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 a
triangle---------Physiological needs,such as food,shelter,and sex;Just
above that come the needs of safety like family ; then there are social
needs for things like love and friendship ; these are followed by ego
and esteem needs ,which are above us as individuals wanting
self-respect,recognition,and even power;finally ,at the top of the
traingle comes the most sophidticated need----------for
self-actulization.this is about self-fulfillment,about finding and being
oneself.
（2）For developing countrys-------------10 items
Survival ---------rent a flat/shelter ; try to get help
Co-operation---------work with others ;social groups
Personal needs（within survival）
Relationships（love/belonging）
Persuasion
Power
Social needs
Information
Making sense of the world
Self-expression
2、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 people
Classification:
1) frist classification of communication-----five tapes
A ：human communication
B : animal communication
C : human – animal communicatiom
E : machine-to – machine communication
F : human –machine communication
2)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 place
There 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 communication
a)components of communication
The definition identifies eight key components of communication
within the framework of intentional communication:message, ,
sender , receiver ,channel , noise , feedback,encoding and decoding.
i.messege--------verbal and nonverbal--------carries ideas from one
person to another.
2)sender refers to the person who sends the message .While the receiver
is the one who receiver the message. :in order to reduce the uncertainty
or misunderstandings,the sender should think from the receiver’s piont
of view when composing the message ,Besides ,the role of sender and
receiver is always changing.
3)Channel/Medium refers to the way for sending or receiving message.
4)Niose refers to the disturbances along the communication
processes ,which may result
unintended message perceived by the
recevier .such as environment
5)Feedback refers to the reaction from the message receiver to the
message sender.
6)Encoding refers to the reaction from the message into a
signal;Decoding refers to the process of the receiver interpreting the
signal from the senger.
Encoding:the process of collecting message,considered of social
habits,culture,communications rule.
Decoding :the process of collecting feedback.
b) Models of communication
1. The Linear Model （线性模型）
What it basically says is 5Ws:
Who A sender
Say what Directs a Message
In which channel Through some Medium
To whom To a receiver
And with what effect With some effect
What sender through what message through what channel to what
receiver with what effect
The theory’s advantages and disadvantages
Advantages:this is a vary popular model which has been used
by a lot of communication scholars（this is the earlest and
still most useful method）；
Disadvantage:①human communication involves many more
things. e.g:power relations,role
relations.age and sex difference,feelings
②there are no feesback in this model（it
don’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 Model
Context 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。Most obviously there is the physical context------whether we are talking to someone in our living room or on the terraces at a football match.
e.g.: room，street，hospital.Then there are is social context,which has to do with the occasion involved and the people in it. E.g:Then there is the culture context，which refers to an even broder set of circumstances and beliefs,which will affect how we communicate.
5、C haracteristics of Communication
（1）Communication is dynamic
（2）Communication is irreversible
（3）Communication is symbolic
（4）Communication is systemic
（5）Communication is self-reflective
（6）Communication is interactive
（7）Communication is complex
6、I ntercultural communication（ICC）is simply defined as interpersonal
communication between members of different cultures,
Intercultural business communication（ICBC）is defined as communication within and between business that involve people from more than one culture.
Intercultural communication can include international ,interethnic,interracial,and intereegional communication.
Chapter 2:understanding cultures and their values
一、The Nature of Culture
1、D efinitions of Culture
Culture is the arts and other manifestations of human intellectual achievement regarded collectively--------Concise Oxford Dictionary
Culture is defined as the customs,civilizations,and achievements of particular time or people--------anthropologic perspective
Culture may be defined as what a society does and https://www.doczj.com/doc/1b10426607.html,nguage is a particular way of though-------Edward Sapir
The most widely accepted definition is:culture is the total accumulation of beliefs,customs,valued,behaviors,institutions and communicationpatterns that are shared ,learnedand passed down through the generations in an identifiable group of people.
What all of these concepts have in common is the implication that culture is an abstract entity which involves a number of usually man-made,collective,and shares artifacts,behavioral patterns,values or other concrpts which are taken together to from the culture as a whole.
Culture is what distinguishes human beings from animals.
2、I ngredients of Culture
（1）The frist classification:most scholars are agree that any description should include the three categories submitted by Almant and Alwan.They contend that ―culture may be classified by three large categories of elements:
1)artifact（book,plane,computer,paper）
2)concepts（belief or value,Buddism,freedom,democracy）
3)behavior（actual practice of concepts or beliefs ）
（2）The second classification:some scholars prefer that various aspects of culture are generally divided into three levels.
3、C haracteristics of Culture
（1）Culture is not innate;it is learned.
We learn our culture fron folk tales,legends,and myths;we also learn
our culture throgh art and mass media.All of this learning occurs as
conscious or un conscious conditioning that leads one toward
competence in a particular culture.
（2）Culture is transmitted from generation to generation.
（3）Culture is selective
（4）The facets of culture are interrelated.
