跨文化商务交际Chapter 3Unit-3外研社

InterculturalCommunication

inBusinessCommunicationbetweencultures:nonverbalcommunicationChapter32Contents1.NonverbalCommunication2.Kinesics

3.Useoftime4.SpaceanddistanceCompanyL/O/G/O31.1Definingnonverbalcommunication1.2Importanceofnonverbalcommunication1.3Functionsofnonverbalcommunication1.NonverbalCommunication41.Verbalcommunication

1.1Definingnonverbalcommunication1.2Importanceofnonverbalcommunication

1.3FunctionsofnonverbalcommunicationTheprocessbywhichnonverbalbehaviorsareused,eithersinglyorincombinationwithverbalbehaviors.Accenting;complementing,contradicting,regulating,repeating,andsubstituting.Accountsformuchofthemeaningconversations;reflectsthesubconsciousspontaneously;thenonverbaldimensionofcommunicationisalwayspresent.5010203

TwoCategories:

Bodybehaviorsbythespeakersandusesofspatialortemporalsettingbyspeakers.

Theinteractioncarriedoutbyourbodies,gestures,andtonesofvoice,everythingexcepttheactualwordsweapplyincommunication.Thesendingandreceiptofnonverbalmessagestakeplaceonasubliminallevel.Easytomisinterpretamessage.1.1Definingnonverbalcommunication671.2Significanceofnonverbalcommunication

2.NCissignificantbecauseitspontaneouslyreflectsthesubconscious.1.NCaccountsformuchofthemeaningwederivefromconversations.3.Evenifwearesilent,thenonverbaldimensionofourCisalwayspresent81.3FunctionsofNonverbalcommunicationLanguagecanbeusedtoperformmanytasks.Accenting

Nonverbalbehaviorcanpunctuatetheverbalmessage.Theaccompany-ingnonverbalbehaviorcanaddforcetotheverbalmessage.91.3FunctionsofNonverbalcommunicationLanguagecanbeusedtoperformmanytasks.2.ComplementingNonverbalbehaviorcansupport,butcouldnotreplacetheverbalmessage.Withthehelpofnonverbalcommunication,ourverbalcommunicationworksbetter.101.3FunctionsofNonverbalcommunicationLanguagecanbeusedtoperformmanytasks.3.Contradicting

Nonverbalbehaviorcanconveyameaningoppositetothatoftheverbalmessage.Ournonverbalbehaviorcouldtellthatwedidnottellthetruth.111.3FunctionsofNonverbalcommunicationLanguagecanbeusedtoperformmanytasks.4.Regulating

Itmeansthatnonverbalbehaviorcancontrolthepaceorflowofcommunication.Ournonverbalbehaviorhelpsuscontrolthesituation.121.3FunctionsofNonverbalcommunicationLanguagecanbeusedtoperformmanytasks.5.RepeatingNonverbalbehaviorcanbeusedalonetosendthesamemeaningastheverbalmessage.131.3FunctionsofNonverbalcommunicationLanguagecanbeusedtoperformmanytasks.6.SubstitutingItmeansanonverbalcuecanreplaceaverbalmessage.Insuchacase,nonverbalcommunicationismoreeffective.142.Kinesics

Kinesicsisthenon-verbalbehaviorrelatedtomovement,eitherofanypartofthebody,orthebodyasawhole.Inshortallcommunicativebodymovementsaregenerallyclassifiedaskinesics.15Kinesiccommunicationisprobablyoneofthemosttalkedabout,andmostobviousnon-verbalcommunicationform.16Unfortunately,itisalsooneofthemostconfusingareasofnon-verbalcommunicationbehaviorasthevariousmeaningscommunicatedthroughbodymovementsseemendlessacrosscultures.

17Often,bodymovementsthatareclearlyunderstandableinoneculturemakenosenseinanother.

18Yetoftenenough,frequentlyusedkinesicmovementsinoneculturemaybehighlyoffensiveinanotherculture.19Kinesicsisanimportantpartofnon-verbalcommunicationbehavior.Themovementofthebodyorpartstherefore,conveysmanyspecificmeanings,andmanyinterpretationsareculturebound.

