族国家的人进行国际贸易。
因此,跨文化商务礼仪也变得尤为重要。
读过本文后,你会了解更多关于跨文化中的礼仪知识。
关键词：跨文化交际国际商务商务礼仪AbstractIn different culture background people have entirely different traditions and customs.Their way of live,way of thinking, values, language habits, also have very big difference, and business etiquette is often so different. This article aims to studycross-cultural background and business etiquette behavior, which make us more effective differences between international business activities because of cultural differences, and avoid friction and obstacles, reflect in international business etiquette of the communication value. This is the purpose of this article.Etiquette, manners, and cross cultural, or intercultural communication have become critical elements required for all International and Global Business executives, managers, and employees. As international, multinational, transnational, multi domestic, and global business continues to expand and bring people closer, the most important element of successful business outcomes may be the appreciation and respect for regional, country, and cultural differences - known as cultural diversity.In today’s global business environment, more and more of us are required to understand people who comes from countries and cultures different from our own. While there is no short and easy way to learn about a given culture in any depth, there are some general principles that lead to success in communicating and conducting business with people of backgrounds unlike our own.Intercultural communication occurs when people of diverse ethnic backgrounds discuss ideas in a language other than their native tongue. With the explosion of global business, productive intercultural communication has become more important. Successful intercultural communication is effective, frequent, and simple while also respecting the cultural viewpoints of all participants.With China's accession to the WTO, China will become a new modern country and we will have increasing chances to cooperate with other countries from all over the world in all areas. The commercial activity cannot go smoothly without cummunicate, so China will also have more opportunities to communicate with others from different nations. So global business etiquette in cross-cultural communication become quite important. So after reading this article, you can know more about business etiquette in ctross-cultural communication.Key words:cross-cultural communication international business business etiquetteContents摘要--------------------------------------------------------------------------------------i Abstract-----------------------------------------------------------------------------------------------------ii Contents----------------------------------------------------------------------------------------------------iii Introduction-----------------------------------------------------------------------------------------------1Chapter 1 General view of business etiquette----------------------------------------------21.1Definition of business etiquette--------------------------------------------------------------21.2Functions of business etiquette--------------------------------------------------------------3Chapter 2 General view of cross-cultural communication-----------------------------42.1.the definition of culture------------------------------------------------------------------------42.2 The reasons for the differences between culture---------------------------------------52.3 The influence for the differences between culture--------------------------------------82.4 The relationship of communication and culture----------------------------------------11Chapter 3 Business Body Language in cross-cultural communication---------133.1 Body Language In Business---------------------------------------------------------------133.2 Business Body Language: Handshakes, Eye Contact, Posture, Smiles--------16 Conclusion-----------------------------------------------------------------------------------------------21 References-----------------------------------------------------------------------------------------------22IntroductionBusiness etiquette is an important component of international business. Not only it reflects culture, but also influened by culture. Business etiquette has a set of rules all its own.It is also based on the premise that the golden rules in business are that people help each other when help is needed; that people respect one another across all levels,treating one another with courtesy and thoughtfulness. And in the international business,it is obvious that business etiquette is quite significant. With the development of globalization, the communication and cooperation about international busimess has improved. But, as we know, the different of culture may inflict drawbacks. Therefore, we should take measures to avoid the drawbacks and face the challenge of interculture optimisticly. Now, let us discuss business etiquette in cross-cultural communication .In this way, we will know how to use business etiquette suitly when we need cross-cultural communication, meanwhile it will play a significant role in our interculture communication.Chapter 1、General view of business etiquetteBusiness etiquette. In this day of casual attitudes and relaxed standards, do nice manners still count in business? Absolutely. For just as saying "Please" and "Thank You" made your parents proud of you as a child, so, too, will nice manners win you friends in business. Want to put yourself far ahead of your competition? Look good AND act nicely. People will certainly take note.While this topic strays a little from the fashion theme of this site, it does fit in nicely with the importance of first impressions. "The devil is in the details," as they say. Today's issue looks at some of those details.Definition of business etiquetteBusiness etiquette is the way you handle yourself in a business and social environment . It can range from meetings with the boss to meetings with clients and customers - and knowing the right things to do and say.The basics of business etiquette will include knowing the proper manners for meeting and greeting others, how close to stand and why, customs of clients of employees & employers, basic office equipment etiquette, the professional presence for everyone (what to wear and not to wear) ,the basics of how to act in both business and social situations , how to manage dining situations in every culture.