跨文化商务沟通笔记

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Theessentialelementsofcommunication1.thereshouldbeatleasttwoparts.2・thereshouldbeamessage3・thereshouldbeacontactbetweenthetwoparts4.thereshouldbealanguagethatbothsidesshare・5・thereshouldaplace6.timeforthecommunicationtotakeplace.Message（信息）Sourceofmessageencodecodechannel/mediumdecoderretrieverofmessage（信息源）编码）（密码）（渠道/媒介）（解码）（信息接受者）Attributesofcommunication1.Itisabornneed2.Itisinteractive3.itcanbeeitherconstructiveordestructivetoarelation4.Itcannotbewhitewashedincaseitisperformed・•I.Whatisculture?Thedefinitioncanbeinthree-stephierarchy/thestructureofcultureSpiritual:beliefs,coreofvalue,ethnics,etc.;Custom/social:manners,organizations,techniques,etc,.Material:food,tools,clothing,etc.Ideologicalculture/socialculture/materialcultureFourAspectsofCulture1.It'slearnt,notobtainedfromgenes.Social,family,andregionalfactorsasinput.2.fssharedbyagroupofpeople・Locallanguageandculturetobesharedbypeopleinacertaingroup・3.It"ssymbolic.Manycanbeofsymbolsofaculture一-language（verbalornon-verbalone）,architects,arts,andsoon.4.It，sadaptive・Nocultureisfixedexceptthedead・Whatmayeffectcross-culturalcommunicationWayofobservingverballanguagenon-verballanguage•Kickbacks回扣（而不是：踢回）•Honeycooler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）•Streetwalker妓女（而不是：行人）•Hospitaltrust银行（而不是：友好的信任）•Lover情人（而不是：爱人）•Restroom厕所（而不是：休息室）•Dollarsale全部商品一美圆贱卖（而不是：美圆贱卖）•Greenwash塑造环保形象（而不是：刷绿色）・busboy饭店里的洗碗橡桌子的杂工（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•Whotowhom?•Introducethehosttothevisitor/first（groups） •Firstintroduceyoursidetothevisitingside•Thenthevisitingsidewillmakeanintroductionofthemselves•Youngertotheseniorfirst•Lowranktohighrankfirst•Ladyfirst•Ifonthesameposition,thesenioragedfirst・下而介绍一下西方的名片一些小知识，这个也许对我们将来会有帮助的。P.P:即介绍，意思是当你的合作伙伴刘总送给一张名片上左下角写着这个字样的吋候，你不用着急，这意思是让你去认识一个人。你要打电话到你要认识的那个人那边去，说：“你好我是某某公司的谁谁，是刘总让我打电话给你的P.F：如果名字左下角写着这样的字样是表示当有什么节日或有什么事时，你的朋友为了敬祝或答谢你，送你的礼物.他在礼物上留了一张名片，并在名片左下角写上P.F。表示敬贺的意思。P.R：表达谨谢。这吋当你收到地方的礼物吋，想回敬吋，也可以在礼物上放上一个名片左下角写上P.R。当对方收到礼物时，看看名片就知道是你的回敬了。N.B意为请注意。当接到这样的名片时，意为请你注意的意思。IndividualismvsCollectivism•Individualismstandsforapreferenceforalooselyknitsocialframeworkinsocietyinwhichindividualsaresupposedtotakecareofthemselvesandtheirimmediatefamiliesonly.•Collectivismstandsforapreferenceforatightlyknitsocialframeworkinwhichindividualscanexpecttheirrelatives,clan,orother-in-grouptolookaftertheminexchangeforunquestioningloyalty・SocialInteractionWhentwoormorethantwopersonsaredoingsomethingtogetherinordertofulfillanaim,asocialsituationexists.Elementsofasocialsituation(atleasttwoparticipants;anaim;asetting;schemaforfulfillingtheaim;verbalornon-verbalcommunication;timeandspace)Itisheardbutitisn'ttakeninthewayitisuttered・Inasocialsituation,allparticipatingsidescanmonitorthecommunicationprocess.Theutterancemeaning/thespeaker^smeaning/thehearer^sm・Howtogivegifts:-Wrappedinapaper,orinaboxorcontainer-Withacardontoporinside一Withareceiptincaseitwillbereturnedbyreceiver-Personalpresentingorbydeliveiycompany-MoneyinanenvelopeSocialdistanceisatermreferringtothesimilarityordissimilaritybetweenthetwocultures.