（5）Culture is ethnocentric
（6）Culture is subject to change
History abounsds with examples of how cultures have changed
because of laws,shife in values,natureal disasters,wars,or other
calamities,
The ingredients of change:①economic change
②Technology is called an agent of
cultural change
二、The Basics of Culturel Values
1.Defination of Values
Values as one’s principles or standards,one’s judgment of what is valuable or important in life.----------Concise Oxford Dictionary
Values are a briad tendency to prefer certain states of affairs over others.------Hofstede
Values are a conception,explicit or implicit,distinctive of an individual or characteristic of a group,of the desirable which influence the selection from available models,means,and ends of action.--------Kluckhohn
2.Values from the core of culture
Geert Hofdtede states that four levels embody the total concept of culture like an onion with 4 layers:symbols,heros,rituals,and values.
（1）Symbols
Symbols are the frist ―skin of the onion‖,the outer layer,which are words,gestures,pictures,or objects that carry a particular meaning only recoginazed by those who share the culture.
（2）Heros
The second ―skin of the onion‖is heros.‖Heros‖is a term used to indicate persons,ordinary or famous,real or imagery,as long as they possess characteristic that ate highly prized and worshipped in a culture.
（3）Rituals
The third ―skin of the onion‖is rituals.Rituals are those collective activities that are considered socially essential within a culture.Example include daily routines,religious and cultural pratices,fastivals,weddings and funerals. （4）Values
Values, the innermost ―skin of the onion‖,lie at the core of culture. Values are social pernciples,goals,or standards accepted by persons in a culture.
Values are the deepest manifestations of culture and the most difficult to understand by an outsider.
3.Priorities of cultural values
（1）Universal values
Such as people wants to live happily.
（2）Cultural-specific values
They are values applied only one to particular culture.Like Filial piety and modesty are values which apply to Chinese culture.
（3）Peculiar expression or deviations of individuals within cultures Prioroties of cultural values:
20 values that are common to most international cultures,but their important varies from culture to culture:
（1）group harmony （2）competition （3）seniority （4）cooperation
（5）privacy （6）openess （7）equality （8）family （9）risk-taking （10）reputation （11）freedom （12）family security （13）relationships （14）self-reliance （15）time （16）group consensus （17）authority （18）material possrssion （19）spirituality （20）group achievement.
How to get one’s values?
（1）From one’s family
（2）From school education teachers
（3）From one’s peers（friends,schoolmates,playmates）
（4）From society at large（mass media,films,novels,TV programs,broadcasts）How to find out about people’s values?
（1）from people’s behaviors pattern
（2）from what people say about themselves
（3）from myths,tales of heros,and rituals
（4）from folk tales,proverbs,sayings
三、Hofstede-Bond’s value dimensions
1.Individualism vs Collectivism
High context and low context
high-context culture:most of information is in the physical context or is
internalized in the people who are part of the
interaction
Low-context culture:most of information is contained in the verbal message,
and very little is embedded in the context or within the
participants.
2.Power Distance
3.Uncertainty Avoidance
4.Masculinity vs Feminity
Chapter 4 Intercultural Business Writing
1.A good business letter should be formal, positive, friendly;The business letter will be the first impression that you make on your partner;The form of a business letter is more complicated than a social letter.
2.Mechanics of English Writing:
（1）Number,:
1)0—9 (use word, cannot choose number)0－9不能用数词，要用文字表达
2)10 and above (use number)10以上要用数字表示
3)however, time, date, contract number, file number, cheque number, etc.
但是时间，日期，合同号，文件号，支票号等不受到限制
4)in the beginning of a sentence, use word not number
英语句子以数字开头的，应当使用单词不是数词
5)two or above numbers in one sentence, keep same structure
如果一个句子里出现了2个以上的数词，要保持一致
6)approximate number (use word, not number)约数使用文字，不用数字
7)whole number and decimal number小数和整数位置的表达一致
（2）time:国际商务中一般采用的是24小时的计时制。
如果采用12小时的计时制的，一般要使用a.m 和p.m
（3）date:
1)日期可以是撰写商务文件的那一天,也可以是预定发出信函的那一天
2)汉语文本一般把日期写在落款的后面,英语则在正文的前面
3)年份一概用全称,不得简写.eg:2009, cannot 09,尽量不要把表示年份的
数字放到一句话的开头
4)正式信函中,月份要尽量英语,不要用数字和缩写
5)表示日期一般用基数词,除非在省掉月份时才用序数词
6)在表示连续天时,可以采用任何以下的形式
(1) The exhibition will be held 18-25 April
(2)April 18 to 25
(3) 18 to 25 of April
(4) April 10-25
(5) April 18-April 25
7)英美的差异
英国：29 May 2004 2nd March, 1996（英）
美国：May 29 2004 March 2, 1996（美）
在美式的写法中，1st, 2nd, 3rd的st, nd, rd是不使用的
8）整数时间一般采用数词来表示，后面要使用o’clock,但是在广播中使用hours;整数时间也可以用文字来表示，后面可用可不用o’clock,但
是极少使用a.m 和p.m.
（4）currency:
（5）address:地址包括信封地址和信内地址
地名应当写作一个单词，音节之间不用连字符，首字母大写（6）salutations:
1)写给相识的人:Dear Mr. White
Dear Miss Drivers
Dear Ms. Marceau
2)写给不相识的人:Dear Sir, Dear Madam
3)如果无法确定性别:Dear Sir or Madam
翻译时，注意翻译为尊敬
4)如果与收件人是一种纯粹的工作关系，可以采用
Dear Customer;Dear Members of Association
5)如果对方有职务，要采用职务来称呼
（7）complementary closes:
3.There are several acceptable styles for business letter writing.The most popular forms are full block (完全齐头式），indented block (缩进式），modified block (修正齐头式），semi-block style with indented paragraphs(混合式）.