(which fork, glass and plate, etc).Business etiquette is basicly the social guidelines and manners to be followed in business situations when dealing with others.Functions of business etiquetteIt is very important to practice good manners and etiquettes in order to succeed in your business, be liked by people and maintain good relationships with clients, customers and employees.When you do not practice good etiquette intentionally or unintentionally, you are bound to face lot of obstacles on the path to success. But if a person is generally considerate and attentive to the needs of those who work for him/her by following the basic rules of etiquette, he/she will definitely be successful in any venture.The etiquette is an important aspect of social life as it makes the whole social life proceed in order People obey their own etiquette on every aspect of their life.In particular,business etiquette can best present cultural differences between China and the West.The paper focuses on the influence of cultural differences on business etiquette between China and the West from the perspective of time and space The purpose of the paper lies in helping people get a good understanding of business etiquette and the underlying culture difference which will benefit for both sides of business people.It is easier to make money than to earn respect and accolade from people who know and interact with you like colleagues and customers.Chapter 2、General view of cross-cultural communicationCross-cultural business communication tends to be cultural differences between different factors. To carry out effective cross-cultural communication, should be taken to the appropriate channels of communication, cultural differences to overcome the negative factors, to enhance understanding and cooperation. In this paper, cross-cultural exchange of the basic theory of business and cross-cultural business etiquette made a detailed analysis of these areas and study how we could better carry out cross-cultural business communication, improvethe efficiency of trade.2.1 Definition of cultureculture is aroud us everywhere and we are affected by it all the time before we can realize it .But what is culture ? there are hundreds of definitions of culture. The following are only a few of them .◆Culture is always a collective phenomenon,because it is at least partly shared with people who live or lived within the same social environment,which is where it was learned.It is the collective programming of the mind which distinguishes the members of one group or category of people from another.(Hofstede G. cultures and organizations. London:HarperCollins Business 1944.5)◆Culture is those deep, common, unstated experiences which members of a given culture share, which they communicate without knowing, and which from the backdrop against which all other events are judged.(Edward Hall,1966)◆Culture is sum total of the beliefs, rules, techniques, institutions, and artifacts that characterized human populations. In other words, culture consists of the learned patterns of behaviour common to members of a given society ____the unique lifestyle of a particular group of people .(Ball DA ,McCulloch W.H, Jr. InternationalBusiness.6the ed. London :Richard D. Irwin,1996)◆A national culture is the set of beliefs ,perspectires, motivations, values and norms shared by the majority of the inhabitants of a particular country . (Bennett R. International business.London:pitman publishing,1999)◆Culture is the coherent, learned, shared view of a group of people about life’s concerns that ranks what is import, furnishes, attitudes about what things are appropriate, and dictates behavior. (Linda Beamer and Iris Varner, 2001)After studying many other explanations about culture, we find that:●Cultureislearned human behaviour, a way of life, and it is not innate. Culture is social heritage, or tradition, which is passed on to future generations.●Culture defines the boundaries of different groups.●The various aspects of culture are interrelated.●Cultureis ideals, values, or rules for living.●Culture consists of everything on a list of topics, or categories, such as social organization, religion, or economy.●Culture is complex ideas, or learned habits, and it inhibits impulses and distinguishes people from animals.●Culture consists of patterned and interrlatea ideas, symbols or behaviors.● Culture is the way human beings solve problems of adapting to the environment or living together.●Culture is based on arbitrarily assigned meanings that are shared by a society.Reasons for the differences between cultureTo study the reasons for the differences beteen cultures is very useful and important for differentiating international businss relationships between nationsbecause culture may become an obstacle between the international business people if they are not familiar with the cultureof the country from which their customers come. There are three chief factors that result in differences between cultures.