跨文化商务交际 IBC Chapter 1-6

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跨文化商务沟通 chapter 1

Copyright © 2014 Pearson Education, Inc. 1-6 6
• Intercultural business communication – interpersonal communication within and between businesses that involve people from more than one culture • Melting pot - sociocultural assimilation of people of differing backgrounds and nationalities; implies losing ethnic differences and forming one large society (macroculture) • Diffusion - the process by which two cultures learn and adapt materials and adopt practices of each other
Copyright © 2014 Pearson Education, Inc. 1-15 15
Stereotypes of Selected Cultures (Japanese and U.S. Students)
Japanese English Irish Chinese Mexicans Russians Israelis gentlemanly, polite cold, patient, religious diligent, serious ingenious, laboring cheerful, passionate spicy-food eaters cold, dark, closed, secret, selfish religious, faithful, warlike, Jewish Americans formal, proper, polite, intelligent drinkers, jovial, hot-tempered, loud quiet, small, industrious, smart lazy, poor, loud, dirty, uneducated cold, respect authority, hard-working religious, quarrelsome, wealthy, greedy

跨文化交际Chapter 6

Lunch and Break Times
The lunch period is also different. InU.S.firms it may vary from 30 minutes to an hour, and break times are usually one 15-minute period in the morning with a second 15-minute period in the afternoon. Europeans have a 1 to 1.5-hour lunch break, 20 minute morning and afternoon breaks, and 15 minutes at the end of the workday for cleanup time.
PunctualityInvitations
Invitation Timing
1.Six to eight months before an important seminar to which out-of-town executives are invited.
2. Four to six months before an important dinner to which out-of-town guests are invited.
Know when corporate logos are appropriate.
Use simple and elegant wrapping.
Present your gift with style.
Gift ReceivingShow your appreciation when receiving a gift in person.

跨文化商务交际导论

跨文化商务交际导论跨文化商务交际导论一、概述跨文化商务交际（Cross-cultural Business Communication）是一门介于文化语言学科和商务管理学科交叉融合的新兴学科，是指在国际贸易、国际投资、国际金融、国际工程施工、国际联合研究、国际职业拓展及国际文化传播等方面，研究不同文化背景下的人在进行商务活动时的沟通交流方式。

跨文化商务交际是培养商务人员在跨文化领域内从事商务活动所必备的能力，因此也被称为“商务跨文化能力教育”。

跨文化商务交际不仅包含语言交流，还应当涵盖文化差异的认知、文化背景的熟悉以及语言交流技巧等多方面内容，在当今社会经济全球化的大背景下，跨文化商务交际技能已成为企业优秀人才的基本要求。

二、基本内容1.跨文化商务交际的基本概念：（1）概念跨文化商务交际是指企业、组织在拓展国际市场、开拓国际业务等活动中，在实施国际战略时，探索文化影响下的商业交流模式，实现交际效果的一门科学。

（2）定义跨文化商务交际是指在国际贸易、国际投资、国际金融、国际工程施工、国际联合研究、国际职业拓展及国际文化传播等方面，研究不同文化背景的人在进行商务活动时的沟通交流方式的学科。

2.跨文化商务交际的基本内容（1）文化差异文化差异是国际商务活动中，不同民族、不同团体之间具有明显不同的文化特性和价值取向的状态，是影响商务沟通的重要因素。

（2）文化背景文化背景指每一文化有其独特的文化特征，可以帮助人们理解彼此的做法和思维方式，为了有效地实施跨文化商务交际，必须有效地探索和了解不同文化的基本特点。

（3）语言交流语言交流是指双方运用不同语言在跨文化商务实践中实现有效沟通的过程，需要根据语言和文字之间的关系洞察语言的双重性、多样性以及有效表达语言信息的方式。

（4）沟通技巧沟通技巧包括言语表达技巧、语言表达技巧、文化表达技巧等，是跨文化商务活动中的重要组成部分，也是提高跨文化商务技能的关键因素。

三、结束语跨文化商务交际是一门介于文化语言学科和商务管理学科交叉融合的新兴学科，它涵盖了文化差异的认知、文化背景的熟悉以及语言交流技巧等多方面内容。

跨文化商务沟通第01章

1-17
1.11 全球化思维方式
• 智力资本
– 全球商业头脑 – 认知复杂性 – 国际视野
• 心理资本
– 对多样性的热情 – 追求冒险 – 自信
• 社会资本
– 跨文化移情 – 人际交往的影响 – 外交
1-18
1.12 跨国公司管理方向
• 民族中心主义管理
– 民族中心主义管理部门不必考虑职场中的文化差异。所有的工人将同样对待。
– 沟通是一个过程，文化就是阐述和解释沟通的结构的。沟通与人们的生活方式有关。当文化产生相互影响时，就要调整文化以保证有效沟通。进行跨文化商务沟通时，意识到各种文化符号之间的相似之处和差异是非常重要的。 – 文化主要有三个维度———语言、物理和心理。
1-4
1.2 文化
语言维度 (代码/模式) 语言的非语言的
1-11
1.7 亚文化和亚群体
• 亚文化
– 亚文化是具有能在更大的社会范围内或宏观文化中使自己有别于他人特点的人群所形成的文化。美国的宏观文化由白种人形成，占人口的64%。美国最大的亚文化群体是西班牙裔（或拉丁裔），占16%；非洲裔美国人占14%；亚洲裔占 5%；夏威夷原住民和其他的太平洋岛民占0.2%；土著美国人和阿拉斯加原住民占0.9%。
• 全球化
– 全球化就是通过社会和商业两种途径传播生活方式。
• 全球本土化
– 全球本土化指的是“全球和本土的相互渗透，会在不同地理区域导致独特的结果”。
• 增长全球化
– 增长全球化指通用的规范和惯例从一个地方向另一个地方的扩展。换句话说，它就是给一个群体强加上一种新文化。
1-3
1.2 文化
• 文化及其维度
• 多中心主义管理

