(激励与沟通)跨文化商务沟通笔记

Theessentialelementsofcommunication1.thereshouldbeatleasttwoparts.2.thereshouldbeamessage3.thereshouldbeacontactbetweenthetwoparts 4.thereshouldbe alanguagethatbothsidesshare.5.thereshouldaplace6.timeforthecommunicationtotakeplace.Message(信息）Sourceofmessage encode code channel/medium decoderretrieverofmessage（信息源） 编码）（密码）（渠媒介） （解码） （信息接受者）Attributesofcommunication1.Itisabornneed 2.Itisinteractive 3.itcanbeeitherconstructiveordestructivetoarelationItcannotbewhitewashedincaseitisperformed.I.Whatisculture?Thedefinitioncanbeinthree-stephierarchy/thestructureofcultureSpiritual:beliefs,coreofvalue,ethnics,etc.;Custom/social:manners,organizations,techniques,etc,.Material:food,tools,clothing,etc.Ideologicalculture/socialculture/materialcultureFourAspectsofCulturelearnt,notobtainedfromgenes.Social,family,andregionalfactorsasinput.sharedbyagroupofpeople.Locallanguageandculturetobesharedbypeopleinacertaingroup.It’ssymbolic.Manycanbeofsymbolsofaculture---language(verbalornon-verbalone),architects,arts,andsoon.It’sadaptive.NocultureisfixedexcepttheWhatmayeffectcross-culturalcommunicationWayofobserving verballanguage non-verballanguageKickbacks（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（）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饭店里的洗碗檫桌子的杂工（而不是：公共汽车上的售票员busybody”。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)FirstintroduceyoursidetothevisitingsideThenthevisitingsidewillmakeanintroductionofthemselvesYoungertotheseniorfirstLowranktohighrankfirstLadyfirstIfon thesameposition,thesenioragedfirst下面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。的时候，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你好我是某某公司的谁谁，是刘总让我打电话给你的。"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。表示敬贺的意思。一个名片左下角写上。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。IndividualismvsCollectivismIndividualismstandsforapreferenceforalooselyknitsocialframeworkinsocietyinwhichindividualsaresupposedtotakecareofthemselvesandtheirimmediatefamiliesonly.Collectivismstandsforapreferenceforatightlyknitsocialframeworkinwhichindividualscanexpecttheirrelatives,clan,orother-in-group tolookafterthemexchangeforunquestioningloyalty.SocialInteractionWhentwoormorethantwopersonsaredoingsomethingtogetherinordertofulfillanaim,asocialsituationexists.Elements ofasocialsituation(atleasttwoparticipants;anaim;asetting;schemaforfulfillingtheaim;verbalornon-verbalcommunication;timeandspace)Itisheardbutitisn’ttakeninthewayitisuttered.Inasocialsituation,allparticipatingsidescanmonitorthecommunicationprocess.Theutterancemeaning/thespeaker’smeaning/thehearer’sm.Howtogivegifts:Wrappedinapaper,orinaboxorcontainerWithacardontoporinsideWithareceiptincaseitwillbereturnedbyreceiverPersonalpresentingorbydeliverycompanyMoneyinanenvelopeSocialdistanceisatermreferringtothesimilarityordissimilaritybetweenthetwocultures.Highcontextculturesemphasizethecontextinwhichacommunicationtakesplace;theypayagreatdealofattentiontoimplicit,nonverbalmessages;Lowcontextculturesplacelessemphasisonthecontextofcommunication(suchasimpliedmeaningornonverbalmessages);theyrelyonexplicitverbalmessages.PowerDistanceistheextenttowhichthemembersofasocietyacceptthatpowerininstitutionsandorganizationsisdistributedunequally.high-power-distance(orlarge/strong):–Peopleinhighpowerdistancesocietiesacceptahierarchicalorder.low-power-distance (orsmall/lesspowerdistance):–PeopleinlowpowerdistancesocietiesstriveforpowerequalizationanddemandjustificationforpowerinequalitiesAttitudesandbehaviors Largepowerdistance SmallpowerdistanceHierarchy Hierarchiesreflectthebasicinequalitypeople.