◆LanguageLanguage plays a particularly prominent role in the way culture is transmitted. Withoutlanguage, there would be no real culture. Language helps people think and communicate. It is agreed by most people that people encode things in memory in terms of a particular language, and language defines the way they view the world.In other words, language determines the content of a society’s mental representation of their environment. People use language for interaction with others, so language hasa powful role in shaping people’s behaviour and in forming beliefs and habitual patterns of interaction, hence, culture. Languege,therefore is an artifact of culture that helps to form its values, attitudes, beliefs, and behavioural routines. For example, when a British employee who has finished a job beautifully is praised by his boss“Well done!”he usually responds by saying “Thank you!”But in China, the employee may say “没什么”which literally means“nothing”.A language is in extricably linked with all aspects of a culture, and each culture reflects in its language what is of value to the people.Culture is largely inculcated through language:either spoken or written. Very little of what man learns is actually learned from his individual experience. Language, then becomes the embodiment of culture.Language is a factor that greatly affects cultural stability. When people from different areas speak the same language, culture spreds more easily and they can communicate better. The language diversite has created problems for companies in integrating their workforces and marketing products at a truly national level. In an international business the management might include managers from different cultureswho speak different languages. More often than not, those people meet problems because of culture conflicts.There are thousand of language spoken in the world. But only a few dominate. The English, French, and Spanish language have widespread acceptance. They are spoken prevalently in 4427 and 20 countries, respectively. Commerce can more easily occur with orther nations that share the same language.It is necessary to point out that a new trend is worth paying attention to. The Chinese language is being learned by an increasing number of nations. This is because China is being more and more influential in economy and politics. What is more, the Chinese language is second to English in terms of the number of people speaking it.◆SurvivalMany culture characteristics originally developed to help the survival of groups in their environment. For example, many weatern cultures shake hands with their right hand as a form of greeting.Initially, this was probably an indication that no weapon was being held or about tobe drawn with the dominant right hand.Further, people in different climates seem to have different attitudes towards time. For example, the lack of urgency often observed in tropical climates night have originally reflected the lack of seasonality related to agriculture. Because crops can be grown all the year round, there is no need to plant and harvest at certain times and therefore people here pay little attention to deadlines.◆ReligionReligion,an impotant component of culture, is responsible for many of the attitudes and beliefs that affect human behaviors. So people of different religions deffer in culture. To know the basic tenets of some of the more popular religions will contribute to a better understanding of why people’s beh aviors and attitudes vary so greatly fromcountry to country.Religion is a strong shaper of values. Almost aa regions have people of various religious beliefs, but a region’sculture is most influnced by its dominant religion.The extent to which religion affects the cultural profile of society depends on the extent to wnich a particular religion is dominating or state sanctioned, the importance that society places on religion, the degree of religious homogeneity in the society, and the degree of tolerance for religious diversity that exists in the society.Since religion affects culture, wehave to pay attention when doing international trade. For example,if we sell beef to India we may meet criticism from Hindu. For the same reason ,muslims will never buy your pork no matter how hard you try to market it and consequently you offend them, which might influence your future business relationship.◆EnvironmentEnvironment refers to the surroundings one lives in. It includes the material life ,the education system, the political system, the traditional modes of thoughts and so on. It is said that man is an outcome of the environment. It means that that environment a person lives in will shape him or her in some way. In other words, if a person stays in a certain environment in a relatively long period of time, he may modify himself to some degree. For example, a manager who used to be a professor in university might appear different from what he used to be because of his time business.Influence for the differences between culture Culture is the foundation of existence and development of human society. The differences between Chinese and western cultures have direct influence on the selection, manufacture, understanding and communication effect of materials for Chi na’s communication with foreign countries. With the globalization of economy, theextent and depth of intercultural communication will be further promoted. To fully realize the influence of the differences of cultures in intercultural communication is good for implementing properly the strategy of intercultural communication, especially in the context of the English language prevailing over international communication nowadays, and much better for improving the effect of foreign-oriented communication so as to present a country which is civilized, enterprising, developing and responsible before the people of the world.Each culture has its own idiosyncrasies when it comes to social business communication.Doing business with international clients requires more than just financial acumen. A lack of knowledge about a customer’s culture can lead to misunderstanding, frustration and potential embarrassment. The building of successful business relationships is a vital part of any international venture, and such re lationships rely heavily on an understanding of each partner’s expectations and intentions.But, what is the influence for the different culture?