跨文化商务沟通の课件总结

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 atriangle---------Physiological needs,such as food,shelter,and sex;Justabove that come the needs of safety like family ; then there are socialneeds for things like love and friendship ; these are followed by egoand esteem needs ,which are above us as individuals wantingself-respect,recognition,and even power;finally ,at the top of thetraingle comes the most sophidticated need----------forself-actulization.this is about self-fulfillment,about finding and beingoneself.（2）For developing countrys-------------10 itemsSurvival ---------rent a flat/shelter ; try to get helpCo-operation---------work with others ;social groupsPersonal needs（within survival）Relationships（love/belonging）PersuasionPowerSocial needsInformationMaking sense of the worldSelf-expression2、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 peopleClassification:1) frist classification of communication-----five tapesA ：human communicationB : animal communicationC : human – animal communicatiomE : machine-to – machine communicationF : human –machine communication2)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 placeThere 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 communicationa)components of communicationThe definition identifies eight key components of communicationwithin the framework of intentional communication:message, ,sender , receiver ,channel , noise , feedback,encoding and decoding.i.messege--------verbal and nonverbal--------carries ideas from oneperson to another.2)sender refers to the person who sends the message .While the receiveris the one who receiver the message. :in order to reduce the uncertaintyor misunderstandings,the sender should think from the receiver’s piontof view when composing the message ,Besides ,the role of sender andreceiver is always changing.3)Channel/Medium refers to the way for sending or receiving message.4)Niose refers to the disturbances along the communicationprocesses ,which may resultunintended message perceived by therecevier .such as environment5)Feedback refers to the reaction from the message receiver to themessage sender.6)Encoding refers to the reaction from the message into asignal;Decoding refers to the process of the receiver interpreting thesignal from the senger.Encoding:the process of collecting message,considered of socialhabits,culture,communications rule.Decoding :the process of collecting feedback.b) Models of communication1. The Linear Model （线性模型）What it basically says is 5Ws:Who A senderSay what Directs a MessageIn which channel Through some MediumTo whom To a receiverAnd with what effect With some effectWhat sender through what message through what channel to whatreceiver with what effectThe theory’s advantages and disadvantagesAdvantages:this is a vary popular model which has been usedby a lot of communication scholars（this is the earlest andstill most useful method）；Disadvantage:①human communication involves many morethings. e.g:power relations,rolerelations.age and sex difference,feelings②there are no feesback in this model（itdon’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 ModelContext 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。

跨文化商务交际 Chapter 1 Culture, Communication and Cross

Culture Focus Case Study 1
This part helps you have a general idea about the cultural diversity in the workplace and communication in high- context culture and low- context culture. Cases are given for your further understanding. And then you are asked to finish the tasks.
Encounter Video Watching
Watch the video “ What Is Culture ” and complete the following tasks.
Encounter Video Watching
Task 1 Work in pairs, and discuss whether the following statements are true or false based on what you’ve
Chapter 1
Learning Objectives
On completion of this chapter you are able to: 1. understand what culture is and what elements culture includes; 2. have an understanding of your own culture; 3. get to know what cross-cultural communication is.
to the understanding of the world.

跨文化商务沟通 Chapter 6

This part mainly focues on: The etiquette in business initiating process (exchanging
business card) Protocols in business workplace (telephone and e-
Moreover, the professional image requires the design to be concise and information-oriented, which means the blackand-white color is preferred.
6.2.1 Etiquette in Initiating Business Credential
While protocol is the customs and regulations dealing with diplomatic etiquette and courtesies expected in official dealings, like contacting and negotiations with persons in various cultures (Chaney & Martin, 2002).
2) Exchanging of Business Card As for exchanging business card, you should master the
appropriate time and graceful etiquette about how to do it. Firstly, when to exchange business card When someone asks for it or you are engaged in a

跨文化交际_商业礼仪及社会习俗

4) Repeat names. Greet the other party by repeating the other party's name.
5) Say good-bye when you finish your conversation.
Practice:
1) An introduction between a man a woman. ( the man, Richard Smith, the president of California University from USA, the woman, Chen Hong, the director of the Educational Bureau, PRC)
2. Handshaking and exchange business cards 2.1 The good time to shake hands 2.2 Hand-shaking codes. 2.3 How to exchange business cards 2.4 Treat the card with respect 2.5 The rules of the card game
How will you two start the conversation?
An introduction is the formal presentation of one person to another, in which people get to know each other and establish relationship each other. The first impression is very important. The proper introduction can be a good beginning for the future communication.

跨文化商务交际Chapter_6_Business_Etiquette_and_Social_Customs

3.2 Dining rules
How, when and where to put your napkin When to begin to eat How to put your arms How to use the flatware How to eat some special food at table How to add seasonings to food … …
1.1 Making introductions
As for making
introduction, there are some rules to abide by:
A man is always introduced to a woman. A young person is always introduced to an older person. A less important person is always introduced to a more important person whether a male or female.
3. Dressing and dining 3.1 Dressing rules
What you wear, your hairstyle, the polish of your shoes and even the look of your fingernails An expensive watch is usually noticed and is considered a subtle symbol of success and prosperity in just about every culture doing international business. For men, a well-fitted dark suit, usually blue, gray, or black, is appropriate for almost all formal business situations and most social occasions, including evenings out at restaurants or the theater. For women, skirts and dresses are more the norm than pants in almost every part of the world in business.

跨文化商务交际unit 1 Intercultural communication

Types of Human Communication
• Interpersonal Communication • Intrapersonal Communication (Within) • Mass Communication • Group Communication • Public Communication • Business Communication • Intra-cultural Communication • Intercultural/International Communication
she’s going to stay.
• Can you diagnose Litz’ problem? • Litz’ encoding: • Dick’s decoding:
Introduction
Cross-cultural Communication
The greatest distance between people is not _s_p_a_ce__ but _c_u_lt_u_re
When we stop communicating, we die ,not in body but in spirit.
Classroom activities
Case study Group discussion Team presentation
The aim of the course
To appreciate and evaluate different cultural systems in order to communicate successfully
cow. 4.A programmer issues commands to a computer. 5. A hen cluck to her chicks. 6. My washing machine receives commands from