（1）Full block style:Every line in the full block begins at the left margin, and the
open style of punctuation has been adopted.(使用开放式标
点符号—除了非用不可的标点以及缩略语中使用的句点外，
地址行末不用标点符号)
（2）indented block (缩进式):The main feature of this style is that each line of the
“inside name and address”should be indented 2
—3 spaces, and the first line of each paragraph
should be indented 3—8spaces
4.Format:
Letterhead
Reference Number
Date
Inside address
Salutation
Body
Closing
5.Parts of English business letter:
1)letter head(信头）:To identify where the letter comes from
To form one’s impression of the writer’s company.
(the writer’s company name, address, telephone number and so on)
2)Date and Reference Number:
Every letter should be dated-never send out a letter without a date.
It is unwise to abbreviate（缩略）the name of the month nor show the date in figures like 10/8/2007 or 8/10/2007 as this may cause some confusion
3)Reference number:The reference number is generally used as a useful
indication for filing, so it must be easily seen. t is often
placed two lines below the letterhead.
4)Inside Address and name: The name and address of the receiver is typed at
the left-hand margin at least two lines below the
date;It appears exactly the same way as on the
envelope, in single spacing, with the town in
capital letters.
5)Salutation:A business letter should begin with Dear;
It should be typed two lines below the address and should
match the name on the envelop and the address;
Whole name should be typed exactly on the envelop and the
address, however, the whole name should not written.
6)Subject Line:This comes two lines below the salutation;
Beginning at the left margin, or in the center depending on
the style you are using.
The subject line helps the reader to obtain quickly the gist of
the letter;
It can begin with or without “Re”or Subject
7)The body of the letter:
To begin two lines below the subject lines( at least two lines below the salutation if there is no subject line);
Single space, two spaces should be left between each paragraph;
It contains the operating sentence , the actual message of the letter, and the closing sentence
①if the letter is signed by one who can write on his own responsibility ,
only the personal name and the title required
Yours sincerely
(signature )
Harry Polter
②if it is signed by one who has authority to sign for the organization or
department,
Yours faithfully
THE ABC COMPANY
(signature)
Theresa Lee
Sales Manager
6.Seven guidelines of writing English business letters
1).clarity清晰:Simple, straight-forward words
2)conciseness简洁:To express in as few words as possible
3)correctness正确:①grammar, punctuation, spelling
②be honest about the things you say
4)concreteness具体
5)courtesy礼貌
6)consideration体谅:Y our attitude not our attitude
7)completeness完整
Chapter 6 Intercultural business etiquette and protocol
1. the importance of Appropriate etiquette and protocol
（1）to increase the quality of life in the workplace
（2）to contribute to optimum employee moral
（3）to establish the company image
（4）to play a major role in generating profit
2.Rules of etiquette are based on consideration, on common sense, recognition of the usual customs and mores of the society in which we live or work.
3.Defining Business Etiquette and Protocol
（1）Etiquette refers to manners and behavior considered acceptable in social and business situations.
（2）Protocol: customs and regulations dealing with diplomatic etiquette and courtesies expected in official dealing with persons in various cultures. 4.Difference between etiquette and protocol:
（1）Protocol is what to do in a given situation.
（2）Etiquette is how to do it and how to do it gracefully
5.Cultural difference in business etiquette and protocol
（1）initial business relationship:1) initial contact
2)naming systems
3)business card
（2）Social entertainment:1) Dining practices
2) drinking
3)seating
（3）Gift giving etiquette: 1)the value of gift giving
2)gift giving customs
（4）business dress:1)Culture-specific dress code
2)Global dress code
（5）business schedule
（6）the use of humor :1) the importance of humor
2) understanding the cultural difference in humor
3) techniques of employing humor in international