◆To foster intercultural consciousness. Intercultural consciousness is anawareness of business person who understand the cultural differences andgive approriate response. In other words, it reflects local culture valuesstandards of behavior already cannot satisfy the needs of the developmentof multinational companies. The operation of international enterprise haseach link, such as international marketing, human resourcesmanagement,etc. Allneeds higher cross-cultural awareness. Therefore,engaged in international business must have a basic cross-culturalawareness.◆To master intercultural business skills. In intercultural business we shouldthe ability to cultural comprehension, ability of adapting, ability ofestablishing relations, good attitude, sensitivity, ablity of language, ability of diplomatic and ability of interculture. These abilities are closely related with the success of international business. However in a business environment, these capabilities practices more. Therefore,as for on-the-job personnel, they should strengthen training of the relevant competent. As for a business student, we shuold strenthen cross-culture business contacts, training of consciousness and relevant courses and practice opportunities.◆To notice the cultural intergration of strategy formulation. When atransnational company do investment management, it often needs the fusion of three cultures:his country’s culture, national culture of target market, enterprise culture.Only focuse on the cultural integration, you would adapt the market, and expand market.◆To strengthen cultural exchanges and displaies. It is an effective way tounderstand cultural differences. It is not only beneficial to the countries and regions, but also promote economic and trade cooperation between them.◆To note cultural changes in international business. Every culture is not abeach thirsts, along with time change, culture is developing, constantly changing. Trade globalization and liberalization makes multinational companies more and more, which means more need of cross-cultural enterprise management. However the cultural differences has affected the international business activities, which is shown in the cultural element, especially ideology. In order to promote the development of international business, and promote free trade environment legalization and standardization, we should supply the international culture display and communication, attend international trade policy and local culture,traincross-cultural management.Relationship of communication and cultureAs we noted above, communication is the perception of verbal and nonverbal behaviors and assignment of meaning to them. Communication takes place whether the sending of signals is intentional or unintentional. It even takes place when the verbal or nonverbal behavior is unconscious, as long as it is observed and meaning is assigned to it. When a receiver of signals perceives those signals, decides to pay attention to them as meaningful, categoryizes them according to categorizes in his or her mind, and finally assigns meaning to them, communication has occurred. Communication is a process that can falter at any one of these steps when it takes place between members who share values, attitudes, experiences, behavioral expectations, and even a history together. When communication come from different cultures, however, not only meanings, but also the mental categories are very different.Meaning is assigned to verbal and nonverbal behavior based on ones accumulated experience and understanding___one’s mental data bank. We attribute meaning on the basis of what has been meaningful to us in past experiences. People from cultures that are similar will have a similar store of past experiences and knowledge in their data banks, and that usually leads to attribution of meanings that are close. If we share common experiences and values with others, it is easier to interpret the meaning behind their behaviors accurately. However, when we don’t share common experiences ,there is a greater chance we will assign an incorrect meaning to the signals. When people from different cultures communicate, the data bank categories are not all the same, and the meanings environment_the culture window _is not exactly the same, and the meanings assigned to signals are not all the same. This can happen with verbal(worded, written and oral) communication. Infact, people feel most uncomfortable when they understand the words someone is using, but don’tunderstand what those words mean to the user. It also describes what happens with nonverbal communication, which is much broader in scope with greater possibilities of misunderstanding.We know that communication systems such as language and nonverbal communication are products of culture. They are also tools intricately bound up in the processes of culture itself: Language is related to thought processes and to mental learning processes. So interconnected are communication