跨文化商务交际教材

跨文化商务交际教材在当今全球化的商业环境下，跨文化商务交际的重要性越来越突出。

不同国家、不同文化背景的商务伙伴之间的有效沟通和理解对于成功的商业合作至关重要。

为了帮助商务人士更好地应对这一挑战，许多跨文化商务交际教材被开发出来，以提供必要的知识和技能。

跨文化商务交际教材的设计旨在帮助学习者了解不同文化间的差异，提供相关的背景知识和实用的交际技巧。

这些教材通常包括以下几个主要内容：1. 文化背景知识：跨文化商务交际教材首先会介绍不同国家和地区的文化背景，包括历史、宗教、价值观、社会习俗等。

学习者可以通过了解这些背景知识，更好地理解对方的行为和思维方式。

2. 社交礼仪和商务礼仪：教材会详细介绍不同文化间的社交礼仪和商务礼仪，包括招待、礼品交换、称谓、礼仪用语等。

学习者可以通过学习这些礼仪规范，避免因不懂规矩而造成尴尬或冲突。

3. 跨文化沟通技巧：教材会教授学习者有效的跨文化沟通技巧，包括非语言沟通、语言表达、跨文化谈判等。

学习者将学会如何倾听、观察和理解对方的意图和需求，以避免误解和沟通障碍。

4. 文化冲突管理：教材还会涉及跨文化商务交际中的文化冲突和解决方法。

学习者将学会如何识别潜在的文化冲突，以及如何通过妥协、尊重和灵活性来化解冲突，以确保合作的顺利进行。

跨文化商务交际教材通常采用多种教学方法和学习资源，以满足不同学习者的需求。

教材可能包括教师讲授的课堂教学、案例分析、角色扮演、实地考察、小组讨论等。

此外，一些教材还提供在线学习平台和互动学习工具，以便学习者能够在课堂之外进行自主学习和练习。

跨文化商务交际教材的价值不仅在于提供相关的知识和技能，还在于培养学习者的跨文化意识和文化敏感性。

通过学习这些教材，商务人士能够更好地适应和应对不同文化间的差异，建立起信任和互相尊重的商务关系，从而实现成功的商业合作。

综上所述，跨文化商务交际教材在现代商业环境中具有重要的意义。

通过学习这些教材，商务人士能够增强自己的跨文化能力，提高跨国商务合作的成功率。

跨文化商务交际教材

跨文化商务交际教材跨文化商务交际是指在不同文化背景下，通过有效的沟通手段进行商业交流的过程。

这种交流可能是不同国家之间的商务活动，也可能是同一国家内不同文化背景的个人或组织之间的交流。

在全球化日益加速的今天，跨文化商务交际变得越来越重要。

由于不同文化背景下的价值观、商务习惯、法律法规等方面存在差异，如果不进行有效的跨文化商务交际，可能会导致误解、冲突甚至商业失败。

跨文化商务交际的核心是文化差异的管理。

这需要了解和尊重不同文化背景下的商务习惯、价值观和行为方式，通过有效的沟通手段来减少误解和冲突，实现商业目标。

在跨文化商务交际中，语言沟通和文化敏感性是非常重要的因素。

同时，还需要了解不同国家的法律法规、市场环境、消费者需求等方面的信息，以便更好地适应和开展商业活动。

此外，在跨文化商务交际中，还需要注意以下几个方面：建立信任关系：在跨文化交流中，建立信任关系非常重要。

这需要遵守商业道德和法律法规，同时通过诚实、透明的沟通建立互信关系。

了解文化差异：了解和尊重不同文化背景下的价值观、商务习惯和行为方式，可以帮助避免误解和冲突。

使用合适的语言：语言是跨文化商务交际中的重要工具。

使用合适的语言可以减少沟通障碍，提高沟通效率。

灵活应对：在跨文化商务交际中，可能会遇到各种不可预见的情况。

灵活应对可以帮助避免尴尬或冲突。

持续学习和适应：跨文化商务交际是一个持续学习和适应的过程。

通过不断学习和改进，可以提高跨文化商务交际的能力和效果。

教材是教学活动中所使用的资料，是教师传授知识的工具，是学生获取知识的源泉。

它包括教科书、讲义、参考书等。

教材是经过专家学者反复推敲、实践检验后才编写的，具有科学性、系统性和实践性等特点。

通过教材，学生可以系统地学习各种基础知识和基本技能，提高自己的综合素质和能力。

教材的编写和使用都应当遵循一定的原则。

首先，教材要符合国家的教育方针和教育规律，能够全面地提高学生的素质和能力。

其次，教材要注重实践性和实用性，能够帮助学生解决实际问题。

跨文化商务交际IBCChapter6

Chapter 6 Intercultural Business Etiquette and Protocol Ⅰ.The Importance of Appropriate Etiquette and ProtocolII. Defining Business Etiquette and Protocol" Nan Leaptrotte: Protocol is what to do in a given situation. Etiquette is how to do it gracefully . III. Cultural Differences in Business Etiquette and Protocol 1. Initial Business RelationshipHow to make a positive first impression?Manner of dress Professional appearance The color of your dress or tie Your body language Handshake, Posture The amount of eye-contact on introduction Where you put your hands How you accept and present your business card and the actual content of the card 1) Naming systemsFirst or given names are used almost immediately by people from the U.S. and U.K. More More formal formal formal in in in many many many other other other cultures: cultures: cultures: titles titles titles are are are used used used to to to indicate indicate indicate their their their profession profession profession or or educational level in Germany, Italy and China. 2) Appointment makingThe The ways ways ways varies: varies: varies: a a a phone phone phone call, call, call, writing writing writing a a a formal formal formal letter letter letter of of of request, request, request, the the the use use use of of of a a “go “go-bet -bet -between” or emissary ween” or emissary3) Business card etiquette quality of excellence manner detail company image and reputation employment success negotiation quality of life profit career etiquette & protocol In In U.S. U.S. U.S. business business business people people people do do do not not not always always always exchange exchange exchange cards cards cards unless unless unless there there there is is is a a a reason reason reason to to contact the person later. But But in in in most most most cultures, cultures, cultures, the the the Middle Middle Middle east, east, east, Asia, Asia, Asia, the the the Pacific, Pacific, Pacific, it it it is is is a a a meaningful meaningful meaningful ritual ritual ritual to to exchange cards as a norm. 2. Social Entertainment 1) Dinning practices （differ as to what to eat, how to eat, when to eat, where to eat, reflecting different culture’s underlying values ）. 2) Drinking Protocol In some cultures, alcohol helps to break down the strict social barrier between classes and allows for a hint of informality to creep in. Muslims — No alcohol American — V ery little In many Asian countries — a lot Russia — best known drinking culture (a measure of manhood) 2. Social Entertainment 5) Tipping Tipping cultures: America, European countries Non-tipping cultures: Australia, New Zealand, Japan, and China (in the past) 3.Gift-giving Etiquette Where gift-giving matters: Japan (highly important), Middle East(Important but not fatal), Latin America and Central and Eastern Europe (more as a courtesy), Australia, Canada, US, Uk, Northern and Southern European countries (not important in Business). 6. The Use of Humor (including wits, sarcasm, nonsense, irony, etc.) 6.1 The importance of humor in IBC: 1)Humor is used to cope with stress, build relationships, break the ice in negotiations, lift morale and so on. 2)Humor 2)Humor helps helps helps us us us more more more effective effective effective in in in the the the way way way we we we communicate communicate communicate both both both verbally verbally verbally and and and in in written form. 6.2 Understanding the cultural differences in humor 1)The rules of humor are basically culturally determined. Sometimes humor does not translate. E.g. In U.S and U.K, humor is included in business negotiations and presentations. In Germany, Japan and China, humor finds no place for business negotiations. 2) Each Each country country country has has has its its its own own own brand brand brand of of of national national national humor humor humor to to to tickle tickle tickle the the the collective collective collective funny funny bone. 3) There is a high risk of embarrassment by introducing humor into business or even social occasions. 6.3 Techniques for employing humor in international business Proper Proper etiquette etiquette etiquette and and and protocol protocol protocol means means means maintaining maintaining maintaining your your your own own own values values values while while while respecting respecting those of others. It does not mean slavishly following the rituals and practices of others to please your host.。