•Highcontextculturesemphasizethecontextinwhichacommunicationtakesplace;theypayagreatdealofattentiontoimplicit,nonverbalmessages;•Lowcontextculturesplacelessemphasisonthecontextofcommunication(suchasimpliedmeaningornonverbalmessages);theyrelyonexplicitverbalmessages・•PowerDistanceistheextenttowhichthemembersofasocietyacceptthatpowerin institutionsandorganizationsisdistributedunequally.•high-power-distance(orlarge/strong):-Peopleinhighpowerdistancesocietiesacceptahierarchicalorder. •low-power-distance(orsmall/lesspowerdistance):PeopleinlowpowerdistancesocietiesstriveforpowerequalizationanddemandjustificationforpowerinequalitiesAttitudesandbehaviorsLargepowerdistanceSmallpowerdistanceHierarchyHierarchiesreflectthebasicinequalityofpeople.Hierarchiesareonlyconvenientwaysoforganizingactivities.RelationshipsPowerComfortablewithhierarchicalPreferequalrelationshipsrelationshipsAcceptdifferencesinpowerDislikeanddistrustauthorityUseofpowerWhoeverholdspowerisrightandWhoeverusestheirpowerwillbegood・judgedastowhethertheyuseitintherightway.DependencyDecisionmakingThelesspowerfularedependentInterdependencebetweenlessonthepowerful.andmorepowerfulpersonsDecision-makingtendstobeDecision-makingisdispersedcentralized;theleaderdecides.throughoutorganization.Peopleatalllevelsmakedecisions・AuthorityLeadershipInitiativeLeadersdirecttheactivitiesofLeadersmotivatetheirsubordinatesbygivingspecificsubordinatestoworktowardinstructions.goals.Theydonotgiveasmuchspecificdirection.Onlytheleaderinitiates・Eveiyoneisexpectedtoinitiate.CommunicationflowStatusFromthetopoforganizationtoFromthetopdownandfromthethebottomHighstatuspeopleprivileges・lowerlevelstohigherlevelsenjoyPeopledisapproveofspecialprivilegesandsymbolsofstatus.HowtochangetheReplacepeopleatthetop.Reformtheorganization.organizationElementsinfluencingrefusals•Powerdistance(managervsemployee)•Uncertainty(leaveroomforfurtherthinking)•Faceproblem(savingface)•Personalrelationship(afraidofrefusingorbeingrefused,relationshipbreak-up)•SpecialtimeandspacesituationsLanguageandculture.Closerelated,areflectionof.LanguagecommunicationisaffectedbydiffcGendercommunicationSex—>physical/biologicaldescriptivetermGender=sex+culture+roleinsociety Mainculture：ethnicculture/regionculture/religionculture/genderculture/agecultureMasculinitystandsforapreferenceinsocietyforachievement,heroism,assertiveness（过份自f言的），competitivenessandtoughnessthathavetraditionallybeenassociatedwithmen.Femininitystandsforapreferenceformodesty,relationships,cooperation,caringfortheweak,andtendernessthathavetraditionallybeenlabeledasfeminine・DifferentstylespresentedandstrategiesappliesbymenandwomenintheircommunicationdifferStrategiesforbusinesswomentoapplyinmakingadealwiththeirmakecounterparts・1.Beawareofbusinesschallenge（itisessentialforabusinesswomantoestablishherrankandauthorityearlyinarelationship）2.Preparerightattitude（betolerantandunderstanding）3.Alwaysdressandactprofessionally・NonverbalcommunicationCommunicationingeneralisprocessofsendingandreceivingmessagesthatenableshumanstoshareknowledge,attitudes,andskillsWhilewespeakwithourvocalorgans,weconversewithourwholebodies.Therangesofnon-verbalcommunicationinbusiness:1.kinesicsincluding:facialexpression,posture,gesture,eye-contact.2・businessmanners3.spatialandtemporalarrangements.Nonverbalcommunicationhasbeendefinedascommunicationwithoutwords.Thefunctionofnon-verbalcommunication■RepeatingContradicting（否定）Substituling（代替）CompIementing（补充）Accenting（强调）Regulating（调节）MessageVerbalmessageNonverbalmessageOralmessageWrittenmessageGestureFacialexpressionBodilymovePhonespeechletterMemoE-mailHandBlinkEyebrowSmileForwardBlendStrategiesofdealingwithnon-verbalcommunicationinbusinessDogoodhomework.DonottakeeverythingneitherforgrantednortooseriouslyThepartnersbehaviorsandresponsecouldbeobservedtoadjustoneownbehaviorAskforexplanationorchancetoexplain.TypesofNonverbalCommunication1.Kinesics（体态语）Kinesicsisthetermusedforcommunicatingthroughvarioustypesofbodymovementsincludingfacialexpressions,gestures,posture（姿态）andstance（立姿），2.Paralanguage/Metacommunication（副语言）3.ObjectLanguage（客体语）4.EnvironmentalLanguage（环境语）Paralanguagecanbecalled类语言或伴随语言，副语言特征或伴随语言特征（paralinguisticfeatures）・Paralanguageisrelatedtooralcommunication;itreferstotherate,pitchandvolumequalitiesofthevoice,whichinterruptortemporarilytaketheplaceofspeechandaffectthemeaningofamessage ・CultureConflictionCultureshockmeansaconditionofconfusionandanxietyaffectingapersonwhenbeingsuddenlyexposedtoanewcultureorenvironment.Cultureconflictionreferstoinharmoniousorimpactbetweentwoculturalstrengthsorsystems.ThestemofcultureconflictonCollectivist-individualistculturalpattern・Highcontext-lowcontextculturalpatternHigh-powerdistancesandlow-powerdistancesculturalpatternMonochromictime-polychronictimeculturalpattern.REVERSECULTURESHOCKFourstagesofacculturation.Euphoria-depression-adjustment-acceptance■Thedimensionsofcultureincludes:■Time,past/present/future■Activitydoing/being/becoming■Relationshipsindividual/ranked/mutual/■Powerdistancehigh/low■Communicationcontexthigh/low■Naturecontrolling/harmony/yielding■Formalityformal/informal■Competitivenesscompetitive/cooperative■Conceptofspaceprivate/public■Behaviortolerancelooseculture/tightculture■Uncertaintyavoidancehigh/low■Selfvsgroupindividualism/collectivismBusinessInteractionNotricks谈判注意needoptionstimerelationshipsinvestmentcredibilityknowledgeskills CulturalStereotypingStereotypingisakindofwayofthinkingwhichignoreshowcomplexthehumanbehavioris.Thedefinitionofperceptionperceptionistheprocessofselecting,organizin各andinterpretingsensorydatainawaythatenablesustomakesenseofourworld.ManagementCommunicatonTypesofcorporationculture学院型文化(Academyculture)俱乐部型文化(ClubCulture)棒球队型文化(Baseballteamculture)堡垒型文化(Fortressculture)Theoryofsevenframes1任何组织的有效管理都涉及到7个变量(Variables)结构(Structure)战略(strategy)制度(system)人员(staff)作风(style)技能(skill)■共同的价值观(sharedvalue)o前3种为硬管理要素，后4种为软管理要素。Cross-CulturalManagementfourapproachesHQEthnocentricapproachmulti-centricapproachlocal-centricapproachgeocentricapproachGlobalMarketingAIDAattentioninterestdesireaction(advertisingprocesspeopleusedtoconsider)ACCAawarenesscomprehensionconvictionaction4Pstheoryproductpricepurchaseprofit4CstheorycustomercostconveniencecommunicationUSPuniquesellingpointPOPPointOfPurchasing