and culture that some scholars have been led to use them interchangeably: “culture is communication” and “communication is culture” Yet language is the tool we most often use to describe culture, which suggests they are indeed separated phenomena. Language is clearly inadequate to help us understand culture, especially our own. Language puts limits on expressing certain qualities or concepts with a single word. Language can also limit the order in which we present thoughts. When language is turned back upon itself and communication is the objest of its inquiry as well as the means, then at least understanding communication can help us to understand culture.Whereas communication is a process, culture is the structure through which the communication is formulated and interpreted. Culture deals the way people live. When cultures interact, adaptation has to take place in order for the culture to communicate effectively. In dealing with intercultural business communication, awreness of the symbols of each culture, how they are the same, and how they are different is important. In order to have good communication with another culture, you need to understand meanings in that culture. This is because good communication means good relationships, and “Good relationship mean increased productivity and profits. Bad communication leads to conflict, inefficiency, and loss.”(Mead,1990) It is true communicators who share one culture as well as for communicators from different cultures.Chapter 3、Business Body Language in cross-culturalcommunicationIt’s tempting to lump all body language together when talking about the business environment but this would be a big mistake. Just as accepted non-verbal behaviours vary depending on the social culture or environment, so too do accepted non-verbal behaviours vary based on the culture of an individual business. If you want to determine the most effective body language to use in a business environment, you should first identify the dominant business culture in that environment.Body Language In BusinessHas it ever occurred to you how much you are saying to people even when you are not speaking? Unless you are a master of disguise, you are constantly sending messages about your true thoughts and feelings whether you are using words or not. Studies show that your words account for only 7% of the messages you convey. The remaining 93% is non-verbal. 55% of communication is based on what people see and the other 38% is transmitted through tone of voice. So think about it. In the business setting, people can see what you are not saying. If your body language doesn't match your words, you are wasting your time.Eye contact is the most obvious way you communicate. When you are looking at the other person, you show interest. When you fail to make eye contact, you give the impression that the other person is of no importance. Maintain eye contact about 60% of the time in order to look interested, but not aggressive.Facial expression is another form of non-verbal communication. A smile sends a positive message and is appropriate in all but a life and death situation. Smiling adds warmth and an aura of confidence. Others will be more receptive if you remember to check your expression.Your mouth gives clues, too, and not just when you are speaking. Mouth movements, such as pursing your lips or twisting them to one side, can indicate that you are thinking about what you are hearing or that you are holding something back.The position of your head speaks to people. Keeping your head straight, which is not the same as keeping your head on straight, will make you appear self-assured and authoritative. People will take you seriously. Tilt your head to one side if you want to come across as friendly and open .How receptive you are is suggested by where you place your arms. Arms crossed or folded over your chest say that you have shut other people out and have no interest in them or what they are saying. This position can also say, "I don't agree with you." You might just be cold, but unless you shiver at the same time, the person in front of you may get the wrong message.How you use your arms can help or hurt your image as well. Waving them about may show enthusiasm to some, but others see this gesture as one of uncertainty and immaturity. The best place for your arms is by your side. You will look confident and relaxed. If this is hard for you, do what you always do when you want to get better at something - practice. After a while, it will feel natural.The angle of your body gives an indication to others about what's going through your head. Leaning in says, "Tell me more." Leaning away signals you've heard enough. Adding a nod of your head is another way to affirm that you are listening.。
跨文化交际Cross-cultural Communication
3. Know how to avoid or lessen misunderstanding in crosscultural communication and be able to convey your ideas more successfully
Unit 4. Social Interaction
Warm up Activity 1. Inviting Activity 2. Footing the Bill Activity 3. Gifts Activity 4. Showing Hospitality in Different Ways Activity 5. Compliments Activity 6. Disagreeing Agreeably Review
跨文化交际
Cross-cultural Communication
Unit 4 Social Interaction
czl@
Unit 4. Social Interaction
Objectives:
1. Have a better understanding of the conventions and expectations of English-speakers in areas such as inviting family members, settling on a time, paying for a meal, dealing with gifts, offering and accepting drink and food, complimenting and responding, disagreeing
Cross-Cultural Communication Unit 1-4 跨文化交际(课堂PPT)
15
CHAPTER 1 - Communication and Culture: The Challenge of The Future
Dominant Culture
Co-Cultures
• It's the one in power -
• They are numerous.