跨文化商务交际 IBC Chapter 1-6

Chapter 1Ⅰ Basics of Human Communication1. Could you list some needs and purposes for Communication?➢Survival➢Co-operation➢Personal needs➢Relationship➢Persuasion➢Power➢Social needs➢Information➢Making sense of the world➢Self-expression2. How do you define COMMUNICATION?"Communication occurs whenever meaning is attributed to behavior or the residue of behavior."——Samovar and PorterAttribution: means that we draw upon our past experiences and give meaning to the behavior that we observe.Residue: refers to those things that remain as a record of our actions.3.What are the two major models of communication to illustrate the process?3.1 The Linear Model by Aristotle : more applicable to public speaking3.2 The Contextualized Model : with the dimension of a situationⅡ. Business Communication1. Would you illustrate the structures of business communication?2. Three types of internal communicationDownward communication, horizontal communication, upward communicationⅢ. Intercultural Communication1.What is intercultural business communication?It is the communication among individuals or groups from different culturalbackgrounds in a business environment.2. What are the fields related to the multi-disciplinary approachto the study of IC?Anthropology; sociology; psychology; education; linguisticsIV. Learning Intercultural Business Communication1. What are the potential problems that might arise in IBC?a. Avoidance of the unfamiliar (Birds of a feather flock together.)b. Uncertainty of reduction (Reduce the uncertainty in every meeting withstrangers from different cultures.)c. Withdrawal (Withdrawal from the communication event)d. Stereotyping (Mentally organize your experiences and guides your behaviortoward a particular group og people.)e. Prejudice (Rigid and irrational generalization about a group)f. Racism (Superior because of color of skin.)g. Misuse of power (Handle the power incorrectly to control people or things))h. Cultural shock (Anxiety from losing all familiar signs.)i. Ethnocentrism (Your own culture is correct.)2. What is appropriateness and what is effectiveness?a. Appropriateness means that the valued rules, norms, and expectancy of the relationship are not violated significantly.b. Effectiveness is the accomplishment of valued goals or rewards to costs and alternatives.3. What are the 3 requirements to make communication both appropriate and effective?a. Knowledgeb. Motivationc. Skilled actionsChapter 2 Understanding Cultures and Their ValuesⅠ. The Nature of CultureDefinitions of Cultures P43Dictionary: "the arts and other manifestations of human intellectual achievement regarded collectively".Ⅱ.The basics of cultural valuesDefinition of Value"Values are matters of preference".Three types of values P48Universal valuesCultural-specific valuesPeculiar expression or deviations of individuals within culturesIII. Understanding Cultural Patterns1.Five basic values that appear on Kluckholn and Strodtbeck's chart for eachorientation: P52-551）Human nature ：good, evil, a mixture of good and evil2）Relationship to nature ：subjugation to nature, harmony with nature, mastery overnature3）Sense of time：past, present, future4）Activity ：being-oriented, being-and-becoming, doing-oriented5）Social relationship ：hierarchy, group, individual2. The GLOBE Study:P60-619 dimensions of cultural variation：1）Institutional collectivism2）In-group collectivism3）Power distance4）Uncertainty avoidance5）Gender egalitarianism6）Assertiveness7）Humane orientation8）Future orientation9）Performance orientationPower distance: Refers to attitudes toward differences in authority.High power distance cultures: power is distributed unequally; some members have greater resources and influence; status and rank are clear-cut; employees have a great deal of respect for those in high positions. Decisions and activities focus around personal face-to-face relationships, often around a central person who has authority.Low power distance cultures: Power is not emphasized; employees aremore comfortable approaching and even challenging their superiors.Task-centered. Decisions and activities focus around what needs to be done. Division of responsibilities.3. Hall's High-and Low-context Orientation p61-63Hall distinguishes among cultures on the basis of the role of context in communication.Definition:P61(1)High-context culture: most of the information is in the physical context or is internalized in the people who are a part of the interaction.(2)Low-context: most of the information is contained in the verbal message, and very little is embedded in the context or within the participants.Contrasing High-context and Low-context cultures:P62From high-context to low-context:Chinese,Korean,Japanese,Arab,Greek,Spanish,Italian,English,North American, Swiss, GermanEstablish social trust firstHigh-context Value personal relations and goodwillAgreement by relations and goodwillNegotiation slowGet down to business firstLow-context Value experience and performanceAgreement by specific, legalistic contrastNegotiation as efficient as possibleFour major differences in how high-context and low-context cultures affect the settings:P63(1) Verbal messages are extremely important in low-context cultures.(2) Low-context people who rely primarily on verbal messages for information are perceived as less attarctive and less credible by people in high-context cultures.(3) People in high-context cultures are more adapt at reading nonverbal behavior and the environment.