business
课本第三页1-Needs and Purposes for Communication 用P4—P6 Survival、Co-operation、Personal needs. Relationships.persuasion……回答，不要求全部都写出来，但是至少要答四到五个，理解读懂还要有对这个词的解释
P6掌握交际的概念（Definition）
P10（很重要）交际的过程（the process）
P14 交际的特征（Characteristics）里的黑体标题要看懂
P22里的最后一段中影响跨文化交际的主要三个因素
P31课后练习中的Discussion Questions的前三个问题
P41 关于文化的概念在这页的第五段
P42 文化的特点还要解释四个到五个
P46价值观的概念（definition of value）
P45（重点）values from the core of culture
P48 价值观的分类
P49 how to get one’s value？
P59（很重要）hofstede-Bond's Value Dimensions
回答这个题目时要说这个理论是谁写的，叫什么名字，理论是什么（从P60-64四个角度回答）
还要解释，还要给例子，比如P62的图表。这样才能得高分
P80课后练习第一大题的前三个问题
P222 商务礼仪的重要性从这页的第二段前四句回答
P223Defining Business Etiquette and Protocol（礼仪指的是什么。礼节指怎样做）
具体分析
P225（很重要）Cultural differences in business etiquette and protocol 文化在这两者中的不一样？会解释，举例子说明
P254课后练习第一大题的1 2 3 5
写作注意格式，格式占一半分
智慧树知到《跨文化商务沟通》章节测试答案 第一章 1、The belief that your own cultural background, including ways of analyzing problems, values, beliefs, language, and verbal and nonverbal communication, is superior. culture communication ethnocentrism sender 答案: ethnocentrism 2、The total accumulation of beliefs, customs, values, behaviors, institutions and communication patterns that are shared, learned and passed down through the generations in an identifiable group of people. intercultural communication culture business communication feedback 答案: culture 3、A process by which information is exchanged between individuals through a common system of symbols, signs, or behavior, or the exchange of thoughts, messages, or information, as by speech, signals, writing, or behavior. ethnocentrism noise communication horizontal communication 答案: noise
跨文化商务沟通期末考试的复习内容 一、单选题（10题×2分=20分） 1、__A____ i s called interracial communication。 A.The communication between African Americans and European Americans. B.The communication between two people‘ https://www.doczj.com/doc/1b10426607.html,munication we have with ourselves D.Interactions among people from different nations. 2、The nail that sticks up gets hammered down is a proverb revealing____. A. individualism B. collectivism C. self-centered D. independence 3、The colour red means prosperity(繁荣、兴旺）in___D_____ . A. American B. England C. Spain D. China 4、“Yellow dog” refers to ___C___ in England. A.someone who is happy B. Someone who is brave C. Someone who is coward（卑鄙的） D. Someone who is sad. 5、A：Thank you so much for what you have done for me and I really appreciate your kindness. B:___C_____ (If you were B, which of the following you would choose as a polite and proper answer) A. It’s my duty to do so. B. No, it’s nothing. C. It’s my pleasure. D. It’s what I Should do.
《跨文化商务沟通》课程论文规范 （2008年06月编制） 论文组成部分排列顺序 ●封面(Cover) ●正文(Main body) 标题(Title)、 副标题(Subtitle) 作者(Author) 摘要(Abstract) 关键词(Key words) 正文内容(Text) ●参考文献(References) 论文格式规范细则 纸张和打印 打印：标准A4白纸，根据论文的篇幅，单面打印。 页边距：上空2.5cm,下空2cm，左空2.5cm，右空2cm。 对齐：节标题左对齐（left alignment），正文使用两端对齐。
字体 字体（font）大小：全文一致。 英文：Times New Roman 12 pt，中文部分使用宋体小四号（即12 pt）。 标题(Title)：Times New Roman 16pt 加粗；副标题(Subtitle): Times New Roman 14pt 一级标题：Times New Roman14pt 加粗。 二级标题及以下标题：Times New Roman 12pt 加粗 表、附录中的文字以及页码的字体可根据需要调整大小，一般用Times New Roman 加粗。 段落首行：缩进5格或1个制表符（TAB）的距离。 正文行距：1.5倍。 引语段（block quotation）、参考文献著录条目：单倍行距。 页码（Pagination） 论文所有的页码标注在每一页右下角，第1页为正文第一章的第一页，10.5号字。 章节的区分： 鉴于篇幅原因，本课程论文不允许使用“章”为单位，由于文章内容需要时，通过序号用阿拉伯数字编排序号，如1，2，3加以区分等。正文二级标题（节）及二级以下标题用阿拉伯数字编排序号，如3.1、3.2.2等
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 a triangle---------Physiological needs,such as food,shelter,and sex;Just above that come the needs of safety like family ; then there are social needs for things like love and friendship ; these are followed by ego and esteem needs ,which are above us as individuals wanting self-respect,recognition,and even power;finally ,at the top of the traingle comes the most sophidticated need----------for self-actulization.this is about self-fulfillment,about finding and being oneself. （2）For developing countrys-------------10 items Survival ---------rent a flat/shelter ; try to get help Co-operation---------work with others ;social groups Personal needs（within survival） Relationships（love/belonging） Persuasion Power Social needs Information Making sense of the world Self-expression 2、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 people Classification: 1) frist classification of communication-----five tapes A ：human communication B : animal communication C : human – animal communicatiom E : machine-to – machine communication F : human –machine communication 2)the second classification of communication