202.3PostureItreferstoourbodypositionsasawhole.Somepeoplepaylittleattentiontotheirpostures.

2.1FacialExpressionsAtonetimeoranother,mostofushavebeenintriguedbyhowthelooksonotherpeople’sfaceshaveinfluencedourreactionstothem.

2.2Gestures

Actually,differentgesturesexpressdifferentmessagesandsomegesturesseemtobeknownbyall.1.4EyeContactAsimpleeyegesturemightbeinterpretedadiversityofmeaningacrosscultures.

2.Kinesics21

2.1Facialexpressions

Atonetimeoranother,mostofushavebeenintriguedbyhowthelooksonotherpeople’sfaceshaveinfluencedourreactionstothem.

22Thesevenemotionsuniversallyexpressionontheface:SadnessAngerSurpriseFearEnjoymentDisgustContempt2324TheChinesepointtothetipoftheirnose,andask“Me”?Butthewesternerspointtotheirchest.

Me?25Theindexfingerpressedagainstthelipsisasilentsuggestiontostoptalking,forsomeonemayoverhearus.Mostoftenusedbypeopletowarntheotherswhoarespeakingloudlyinclassorattheater.Sometimesitmeansasigntotellothersthataspecialmaniscomingorentering.Bequiet,

please!26Withonehandunderone’schin,thehandonthetableandeyeslookingsteadilyahead,heislostinthoughtforsomethingspecial.BoththewesternersandChinesesharesuchafacialexpressions.

Lostinthought27InAmerica,asmilecanbeasignofhappinessorfriendlyaffirmation.WhilethesesamemeaningsarefoundintheJapaneseculture,thesmilealsocanmaskanemotionorbeusedtoavoidansweringaquestion28Itisapparentlytruethatwhenconversingwitheachother,peopletendtolookattheirinterlocutor’sface,especiallytheinterlocutor’seyes,andignoreotherpartsofthebody.292.2Gestures

Gesticulationisanotherindispensableelementfornonverbalcommunication.Actually,differentgesturesexpressdifferentmessagesandsomegesturesseemtobeknownbyall.30Withindexfingerandthumbheldinacirclewiththeotherthreefingersextended,palmoutward,theAmericansareshowingthattheyagreeuponsomethingorsomethingisok.Also,thisisawell-understoodAmericangestureabroad.However,inafewcountriesitapparentlydenotesaparticularbodyorifice.Forsafety'ssake,steerclearoftheokaysigninGermanyandRussia.

31ThischaracteristicallyAmericangestureremainswellunderstoodinmostplacesforitsAmerican-ness.Exceptinafewplaces,thatis,whereitcouldlandyouinserioustrouble-namelyAustraliaandNigeria.Inthesecountries,itmeans,somethinglike"upyours."Donotuseit.32DespitebeinginventedbytheBrits'ownnationalhero,WinstonChurchill,theV-for-victorysignposesseveredangerofmisinterpretationintheU.K.Ifyouflashthe"V"palmoutward,everything'shunky-dory-youwillhavejustindicated"victory"orgeneralapproval.But,ifyouflashitwithyourpalmfacingyourself,itapparentlymeanssomethingakinto"upyours."33However,thesamegesturemaysenddifferentmessagestothosewhohavedifferentculturalbackgrounds.Forexample,puttingthethumbandforefingertogethertoformaringmeans“OK”formanycountriesacrosstheworld34Inmostcountriesaroundtheworld,peoplenodtoexpresstheirapprovalwhileshakingone’sheadsendsthemessageofrefusalordisapproval.However,insomecountrieslikeSriLanks,Nepal,andIndia,peopleshaketheirheadstoexpressagreement,andtheynodtheirheadstoshowtheirdisapproval.35InChinaaspeakerorperformerclappingatthesametimeaudienceapplaudsshowsappreciation,mutualpositivefeeling.36ButtoAmericansitisimmodest,applaudingoneself.