(4) People in high-context cultures have an expectation that others are also able to understand the unarticulated communication; hence, they do not speak as much. Comparison between Low Context and High Context P63Questions:Compare high-power distance with low-power distance cultures and give a list of some major differences between Chinese and Western cultures.Chapter 3 Comprehending Verbal CommunicationI. The Basics of LanguageDefinition of Language"A language is a symbolic code of communication consisting of a set of sounds (phonetics) with understood meanings and a set of rules (grammar) for constructing messages."The way language works:Linguistics — is just one of the many ways to think about language. It divides up the study of language into 4 parts: Semantics——is the study of meaningSyntactics——is the study of structure or grammar of a languagePragmatics——is the study of how meaning is constructed in relation to receivers, how language is actually used in a context in language communitiesPhonetics——is the study of the sound system of languageThe Relationship Between Language and culture1)The influence of culture on language1. Language as a reflection of the environmentIn Chinese, only one word for 骆驼.In Arabic, over 400 words for a variety of 骆驼.Eskimos use different words for "snow".The Chinese and Japanese have a variety of words for "rice" and "tea".Connotational meanings varies due to different geographical environment:English word "zephyr" connotates the same meaning as "东风" in Chinese.2. Language as a reflection of valueIn Chinese, there is an elaborate system of kinship terms.In Japan (high power distance culture), titles are always used.Navajos do not have a word for "late" because they don't have a sense of time.II. Meanings of WordsDenotational meanings —Dictionary definitionConnotational meanings —Extended meanings or associated meaningsIII. Speech Acts and Politeness Across Cultures1. Pragmatic Rules and PolitenessPragmatic transfer —Use of rules of speaking across speech community.Pragmatic failure usually results in more serious problems than grammatical errors. (Thomas, P. 90)Face and politeness"Face" is "the kernel element in folk notion of politeness" (Brown &Levinson).Definition of "face" ——an individual's self-esteemPositive face: the desire to be approved ofNegative face: the desire to be unimpeded in one's actionsNearly all speech acts are face-threatening acts; they infringe on the hearer's face wants.2. Positive face and negative faceBrown characterized positive face by desires to be liked, admired, ratified, and related to positively, noting that one would threaten positive face by ignoring someone. At the same time, she characterized negative face by the desire not to be imposed upon, noting that negative face could be impinged upon by imposing on someone.Positive Face refers to one's self-esteem, while negative face refers to one's freedom to act.The two aspects of face are the basic wants in any social interaction, and so during any social interaction, cooperation is needed among the participants to maintain each other's faces.3. Cooperative Principle with four maxims (by Grice)Quantity maxim: give the right amount of information（足量）.Quality maxim: make your contribution one that is true （真实）.Relation maxim: be relevant（相关）.Manner maxim: be perspicuous （明晰）.4. Politeness principle with six maxims (by G. Leech)Tact maximGenerosity maximApprobation maximModesty maximAgreement maximSympathy maximLeech's politeness principles apply to most societies, but some of them are not suitable to the Chinese culture.5. Four notions underlying the Chinese conception of 礼貌：respectfulness —self's positive appreciation or admiration of other concerning the latter's face, social status, etc. modesty —self-denigration (自贬)attitudinal warmth —self-demonstration of kindness, consideration, and hospitality to otherrefinement —self's behavior to other which meets certain standards6. Face and 面子or 脸——Different concept of "face" and "politeness"The different concepts of politeness lies in the fact that Chinese politeness is to know how to attend to each other's 面子and to enact speech acts appropriate to and worthy of such an image while the western politeness is to meet the desire to be approved of and the desire to be free from impediment.7. Comparing Chinese and English Speech Acts1) Address:order of surname plus given name in Chineseextended use of kinship terms in ChineseMost occupational titles can be used as address terms in Chinese, but their English equivalents are not necessarily used in the same manner.2) Greeting and leave-takingGreetings：Giving regards to others directly:Commenting on sth. as a means of greeting each other:Using address forms as greetings:Using non-verbal forms as greeting:Leave-taking:English: a couple of minutes' talk in preparation for leaving."Well, it's been lovely to see you again, but I must be going. I hope we'll be able to get together again before long."(In typical western contexts the guests would usually find reasons to leave related to themselves rather than to their hosts)Chinese: often stand up suddenly and say "I'm leaving now"."I'm sorry to have wasted your time." "You must be very tired."English: A smile and a gesture of farewell would be enough.Chinese: “请留步”，“慢走”，“我送送你”，“请回”，“别送了”3) Invitation and responseIn both Chinese and English, invitations may be unambiguous or ambiguousUnambiguous invitation — between intimates, giving time, place, or activity and a request for a response Ambiguous — between non-intimates, with a lead or pseudo-lead, depending on whether it leads to a successful social environment .Chinese notion of attitudinal warmth and refinement underpin Generosity and Tact Maxims.4) Compliment and responseTo one who is offering a compliment, nothing would be more embarrassing than the rejection of his compliment. It is here that intercultural misunderstanding is likely to occur.EnglishA: This is really a nice sweater.B: I'm glad you like it.A: You did a good job.B: Thank you/Thanks.Agreement maxim is followed here by using “ thanks”.ChineseA: Your sweater is very good.B: I bought it for only five yuan.A: You did the job very well.B: That's the result of joint efforts/there is still much room for improvement.Modesty maxim is followed here by using compliment rejection and disagreement.5) Apologies and responseBut people in different cultures have different ways of expressing apologies. What demands an apology in one culture may not be taken as offensive in another. The Chinese are less frequent and more flexible in making apologies.China:A. occurs between people of unequal social status.It can be used to express gratitude: 给您添麻烦了，让您破费了。