control.
• Distinct and unique
• Meanwhile, aging population in more developed countries – Could bring more communication issues between older generations and younger generations (this can be treated as co-culture).
ethnic background, age, sex,
media, monetary systems,
or other factors.
etc.
16
17
• We learn our culture through proverbs
– Offer an important set of instructions
Our goal in this class is to answer some of the following questions: • Why do we often uncomfortable when encountering people who are different from yourself? • Why do people from different cultures behave in ways that seem strange to you? • How do cultural differences influence communication? • Which cultural differences are important and which are inconsequential? • Why is it difficult to understand and appreciate cultural difference?
跨文化商务沟通Wk13 Cross-cultural Communication
How
Explicit communication Codes, Line-logic style, Rational-factual rhetoric, open, direct strategies
Implicit communication codes; Point-logic style: intuitive-effective rhetoric, Ambiguous, Indirect Indirect strategies
Decision Making
CULTURE
Individualism/Collectivism Locus of decision making Utilitarianism/ Moral Ideals
Risk Tolerance
Past/Future Orientation
Problem Definition
• Decision-making Process:
a)- defining the problem b)- gathering & analyzing data c)- considering alternative solutions d)- deciding on the best solution e)- implementing the decision
Decision Making
• Cultural Influences
Through the broader context of the nation’s institutional culture
-
Through culturally based value systems
Decision Making
跨文化交际(精品课件)
A Monumental Figure
• Edward Twitchell Hall, (1914 –2009) , American anthropologist and cross-cultural researcher.
• Hall introduced a number of new concepts, including proxemics, polychronigh and low context cultures.
Cross-cultural communication refers to any communication between two members of any cultural communities. (Samovar and Porter, 2004:47)
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Cross-cultural Communication Vs
his Linguistic Across Cultures(《跨文化语言学》）. He discussed the cultural comparison in three aspects: form, meaning and distribution(顾嘉祖，4）. • In 1959,the Silent Language by Edward T. Hall initiated the cross-cultural studies. • R.Oliver , 1962， Culture and communication • A.G.Smith, 1966,Culture and communication • In 1970s, ICA (International Communication Association) accepted Cross-cultural Communication as a branch discipline. as a discipline) • Journals: International and Intercultural Journal of Intercultural Relations.
跨文化商务沟通Wk13 Cross-cultural Com
Low-Context
High-Context
What
Revealment, Direct Confrontational attitude action and Solution oriented
Concealment; indirect Nonconfrontational Attitude; ‘Face’ and Relationship oriented
Cross-cultural Negotiation
Culture
GOALS
Task vs. Interpersonal Relationships
Negotiating Style: • Negotiation Behavior
(defense/attack/trust) • Verbal & Non-verbal Behavior • Attitudes towards time
behavior - Moral idealism critically influence
Asian way of behaving
- Ingrained politeness - Emotional restraint - Emphasis on social obligation - Belief in the interconnection of
work, family, and friendship
Cross-cultural Negotiation
conflict & conflict
& conflict parties
Parties
When
Individualistic oriented, Low collective normative Expectations, Violations of individual expectations Create conflict potentials