跨文化商务沟通案例与分析 跨文化商务沟通案例与分析 案例一 1925美国总理福特访问日本，美国哥伦比亚广播公司（CBS）受命向美国转播福特在日的一切活动。在福特访日前两周，CBS谈判人员飞抵东京租用器材、人员、保密系统及电传问题。美方代表是一位年轻人，雄心勃勃，提出了许多过高的要求，并且直言不讳 地表述了自己的意见，而日方代表则沉默寡言，第一轮谈判结束时，双方未达成任何协议。两天后，CBS一位要员飞抵东京，他首先以个人名义就本公司年轻职员的冒犯行为 向日方表示道歉，接着就福特访日一事询问能提供哪些帮助。日方转变了态度并表示支持，双方迅速达成了协议。 分析： ? 在这个案例中可以看出，美国人坦率外露的思维方式和日本人内部思维方式相冲突。美国人反对过分拘泥于礼仪，办事干净利落，注重实际，语言表达直率，而且耐心 不足；日本人讨厌过分施加压力，比较注重资历、地位。CBS的要员充分掌握了日本人的性格及谈判风格，才促成了谈判的成功 案例二 ? 美国福特汽车公司和通用汽车公司最初来上海谈判时，正值美国政府要对中国进 行制裁，并提出美国在中国的合资公司不能提出国产化要求的时候。但福特汽车公司代 表一开始就提出合作期间可考虑50%的国产化要求，通用汽车公司接着在上海谈判时， 又主动提出国产化率可从60%开始。由于他们并未理会其政府的限制，我方代表也充满信心的与其谈判，最终达成协议。 分析： ? 美国人热情奔放，性急但信心十足、很容易接近，认为自己是谈判高手，希望对 方也是谈判高手，含糊隐晦、高深莫测的对手只会让美国人纳闷，只有同样充满信心才 能获得对方的好感。 案例三 ? 1998年11月，德国戴姆斯----奔驰公司并购美国三大汽车公司之一的克莱斯勒公司，被全球舆论界誉为“天堂里的婚姻”。戴姆勒是德国实力最强的企业，是扬名世界 的“梅塞德斯”品牌的所有者，克莱斯勒则是美国三大汽车制造商中盈利能力最强，效 率最高的公司。人们认为，这宗跨越大西洋的强强联合定会造就一个驰骋世界汽车市场，所向无敌的巨无霸。然而谁会想到，这桩“婚姻”似乎并不美满。并购后并没有实现公
重庆科技学院 跨文化交流与沟通 姓名：曹俊 班级：国贸11-03 学号：2011443913 学院：法政与经贸学院 题目：跨文化商务沟通中的文化差异
跨文化商务沟通中的文化差异 引言 随着经济全球化的不断发展，跨文化商务沟通，也就是国内企业与国外企业的交往沟通越来越频繁，越来越密切。在交往沟通过程中，由于种种文化差异的原因，经常会产生冲突，阻碍了双方的经济交往。如何在交往沟通中避免冲突，就成为了人们关心的首要问题。因此了解各国间的文化差异就显得格外的重要，否则将会引起不必要的误会，甚至可能直接影响跨文化商务沟通的实际效果。这就意味着如何化解各国不同的文化背景在国际商务交往中是非常重要的。 正文 一、主要的跨文化商务沟通的 文化差异是指不同国家、不同地区、不同民族在历史、政治、经济、传统及风俗习惯等方面的差异。在国际商务沟通中，由于参与者来自不同国家，受其政治制度、风俗习惯、宗教信仰、教育背景的影响，其文化背景存在着明显的差异。不同文化背景的人，对同一件事、同一句话、同一个动作都有着不同、甚至相反的理解，中国古代哲人的名言“性相近，习相远”，也说明了这个道理。主要的 文化差异有： (1)商务时间观：文化不同，对时间的期求和处理的规则也不同。霍尔把时间的利用方式分为单一时间利用方式和各种时间利用方式。单一性时间利用方式强调“专时专用”和“速度”，北美人、中欧人和斯堪的纳维亚人具有此类特点。多种时间利用方式强调“一时多用”，中东和拉美文化具有此类特点。在商务谈判中，美国人视时间为金钱，而阿拉伯、南美和亚洲某些商务会谈可能一连数小时都不涉及正题。因此，两个采用不同时间利用方式的经营者遇到一起时，就需 (2)商务空间观：不同群体空间开放程度不同，如美国人工作时开门表示愿意与外界沟通，而德国人工作时喜欢闭门享受安静的空间。空间占有欲不同，有的国家喜欢将所有的空间利益据为己有，而有的国家追求空间的合理规划和分工
跨文化商务沟通 Norm:are cultural ingrained principles of correct and incorrect behaviors which, if broken, carry a form of overt or covert penalty. Intercultural business communication:is relatively new term in the business world and is defined as communication within and between business that involves people form more than one culture. Subcultures:are groups of people possessing characteristic traits that set apart and distinguish them from others within a larger society or macroculture. Stereotypes: is perceptions about certain groups of people or nationalities, exist with nearly all of people which live in different cultures. Ethnocentrism:is the notion that one’s own culture is supe rior to any other. It is the idea that other cultures should be measured by the degree to which they live up to our cultural standards. Values: are social principles, goals, or standards accepted by person in a culture. Attitudes: are our likes and dislikes to certain people, objects, or situations, and they are rooted in our behavior and in our emotions. Cultural patterns:can be viewed as a system of beliefs, attitudes and values that work in combination to provide a coherent, if not always consistent, model for perceiving the world. Cultural shock: is basically a communication problem that involves the frustrations accompanying a lack of understanding of the verbal and nonverbal communication of the host culture, its customs, and its value systems. Linguistic determinism:is the assumption that a person’s view of reality stems mainly from his or her language. Nonverbal communications:refers to nonword messages such as gestures, facial expression, interpersonal distance, touch, eye contact, smell, and silence. International English:is English for businesspeople that either deal with other cultures whose native language is not English or for whom English may be a second language. Etiquette:refers to manners and behavior considered acceptable in social and business situations. Customs:are behaviors generally expected in specific situations and are long-established, socially acceptable ways of behaving in given circumstance. Negotiation:is a process in which two or more entities discuss common and conflicting interests in order to reach an agreement of mutual benefit