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InAmerica,pattingonheadistogivecomfort,orencouragement,ortoshowaffection,butinChina,pattingtheheadofateenageroradultwouldcausedispleasureandcanbeinsulting.38Itisabiginsulttobetouchedonheadbystrangers,orprobablythepersonwhoistouchingwouldbekilled.392.3Posture

Posturereferstoourbodypositionsasawhole.Somepeoplepaylittleattentiontotheirpostures.Andsomeevenneglectthemcompletely.Tothempostureisnexttonothingwhenbusinesscommunicationisconcerned.Unfortunately,thisshowstheirignoranceaboutthenatureofposture.40Posture

—

whatevertypeitbelongsto—

sendsdifferentmessagestootherpeople.Forexample,whenyoustandinanuprightposition,youimpressothersasbeingenergetic41Whenyouaresittingwithahandsupportingyourchin,yougiveotherstheimpressionthatyouareeitherdeepinthinkingorintheblues42Whenyouleanforwardwhilelistening,itwillstrikethespeakerthatyouareattentiveandinterestedinwhatheissaying;butifyoulookawayfromtimetotimewhilelistening,itwillbeinterpretedasbeingeitherabsent-mindedorlackinginterest;43Inawaywemaysaythatourpostureactslikea“liberalmessenger”,whoisreadytosendanymessageoutinspiteofitslikelyconsequences.44Thereasonwhypostureoftengoesunnoticedtosomanypeopleisthatitfollowsone’snaturalhabitsand,therefore,itissubconsciousinnature.452.4Eyecontact

Eyecontactisanimportantaspectofbodylanguage.Asimpleeyegesturemightbeinterpretedadiversityofmeaningacrosscultures.

46Chineseavoidlongdirecteyecontacttoshowpoliteness,orrespect,orobedience,whileNorthAmericansseeeyecontactasasignofhonestyandalackofeyecontactorshiftyeyesasasignofuntruthfulness.47Apoorcommunicator:Youfailtokeepyoureyecontactonthepersonyouaretalkingwith.48Agoodlistener:1)placeyoureyeonthepersonwhoisspeakingtoyou,whichmeansyouareshowingasincerelistening,respectandunderstanding.2)Showingrespectandbelief:Youarelookinguptothepersonwhoismakingaspeechwithrespectandbelief.3)Forself-respect:Youarejustlookingstraightatthepersonspeaking,whichshowsyouhaveastrongsenseofself-respect.49Awarninglook:staringatthemanwithsuddenopeneyestoindicateakindofwarning,youarenotfair-play.50Concealingasecret:Youaretalkingwithyourdarkglasseson.Youdon’twantyourlistenerstoseeyoureyesclearly,inotherwords,youdon’twantthemtoseeyoursecrets.Youareconcealingsomething.

51ExamplesofkineticsorbodyLanguage

1)Brisk,erectwalk—Confidence

52Standingwithhandsonhips—Readiness,aggression53Sittingwithlegscrossed,footkickingslightly---Boredom54Armscrossedonchest—Defensiveness55Walkingwithhandsinpockets,shouldershunched—Dejection56Handtocheek—Evaluation,thinking57Touching,slightlyrubbingnose—Rejection,doubt,lying58Handsclaspedbehindback---Anger,frustration,apprehension59Lockedankles---Apprehension60Headrestinginhand,eyesdowncast---Boredom61Rubbinghands---Anticipation62Sittingwithhandsclaspedbehindhead,legscrossed---Confidence,superiority63Openpalm---Sincerity,openness,innocence64Tappingordrummingfingers—Impatience65Patting/fondlinghair---Lackofself-confidence;insecurity66Lookingdown,faceturnedaway—Disbelief67Bitingnails---Insecurity,nervousness68Pullingortuggingatear—Indecision

693.Useoftime

Thevaryingattitudestowardtimeanditsutilizationheldbythevariousculturesintheworldmeansthatseriousmisunderstandingsmayariseininterculturalcommunicationunlessthoseindividualsinvolvedareawareof,andsensitiveto,anumberofbasicconsiderations70