跨文化沟通技巧重点总结

跨文化重点总结Chapter1P4MNC: A firm having operations in more than one country, international sales, and a nationality mix among managers and owners.P17Global Economic Systems1.Market EconomyA market economy exists when private enterprise reserves theright to own property and monitor the production and distribution of goods and services while the state simply supports competition and efficient practices.mand EconomyA commend economy is comparable to a monopoly in the sensethat the organization in this case the government, has explicit control over the price and the supply of a good or service.3.A mixed economy is a combination of a market and a commandeconomy.(While some sectors of this system reflect private ownership and the freedom and flexibility of the law of demand , other sectors are subject to government planning.)Chapter2P36International jurisdiction: a jurisdictional principle of international law which holds that every country has jurisdiction over its citizen no matter where they are located.Doctrine of Comity: a jurisdictional principle of international law which holds that there must be mutual respect for the laws, institutions, and governments of other countries in the matter of jurisdiction over their own citizens.Chapter3P55Ethics: the study of morality and standards of conducts.P58Figure 3-1P62CSR: corporate social responsibility. The actions of a firm to benefit society beyond the requirements of the law and the direct interests of the firm.NGOs: nongovernmental organizations. Private, not-for profit organizations that seek to serve society’s interests by focusing on social, political, and economic issues such as poverty, social justice, education, health, and the environment.P64Table 3-1: Principles of the Global CompactChapter4P100Culture: acquired knowledge that people use to interpret experience and generate social behavior. This acknowledge forms values creates attitudes, and influence behavior.The six features of culture1.Learned. Culture is not inherited or biologically based; it isacquired by learning and experience.2.Shared. People as members of a group, organization, or societyshare culture; it is not specific to single individuals.3.Transgenerational. Culture is cumulative, passed down from onegeneration to the next.4.Symbolic. Culture is based on the human capacity to symbolizeor use one thing to represent another.5.Patterned. Culture has structure and is integrated; a change in onepart will bring changes in another.6.Adaptive. Culture is based on human capacity to change or adapt,as opposed to the more genetically driven adaptive process of animals.P101Table4-1 Priorities of Culture Values: United States, Japan, and Arab CountriesUnited States Japan Arab Countries1.Freedom 1. Belonging 1.Family security2.Independence 2. Group harmony 2.Family Harmony3.Self-reliance 3. Collectiveness 3.Parental guidance4.Equality 4. Age/Seniority 4.Age5.Individualism 5. Group consensus 5.Authoritypetition 6. Cooperation promise7.Efficiency 7. Quality 7.Devotion8.Time 8. Patience 8.patience9.Directness 9. Indirectness 9.Indirectness10.Openness 10. Go-between 10.HospitalityP1028 specific examples1.Centralized vs. decentralized2.Safety vs. risk3.Individual vs. group rewardsrmal vs. formal procedures5.High vs. low organizational loyalty6.Cooperation vs. competition7.Short-term vs. long-term horizons8.Stability vs. innovationP105Values: basic convictions that people have recording what is right or wrong, good or bad, important and unimportant.P108Hofstede’s Culture DimensionsBackground: for one company——IBM1.Power distanceThe extent to which less powerful members of institutions and organizations accept that power is distributed unequally.2.Uncertainty AvoidanceThe extent to which people feel threatened by ambiguous situations and have created beliefs and institutions that try toavoid these.3.Individualism & CollectivismIndividualism: the tendency of people to look after themselves and their immediate family only.Collectivism: the tendency of people to belong to groups or collectives and to look after each other in exchange for loyalty.4.Masculinity & FemininityMasculinity: a cultural characteristic in which the dominant values in society are success, money, and things.Femininity: a cultural characteristic in which the dominant values in society are caring for others and the quality of life.P114Trompenaars’s Cultural DimensionsBackground: 15000 managers from 28 countries1.Universalism vs. ParticularismUniversalism: the belief that ideas and practices can be applied everywhere in the world without modification.Particularism: the belief that circumstances dictate how ideas and practices should be applied and that something cannot be done the same everywhere.2.Individualism vs. CommunitarianismCommunitarianism: refers to people regarding themselvesas part of a group.3.Neutral vs. EmotionalNeutral culture: a culture in which emotions are held incheck.Emotional culture: a culture in which emotions areexpressed openly and naturally.4.Specific vs. DiffuseSpecific culture: a culture in which individuals have a largepublic space they readily share with others and a smallprivate space they guard closely and share with only closefriends and associates.Diffuse culture: a culture in which public space and privatespace are similar in size and individuals guard their publicspace carefully, because entry into public space affordsentry into private space as well.5.Achievement vs. AscriptionAchievement culture: a culture in which people areaccorded status based on how well they perform theirfunctions.Ascription culture: a culture in which status is attributedbased on who or what a person is.P116Figure 4-8Trompenaars’s Relationship Orientations on Cultural Dimensions 1.Universalism ParticularismUSA, Aus, Ger/Swi, Swe, UK, NL, Czh, Ita, Bel, Brz, Fra, Jap/Sin, Arg, Mex, Tha, HK, Chi, Ido, CIS, Ven2.IndividualismCommunitarianismUSA, Czh, Arg/CIS/Mex, UK, Swe/Aus, Spa/NL, Brz, Swi, Bel, Ven, HK, Ita, Ger, Chi, Fra, Ido, Jpn, Tha, Sin3.Neutral EmotionalJpn, UK, Sin, Aus, Ido, HK, Tha, Bel/Ger, Swe/Arg/USA, Czh/Fra, Spa, Ita/Ven, CIS, Brz, Chi, Swi, NL, Mex4.Specific DiffuseAus, UK, USA/Swi, Fra, NL, Bel, Brz, Czh, Ita/Ger, Arg/Jpn/Mex, Ido, CIS, Tha, HK/Sin/Swe, Spa, Chi, Ven5.Achievement AscriptionAus, USA, Swi/UK, Swe/Mex, Ger, Arg, Tha, Bel, Fra, Ita/Brz, NL/HK, Spa, Jpn, Czh, Sin, CIS, Chi, Ido, VenP119Time: Sequential SynchronousSequential: approaches are prevalent, people tend to do only one activity at a time, keep appointments strictly, and show a strong preference for following plans as they are laid out and not deviatingfrom them.Synchronous: approaches are common, people tend to do more than one activity at a time, appointments are approximate and may be changed at a moment’s notice, and schedules generally are subordinate to relationship.P122GLOBAL: a multicountry study and evaluation of cultural attributes and leadership behaviors among more than 17000 managers from 951 organizations in 62 countries.P123GLOBAL 9 dimensions1.Uncertaintyavoidance2.Power distance3.Collectivism I: 社会集体主义4.Collectivism II: 组内集体主义5.Gender egalitarianism6.Assertiveness7.Future orientation8.Performance orientation9.Humane orientationChapter 5P1344 predispositions1.Ethnocentric predisposition: a