跨文化商务沟通案例与分析 案例一 1925美国总理福特访问日本,美国哥伦比亚广播公司(CBS)受命向美国转播福特在日得一切活动。在福特访日前两周,CBS谈判人员飞抵东京租用器材、人员、保密系统及电传问题。美方代表就是一位年轻人,雄心勃勃,提出了许多过高得要求,并且直言不讳地表述了自己得意见,而日方代表则沉默寡言,第一轮谈判结束时,双方未达成任何协议。两天精品文档,您值得期待 后,CBS一位要员飞抵东京, 她首先以个人名义就本公司年轻职员得冒犯行为向日方表示道歉,接着就福特访日一事询问能提供哪些帮助。日方转变了态度并表示支持,双方迅速达成了协议。 分析: ? 在这个案例中可以瞧出,美国人坦率外露得思维方式与日本人内部思维方式相冲突。美国人反对过分拘泥于礼仪,办事干净利落,注重实际,语言表达直率,而且耐心不足; 日本人讨厌过分施加压力,比较注重资历、地位。CBS得要员充分掌握了日本人得性格及谈判风格,才促成了谈判得成功 案例二 ? 美国福特汽车公司与通用汽车公司最初来上海谈判时,正值美国政府要对中国进行制裁,并提出美国在中国得合资公司不能提出国产化要求得时候。但福特汽车公司代表一开始就提出合作期间可考虑50%得国产化要求,通用汽车公司接着在上海谈判时,又主动提出国产化率可从60%开始。由于她们并未理会其政府得限制,我方代表也充满信心得与其谈判,最终达成协议。 分析: ? 美国人热情奔放,性急但信心十足、很容易接近,认为自己就是谈判高手, 希望对方也就是谈判高手,含糊隐晦、高深莫测得对手只会让美国人纳闷, 只有同样充满信心才能获得对方得好感。 案例三 ? 1998年11月,德国戴姆斯----奔驰公司并购美国三大汽车公司之一得克莱斯勒公司, 被全球舆论界誉为“天堂里得婚姻”。戴姆勒就是德国实力最强得企业,就是扬名世界得“梅塞德斯”品牌得所有者,克莱斯勒则就是美国三大汽车制造商中盈利能力最强, 效率最高得公司。人们认为,这宗跨越大西洋得强强联合定会造就一个驰骋世界汽车市场,所向无敌得巨无霸。然而谁会想到,这桩“婚姻”似乎并不美满。并购后并没有实现公司预期得目标。到2001年, 公司得亏损额达到20亿美元,股价也一路下滑,并且裁减员工,公司得发展一直都很艰难。 分析: ? 大西洋两岸不同文化差异得冲突就是这场婚姻危机得根本原因。戴姆斯——奔驰公司得CEO施伦普一开始没有意识到两家企业无论在组织结构、薪酬制度,还就是企业文化上都
The essential elements of communication 1. there should be at least two part s. 2. there should be a message 3. there should be a contact between the two parts 4. there should be a language that both sides share. 5. there should a place 6.time for the communication to take place. Message (信息） Source of message encode code channel/medium decoder retriever of message （信息源）编码）（密码）（渠道/媒介）（解码）（信息接受者）Attributes of communication 1. It is a born need 2. It is interactive 3. it can be either constructive or destructive to a relation 4. It cannot be white washed in case it is performed. ?I. What is culture? The definition can be in three-step hierarchy/ the structure of culture Spiritual: beliefs, core of value, ethnics, etc.; Custom/social: manners, organizations, techniques, etc,. Material: food, tools, clothing, etc. Ideological culture/ social culture/ material culture Four Aspects of Culture 1. It’s learnt, not obtained from genes. Social, family, and regional factors as input. 2. It’s shared by a group of people. Local language and culture to be shared by people in a certain group. 3. It’s symbolic. Many can be of symbols of a culture --- language (verbal or non-verbal one), architects, arts, and so on. 4. It’s adaptive. No culture is fixed except the dead. What may effect cross-cultural communication Way of observing verbal language non-verbal language ?Kickbacks回扣（而不是：踢回） ?Honey cooler讨好女人的男子（而不是：甜饮料） ?Dog-eared书页的折角（而不是：狗耳朵） ?Sea-elephant 海豹（而不是：海象walrus) ?Street walker 妓女（而不是：行人） ?Hospital trust 银行（而不是：友好的信任） ?Lover 情人（而不是：爱人） ?Rest room 厕所（而不是：休息室） ?Dollar sale 全部商品一美圆贱卖（而不是：美圆贱卖） ?Green wash 塑造环保形象（而不是：刷绿色） ?busboy 饭店里的洗碗檫桌子的杂工（而不是：公共汽车上的售票员 ?busybody≠大忙人，它相当于汉语中的“爱管闲事的人”。 ?从跨文化角度提出了出口商标翻译的三种方法，即直译法、音译法和音意合璧法?Who to whom? ?Introduce the host to the visitor/ first(groups) ?First introduce your side to the visiting side ?Then the visiting side will make an introduction of themselves
Cross-cultural Business Communication Opinion: Learning process of Business English should n ote cross-cultural communication factors for business activ ities. Through the recognition of different cultures achie ving smooth communication. Keywords: Business English; cross-cultural communicati on; cultural identity; exchange. Nowadays, the development of any country can not be i solated and closed and always communicate with other countr ies, such exchanges on the country's social progress, econo mic development, and plays a huge role in promoting. With the development of the situation of China's reform and open ing up, our people contact with the peoples of the world ar e becoming increasingly frequent. For cross-cultural commu nication research will help us to understand the culture ar ound the world, help countries to achieve real communicatio n between peoples. Cross-cultural communicative competence of mystery,it can help people anticipate and resolve commu nication problems. Therefore, cross-cultural communication, especially for English students to improve their Business English Intercultural Communication plays a vital role.