3.1Timeingeneral

Culturesdifferwidelyintheperceptionoftime.Promptness,forexample,ishighlyvaluedbyAmericans,whobecomeinsultedwhenkeptwaitingforanappointmentoravisitor’soverduearrival.71TheJapaneseareextremelyprompt,oftentothesecond,inmeetingwithsomeoneatanappointedtime.72

Incontrast,individualsinLatinAmericaandMiddleEastareextremelyrelaxedaboutpunctuality.73AmericansandothersintheWesternworldaresaidtoliveinthepresentandthenearfutureandhenceplancarefully.74TotheHinduandBuddhistthislifeisonlyoneamongcountlesslivesyettocome,merelyonedotinanendlessseriousofdots.753.2Timecarefullyplanned

Americanslookupontimeasapresent,tangiblecommodity,somethingtobeused,somethingtobeheldaccountablefor.Theyspendit,wasteit,saveit,divideit,andarestewardsofit,justasiftheywerehandlingsometangibleobject.76Inordertousetimewell,theyschedulethedayandweekandmonthcarefully,setuptimetables,andestablishprecisepriorities.77Theypreparecarefullyforbusinessconferences,forpersonalinterviews,forgroupmeetingsofalltypes.Thistheyassumetobeanelementaryaspectofefficiency.

78Americansexpectaninvitationtoadinnerorarequestforadateorforanyothersocialeventtobeprofferedreasonablyfarinadvance.79Infact,oftenthelastminuteinvitations,nomatterhowenticing,willbeturneddownbasicallybecausetherecipientrefusestopermithimselftobe“secured”atthelastminute.80ButintheArabandAsianworld,manysimplyforgetappointmentsandarrangementsiftheyareplannedtoofarinadvance,andtheirlastminuteinvitationsaresincere,andcertainlynottobeinterpretedasinsults.813.3Punctualityandtardiness

TheAmericandividesupthedayverypreciselyandcommunicatesonlyduringcertainhours.

828384Hewithholdscommunicationduringotherhours,suchaslateatnightorearlyinthemorning,atwhichtimesonlysomeemergencywouldinitiateatelephonecall,oravisit,tosomeone.

85Butpeopleofsomeotherculturesdonotdividethedaytoorigidlyandaremoreliabletocallatanytimewithoutbeingpromptedbyanemergency.86FormanysituationsAmericanswouldconsidertardinessoffiveminutestoberelativelyseriousandimproper87Othercultureswouldconsidersuchanattitudetobearatherneuroticslaverytotime.88ManyAmericansabroadcouldavoidmuchfrustrationiftheyrealizedthatsomeoneinanotherculturewouldhavetobefifteenorevenasmuchasforty-fiveminutestardyifheweretobeconsideredaslateinhistimeframeworkasfiveminutesisinAmerican’s.89Insomeculturesitisassumedthatabusyimportantpersonshouldcomelate.Hence,comingontimewouldonlylowerhisprestige.90Americansservingabroadhavetoclarifywhetherthebeginningtimeofascheduledmeetingistobe“American”or“local”time.914.Spaceanddistance

Whentwopeoplearetalkingtoeachother,theytendtostandaspecificdistanceapart.Eachpersonhasaninvisibleboundaryaroundtheirbodyintowhichotherpeoplemaynotcome.Ifsomeonepiercesthisboundary,theywillfeeluncomfortableandmoveawaytoincreasethedistancebetweenthem.92

Personalspace

Personaldistanceorinterpersonalspaceiswhatanthropologistsandsociologistsmightdefineasthedistanceconsistentlyseparatingmembersofnon-contactspecies.93Butpeople,unlikeanimals,determinepersonaldistanceculturally,notgenetically,andsoacceptabledistancevarieswidelyfromcountrytocountry.Asisthecasewithmostofourbehavior,ouruseofspaceisdirectlylinkedtothevaluesystemofourculture.InsomeAsiancultures,forexample,studentsdonotsitclosetotheirteachersorstandneartheirbosses,theextendeddistancedemonstratesdeferenceandesteem.

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