Hierarchiesareonlyconvenientwaysoforganizingactivities.RelationshipsPower

Comfortable with hierarchicalPreferequalrelationshipsAcceptdifferencesinpower DislikeanddistrustauthorityUseofpower WhoeverholdspowerisrightandWhoeverusestheirpowerwillbegood. judgedastowhethertheyuseintherightway.DependencyDecisionmakingAuthorityLeadershipInitiativeCommunication

ThelesspowerfularedependentInterdependence between onthepowerful. andmorepowerfulpersonsDecision-making tends to beDecision-making is dispersedcentralized;theleaderdecides. throughoutorganization.atalllevelsmakedecisions.LeadersdirecttheactivitiesofLeadersmotivatetheirsubordinatesbygivingspecificsubordinatestoworkinstructions. goals.Theydonotgiveasmuchspecificdirection.Onlytheleaderinitiates. Everyoneisexpectedtoinitiate.FromthetopoforganizationtoFromthetopdownandfromthethebottom lowerlevelstohigherlevelsStatus

High privileges.

people enjoyPeople disapprove of specialprivilegesandsymbolsofstatus.How to change theReplacepeopleattheorganizationElementsinfluencingrefusalsPowerdistance(managervsemployee)Uncertainty(leaveroomforfurtherthinking)Faceproblem(savingface)

Reformtheorganization.Personalrelationship(afraidofrefusingorbeingrefused,relationshipbreak-up)SpecialtimeandspacesituationsLanguageandculture.Closerelated,areflectionof.LanguagecommunicationisaffectedbydiffcGendercommunicationSex-->physical/biologicaldescriptivetermGender=sex+culture+roleinsocietyMainculture：ethnicculture/regionculture/religionculture/genderculture/agecultureMasculinitystandsforapreferenceinsocietyforachievement,heroism,assertiveness(过份自信的),competitivenessandtoughnessthathavetraditionallybeenassociatedwithmen.Femininitystandsforapreferenceformodesty,relationships,cooperation,caringforweak,andtendernessthathavetraditionallybeenlabeledasfeminine.DifferentstylespresentedandstrategiesappliesbymenandwomenintheircommunicationdifferStrategiesforbusinesswomentoapplyinmakingadealwiththeirmakecounterparts.Beawareofbusinesschallenge(itisessentialforabusinesswomantoestablish herrankauthorityearlyinarelationship)Preparerightattitude(betolerantandunderstanding)Alwaysdressandactprofessionally.NonverbalcommunicationCommunicationingeneralisprocessofsendingandreceivingmessagesthatenableshumanstoshareknowledge,attitudes,andskillsWhilewespeakwithourvocalorgans,weconversewithourwholebodies.Therangesofnon-verbalcommunicationinbusiness:kinesicsincluding:facialexpression,posture,gesture,eye-contact.businessmanners 3.spatialandtemporalarrangements.Nonverbalcommunicationhasbeendefinedascommunicationwithoutwords.Thefunctionofnon-verbalcommunicationRepeatingContradicting(否定)Substituting(代替)Complementing(补充)Accenting(调)Regulating (调)MessageVerbalmessage NonverbalmessageOralmessageWrittenmessage GestureFacialexpressionBodilymovePhonespeech letter Memo E-mail Hand BlinkEyebrowSmile Forward Strategiesofdealingwithnon-verbalcommunicationinbusinessDogoodhomework.DonottakeeverythingneitherforgrantednortooseriouslyThepartners’behaviorsandresponsecouldbeobservedtoadjustownbehaviorAskforexplanationorchancetoexplain.TypesofNonverbalCommunicationKinesics(体态语) Kinesicsisthetermusedforcommunicatingthroughvarioustypesofbodymovementsincludingfacialexpressions,gestures,posture姿态)andstance立),Paralanguage/Metacommunication（副语言）ObjectLanguage（客体语）EnvironmentalLanguage（环境语）Paralanguagecanbecalled,(paralinguisticfeatures).Paralanguageisrelatedtooralcommunication;itreferstotherate,pitchandvolumequalitiesofthevoice,whichinterruptortemporarilytaketheplaceofspeechandaffectthemeaningofamessage.CultureConflictionCultureshockmeansaconditionofconfusionandanxietyaffectingapersonwhenbeingsuddenlyexposedtoanewcultureorenvironment.Cultureconflictionreferstoinharmoniousorimpactbetweentwoculturalstrengthsorsystems.ThestemofcultureconflictonCollectivist-individualistculturalpattern.Highcontext-lowcontextculturalpatternHigh-powerdistancesandlow-powerdistancesculturalpatternMonochromictime-polychronictimeculturalpattern.REVERSECULTURESHOCKFourstagesofacculturation.Euphoria-depression-adjustment-acceptanceThedimensionsofcultureincludes:Time, past/present/futureActivity doing/being/becomingRelationships individual/ranked/mutual/Powerdistance high/lowCommunicationcontext high/lowNature controlling/harmony/yieldingFormality formal/informalCompetitiveness competitive/cooperativeConcept ofspace private/publicBehaviortolerance looseculture/tightcultureUncertaintyavoidance high/lowSel