2020智慧树,知到《跨文化商务沟通》章节 测试[完整答案] 智慧树知到《跨文化商务沟通》章节测试答案 见面课：冰山之下--商业广告中的文化价值观 1、问题:Culture is like an iceberg. Only a small part of culture is visible. For instance, food, dress, paintings are all apparent to eyes. But a great part of culture is hidden under the water, such as _, , and so on. 选项： A:views B:attitudes C:architecture D:customs 答案: 【views;attitudes;customs】 2、问题:Originally Geert Hofsted developed a model that identifies four primary cultural dimensions: _, , Individualism versus Collectivism, ___. 选项： A:Power Distance B:Long- versus Short-Term Orientation C:Uncertainty Avoidance D:Masculinity versus Femininity
答案: 【Power Distance; Uncertainty Avoidance; Masculinity versus Femininity】 3、问题:Chinese consumers can be ascribed to the values of conformity and“face”. 选项： A:对 B:错 答案: 【对】 4、问题:It”s better for advertisers to realize and take note of the different cultural values and make corresponding adjustments to their advertising appeals. 选项： A:对 B:错 答案: 【对】 5、问题:The Americans have the spirit of innovation and risk-taking. They are not willing to cope with uncertainties inherent in life and can tolerate and accept new ideas and strangers. 选项： A:对
国际跨文化商务沟通 【课程目标】 了解来自不同文化背景的人士在表达交流方法的差别以及具体表现形式 掌握具体有效的跨文化交流与沟通的策略与方法 了解到如何用既具有自己特点又被其它国家文化容纳的方法进行跨文化交流 掌握如何采用具体步骤和技巧筑起与不同文化背景人群沟通的桥梁。 【内容概要】 投资融资理论及实务课程主要按照“公司生存与发展”的目标主线，按照公司目标，公司战略，公司投资、融资的体系展开讲授。课程分为公司价值与投资融资部分和公司投资融资与《公司法》案例分析及公司治理三部分。投资分产业投资、股权投资和金融资本投资三个不同投资领域，融资分为企业不同生命周期的天使、风险、私募股权融资和债权融资。 【课程大纲】 1．什么是文化？文化如何影响管理？ 什么是文化 文化的两个常用比喻 文化层次论 民族社会文化与公司文化 文化的冰山比喻 文化的正态分布 文化的维度 郝夫斯特的文化维度 强皮纳斯的文化维度 文化的态度维度（工作价值观与态度的文化差异） 文化与管理的关系 文化与企业经营战略的关系 文化对组织架构设置的影响 文化对企业制度建立和执行的影响 文化对领导和员工行为的影响 2. 文化区域与文化细节 主要国家地区风俗 主要国家的禁忌与工作中的主要文化冲突点 各国商业企业经营特点及员工心理行为习惯 主要国家地区商业伦理 3.交流沟通的形式、过程和基本要素 书面、口头及非语言沟通的特点和应用
内部与外部交流的特点和应用 信息交流的环形结构 交流沟通的基本要素 4.国际跨文化商务沟通的理念和特点 倾听 ( active listening ) 的重要性和技巧 商业沟通的价值观和道德观 ( values and ethics ) 以沟通对象及客户为中心的沟通模式 现代商务沟通先进技术的应用 5.多文化背景中的国际商务沟通 文化的特点与范畴 东西方价值观念的比较 不同的文化对于沟通风格和方式的影响 跨文化沟通的特点和技巧 6.国际商务沟通中的障碍、问题及其解决办法 不同的价值观和态度 不同的沟通习惯和风格 个人的思维和沟通方式的差异 解决沟通障碍的有效方法 7.中国经理人员进行国际沟通的有效途径和方法 了解现代商务沟通国际化、全球化的发展趋势 参加国际商务活动（如国际会议、商务考察等）的沟通技能 书面沟通的要点和技巧 口头沟通的要点和技巧
跨文化商务沟通整理 跨文化商务沟通期末考试的复习内容 一、单选题（10题X2分=20分） 1、 __A ____ is called in terracial com muni cati on 。 A.The com muni cati on betwee n Africa n America ns and Europea n America ns. B.The com muni cati on betwee n two people ‘ https://www.doczj.com/doc/1b10426607.html, muni cati on we have with ourselves D」n teracti ons among people from differe nt n ati ons. 2、The nail that sticks up gets hammered down is a proverb revealing ___ . A.in dividualism B. collectivism C. self-ce ntered D. in depe ndence 3、 The colour red means prosperity（繁荣、兴旺）in___D _____ . A. America n B. En gla nd C. Spai n D. Chi na
4、“Yellowdog” refers to C ____ in England. A.some one who is happy B. Some one who is brave C. Some one who is coward （卑鄙的） D. Some one who is sad. 5、A: Thank you so much for what you have done for me and I really appreciate your kindn ess. B: __ C ______ （If you were B, which of the following you would choose as a polite and proper answer）