nationalistic philosophy ofmanagement whereby the values and interests of the parent company guide strategic decisions2.Polycentric predisposition: a philosophy of management wherebystrategic decisions are tailored to suit the cultures of the countries where the MNC operates.3.Regiocentricpredisposition: a philosophy of managementwhereby the firm tries to blend its own interests with those of its subsidiaries on a regional basis.4.Geocentric predisposition: a philosophy of management wherebythe company tries to integrate a global systems approach to decision making.Globalization imperative: a belief that one worldwide approach to doing business is the key to both efficiency and effectiveness.P1381.Parochialism: the tendency to view the world through one’s owneyes and perspectives.2.Simplification: the process of exhibiting the same orientationtoward different cultural groups.P141HAIRL:Helicopter: the capacity to take a broad view from above; Analysis: the ability to evaluate situations logically and completely; Imagination: the ability to be creative and think outside the box; Reality: the ability to use information realistically;Leadership: the ability to effectively galvanize and inspire personnel.Chapter 6P161Organizational culture: shared values and beliefs that enable members to understand their roles in and the norms of the organization.1.Observed behavioral regularities, as typified by commonlanguage, terminology, and rituals.员工行为规范2.Norms.3.Dominant values.4.Philosophy.5.Rules.anizational climate.P164Table 6-1: Dimensions of Corporate CultureMotivationRelationshipIdentifyCommunicationControlConductP167EquityFulfillment-oriented Project-orientedCulture CulturePerson INCUBATOR GUIDED MISSLE Task Emphasis FAMILY EIFFEL TOWER EmphasisPower-oriented Role-oriented Culture CultureHierarchyFamily culture: a culture that is characterized by a strong emphasis on hierarchy and orientation to the person.Effiel Tower culture: a culture that is characterized by strong emphasis on hierarchy orientation to the task.Guided missile culture: a culture that is characterized by strong emphasis on equality in the workplace and orientation to the task. Incubator culture: a culture that is characterized by strong emphasis on equality in the workplace and orientation to the person.P174Figure 6-4: locations of international Cross-Culture Interaction1.Domestic firms 无2.International firms 出口3.Multinational firms 外商直接投资4.Global firms 全球化图下面那一段话~P175Group multiculturalism1.Homogeneous groups2.Taken groups3.Bicultural groups4.Multicultural groups缺点：1.Overall, diversity may cause a lack of cohesion that results in theunit’s inability to take concert action, be productive, and a work environment that is conductive to both efficiency and effectiveness.2.Another potential problem may be perceptual.3.Still another potential problem with diversity groups ismiscommunication or inaccurate communication which can occur for a number of reasons.4.Another contribution to miscommunication may be the way inwhich situations are interpreted.5.Diversity also may lead to communication problems because ofdifferent perceptions of time.优点1.While there are some potential problems to overcome when usingculturally diverse groups in today’s MNCs, there are also very many benefits to be gained. In particular, there is growing evidence that culturally diverse groups can enhance creativity, lead to better decisions, and result in more effective and productive performance.2.One main benefit of diversity is the generation of more and betterideas. Because group members come from a variety of cultures, they often are able to create a greater number of unique(and thuscreative) solutions and recommendations.3.A second major benefit is that culturally diverse groups canprevent groupthink, which is caused by social conformity and pressures on individual members of a group to conform and reach consensus.4.Diversity in the workplace enhances more than the internaloperations but relationships to customers as well. Groupthink: consensus reached because of social conformity and pressures on individual members of a group to conform to group norms.P178Figure 6-5: Group Effectiveness and CultureHighly Average Highly Ineffectiveness effectiveness effectivenessChapter 7P187Context: information that surrounds a communication and helps convey the message.In high-context societies, such as Japan and many Arab countries, messages are often highly coded and implicit.In low-context societies, such as the United States and Canada, message is explicit and the speaker says precisely what he or she means.In high-context cultures, messages are implicit and indirect. One reason is that those who are communicating—family, friends, co-workers, client——tend to have both close personal relationships and large information networks.In low-context cultures, people often meet only to accomplish objectives. They do not know each other very well, they tend to be direct and focused in their communication.By finding out what types of questions are typically asked when someone is contacted and told to attend a meeting.High-context/implicit Japanese Communication Arabs Culture Latin AmericansItaliansEnglishFrenchNorth AmericansScandinaviansGermans Low-context/implicitSwiss Germans CommunicationCultureP189Elaborate to Succinct SuccessIn high-context societies, the elaborate style is often very common. The exacting style is more common in nations such as England, Germany, and Sweden.The exacting style is most common in Asia.The exacting style is more common in low-context, low-uncertainty-avoidance cultures.P201Nonverbal communication: the transfer of meaning through meanssuch as body language and the use of physical space.1.Kinesicsa.Oculesicsb.Posturec.Gestures——haptics2.Proxemicsa.Intimate distance: distance between people that is used forvery confidential communicationb.Personal distance: in communicating, the physical distanceused for talking with family or close friends.c.Social distance: in communicating, the distance used to handlemost business transactions.d.Public distance: in communicating, the distance used whencalling across the room or giving a talk to a group.3.Chronemicsa.Monochromic time scheduleb.Polychromic time schedule4.ChromaticsP203Figure 7-3: Personal Space Categories for Those in the United States1.Intimate distance: 18’’2.Personal distance: 18’’ to 4’3.Social distance: 4’ to 8’4.Public distance: 8’ to 10’P204Achieving Communication Effectiveness1.Improve Feedback Systems2.Provide Language Training3.Provide Culture Training4.Increase Flexibility and Cooperation自己总结下细点~P207Managing Cross-Culture NegotiationsNegotiation: bargaining with one or more parties for the purpose of arriving at a solution acceptable to all.1.Distributive negotiations: bargaining that occurs when two partieswith opposing goals compete over a set value.2.Integrative negotiation: bargaining that involves cooperationbetween two groups to integrate interests, create values, and invest in the agreement.P208The negotiation process1.Planning2.Interpersonal Relationship Building3.Exchanging Task-Related Information4.Persuasion5.Agreement自己总结下细点~学委们记得的几个重点：Hofstede文化维度Tropminarrs文化维度文化的定义的六个特点的意思（国际管辖权）(P174 Figure 6.4)(P161 Organizational culture)(P204 Achieving communication effectiveness)。