《跨文化商务沟通》教学大纲 一、课程名称：跨文化商务沟通 (Cross-cultural Business Communication ) 二、课程编码： 三、学时与学分：34/2 四、考核方式：考查 五、先修课程：交际管理 六、适用学科专业：英语 七、教学目的： 《跨文化商务沟通》是一门商务沟通实践课程，旨在提高学生在不同文化背景下进行常见商务沟通的能力，即英语语言的实际运用能力。本课程主要通过对在不同文化背景下各种常见商务操作以及英语语言的应用进行分析，如在不同文化背景下如何建立商务关系、商务接待、时间观念、决策制定者、商务谈判、商务缔约、市场营销、管理人员与职员的关系，以及对不同文化背景下的国际商人等进行案例分析和讨论，在跨文化沟通理论的指导下，将英语运用于不同的商务操作中，从而提高学生的语言实际运用能力。 八、基本教学内容与学时安排： 该课程持续17周，每周2学时。具体安排如下： 第1周：Unit 1 Stereotypes Across Cultures 介绍不同文化背景下的价值观、文化模式、文化总体概括以及对文化模式的应变。 第2周：Unit 2 Making Initial Contacts Across Cultures 通过案例分析，导出在不同文化背景下怎样建立商务联系。 3--4周：Unit 3 Hospitality Across Cultures 学习怎样与来自不同文化背景的同事的交往以及怎样招待客户。 5--6周：Unit 4 Time Across Cultures 通过案例分析，了解不同文化社会的时间观以及商务安排中的公司时间与个人时间的协调关系。 7--8周：Unit 5 Decision Makers Across Cultures通过案例分析，掌握不同文化背景中谈判代表的才能以及说服能力。 9--10周: Unit 6 Negotiation Across Cultures讲述非语言表达在不同文化背景中沟通的作用，了解不同的谈判形式，掌握自己的谈判风格。 11--12周: Unit 7 Contacts Across Cultures 了解不同文化背景中的明确协议和隐含协议形式，以及怎样遵守合约。 13--14周: Unit 8 Marketing Across Cultures 了解全球化市场，以及全球分公司和国内分公司区别。 15--16周: Unit 9 Management and Employee Relations Across Cultures 通过案例分析，了解文化对决策制定和管理形式的影响，以及管理者与职员的关系。 第17周：Unit 10 The International Businessperson Across Cultures 了解不同文化背景中国际行政代表的培训，为成为国际化商人做准备。 九、教材：Larua M. English, Sarah Lynn，Business Across Cultures: Effective Communication Strategies (English for Business Success), May 1, 1995 十、主要参考书目：
跨文化商务沟通复习资料 第一章 一．文化适应的四个维度P9 Dimensions of Acculturation Integration - persons become an integral part of the new culture while maintaining their cultural integrity Separation - individuals keep their culture and stay independent of the new culture Assimilation - persons are absorbed into their new culture and withdraw from their old culture Deculturation - individuals lose their original culture and do not accept the new culture 第二章不作为考试重点 第三章 一．不同文化的人们对待女性，道德标准以及工作的态度不同P47~P56 ①Attitudes Toward Women： Influenced by cultural roots;U.S. women are supposed to have the same rights as men;Kenya women are considered subordinate to men;Gender differences in the U.S. workplace are de-emphasized - women are accepted at higher levels in government and in many companies；U.S. women have taken two-thirds of new jobs created; they are starting new businesses at twice the rate of men;In France, one-fifth of small businesses are owned by women; in Canada, the rate is one-third；The U.S. and Canada lead the world in the number of women in executive positions; Northern and Western Europe, Australia, and New Zealand also have high numbers of women managers. Percentage of Women in Top Management Positions:The Russian Federation 42%，European Union 30%,Australia 23%,United Kingdom 21%,United States 20%,Japan 7%. ②Cultural Attitudes Toward Work: Work ethic - hard work is applauded and rewarded; not working is viewed negatively. U.S. persons value work; executives work -56 hours per week. -take 14 days of vacation a year. European persons work -36 to 41 hours per week. -take 4 to 6 weeks of vacation a year. Europeans:Relaxed;Vacation during month of August;Do not work weekends or holidays (The French take longer vacations than people of any other country.) Australians:Value free time; Value short work week Japanese :Work Monday through Friday, often 18 hours a day;Work until their boss leaves ③Attitudes Toward Ethics: Ethical behavior means acting with integrity, honesty, competence, respect, fairness, trust, courage, and responsibility. Ethical standards are guidelines established to convey what is perceived to be correct