智慧树知到《跨文化商务沟通》章节测试答案

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.culturecommunicationethnocentrismsender答案: ethnocentrism2、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 communicationculturebusiness communicationfeedback答案: culture3、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.ethnocentrismnoisecommunicationhorizontal communication答案: noiseand profits for both the individuals and organizations.lateral communicationethnocentrismbusiness communicationintercultural communication答案: business communication5、The communication at the same level in an organization.horizontal communicationethnocentrismbusiness communicationlateral communication答案: horizontal communication6、When culture is contrasted with nature, it can be defined as “ life way of a population” in its broad sense, meaning what characterizes the particular way of life of a population.对错答案: 错7、Cul ture is all men’s medium; there is no aspect of human life that is not touched and altered by culture.对错答案: 对8、The culture shown in an onion consists of two levels; a level of norms and values, or an invisible level of resultant behavior or artifacts of some form.错答案: 错9、Culture cannot be known without a study of communication, and communication can only be understood with an understanding of the culture it supports.对错答案: 对10、In the global village, neighbors communicate free of troubles and difficulties.对错答案: 错11、With the integration of language into the fabric of culture, confusion and dysfunction would reign and the culture would fail.对错答案: 错第二章1、A good mastery of grammar of one language can guarantee a successful communication.对错答案: 错2、Long before writing was developed,we learned to speak first.对答案: 对3、There should always be an attachment at the end of a business memo.对错答案: 错4、A recommendation report is to recommend something to others.对错答案: 错5、Which is not verbal communication?Chat with your leaders and colleaguesDiscuss an issue in a groupGreeting with a smileLeave a message答案: Greeting with a smile6、____ refers to anything that distorts the message the source encodes.NoiseMessageSourceContext答案: Noise7、It is a universal truth that language is by culture and in turn it __ culture.influenced, reflectsdisplayed, influencesdetermined, reflectsshaped, influences答案: influenced, reflects8、Why should we take notes during a business call?Listen attentivelyServes as a record to take follow-up actionReport on the call to someone elseReflect on the call答案: Listen attentively,Serves as a record to take follow-up action,Report on the call to someone else9、How can you identify your audience in preparing a business presentation?AgeAppearanceInterestOccupation答案: Age,Interest,Occupation10、Before making a business call, what kind of questions can you reflect?Do you need to report to your boss?Do you need to get information?Do you want to sell something, or convince the person of an idea?Do you need to ask for the person’s help or support?person of an idea?,Do you need to ask for the person’s help or support?第三章1、Nonverbal behavior reflects the speaker’s subconciousness.对错答案:A2、Depending on the culture,a smile can indicate joy and amusement, it can also indicate embarrassment.对错答案:A3、Posture is the position in which you hold your body when standing or sitting.对错答案:对4、Intimate distance is most common when friends, old classmates, acquaintances and relativestalk.对错答案:错5、People in __ cultures usually view silence as lack of communication and are generally ____ with it.low context uncomfortablehigh context uncomfortablehigh context comfortable答案:low context uncomfortable6、Which of the following countries uses high-context language?CanadaGermanyJapanUnited States答案:Japan7、The function of nonverbal signs is sometimes indispensible. For example, placing your index finger to your lips as an alternative to saying “Please calm down so that I can speak” is a case of ____.complementingrepeatingcontradictingsubstituting答案:substituting8、Which statements are correct about nonverbalcommunication?Nonverbal behavior is easily controlledA smile sometimes doesn’t mean a sincere smileNonverbal behavior accounts for much of the meaning we derive from conversation.Nonverbal communication is more than the complement of verbal communication.答案:9、How does nonverbal behavior control the pace or flow of communication?Gesture of stoppingClap handsRaise voice答案:Be silent Gesture of stopping Clap hands Raise voice10、Which of the countries belong to individualistic culture?ItalyAmericaFranceGreece答案:Italy America France第四章1、Power distance is a conceptual was developed by Hofstede to describethe extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequallythe power of multinational organizationsthe power differential between developed and less developed countriesthe power difference between men and women答案:2、Hofstede’s _ index measures the extent to which the less powerful members of organizations and institutions (like the family) accept and expect that power is distributed unequally.value orientationcultural dimensionscultural valuespower distance答案:power distance3、These are the most significant studies of cultural values except ___.Hall's High- and Low- Context TheoryKluckhohn and Strodtbeck's five Value OrientationsFons Trompenars’s model of culture with seven dimensionsGeert Hofstede's six Cultural Dimensions答案:Fons Trompenars’s model of culture with seven dimensions4、The opinion that everyone has a position and clearly defined privileges is____.a view of hierarchical structure of social relationshipa view of group orientation of social relationshipa view of individual orientation structure of social relationshipnone of the above答案:a view of hierarchical structure of social relationship5、Low-context communication is characterized by explicit speaking.对错答案:对6、Chinese culture is high-context in comparison to western culture.对错答案:对7、Cultures with a large power distance are hierarchical cultures.对错答案:对8、At the core of uncertainty avoidance is the idea that the future is predictable.对错答案:错9、Power distance in Hofstede's cultural dimensions is roughly similar to the value Kluckhohn calls hierarchy.对错答案:错10、In a culture emphasizing masculinity, it is more possible for men to play a nurturing role.对错答案:错第五章1、Etiquette is simply showing respect for others.对错答案:错2、Etiquette refers to the guideline for knowing how to behave appropriately in all situations.错答案:A3、Kiss greeting usually happen between two men in the United States.对错答案:错4、It’s OK to write on someone’s business card.对错答案:B5、A handshake should be friendly or respectful gesture, not a show of physical strength. So we should not squeeze other’s hand too hard.对错答案:A6、Before a dish is served, napkins can be placed either on the plate or on the left of forks.对错答案:A7、You’re invited to a business dinner. When do you take your napkin from the table and place it on your lap?Open it immediately.Wait for the host to take his or her napkin before taking yours.Wait for the oldest person at the table to take his or hers.Wait for all the ladies to take theirs before taking yours if you are a gentle man.答案:Wait for the host to take his or her napkin before taking yours.8、Which of the following behavior is appropriate in a business dinner?Use the napkin to wipe your nose.Cut all the food in your plate into small pieces.Sip from the side of the spoon when eating soup.Use the knife with your right hand.答案:CD9、What are the benefits of humor in the workplace?Humor can reduce stress.Humor can block negative emotions.Humor can help people develop rapport with each other.Humor can help solve problems.答案:ABCD10、In many Asian countries, the way you treat someone’s business card is a reflection of:How serious you are about the outcome of the meeting.How much you respect them as a person.What you think of their country.company and title.答案:ABCD第六章and a potential cause of shame to the group.对错答案:A2、Whether an international business negotiation succeeds or not is not only determined by the strategies and skills used in formal negotiation, but also closely related to whether enough careful preparation has been made.对错答案:A3、In the opening phase, the atmosphere is the only factor we should consider.对错答案:错4、Bargaining strength refers to the degree of movement that is possible for each party with respect to individual issues on the agenda.对错答案:错5、In some Asian cultures, they will use communication to encourage harmony, preserve face, and develop ____ relationships.Short-termLong-termMiddle-termShort run答案:Long-term6、The purpose of bargaining is to settle the differences that stand in the way of an agreement. Settling the differences involves____.high-context and low-contextconcession andreappraisaladjustment and compromiseaims and objectives答案:adjustment and compromise7、The proposal should be based on a sound analysis of the buyer’s current situation, taking into account of ____ and ____ within which the transaction takes place.the commercial circumstances, the overall contextthe corporate credit, the bank accounting bookthe manager’s stability, the site selectionthe commercial invoice, the chief negotiator’s ability答案:the commercial circumstances, the overall context8、Differences in____, ____, and____ have a profound impact on how successfully the parties are able to negotiate or conduct business transactions.BehavingWays of thinkingManaging conflictHuman resources答案:9、The political system,____, and the counterpart may in some way determine the success or failure of the negotiation.The legal systemThe business systemThe financial systemInfrastructure and logistics system答案:ABCD10、The specific tasks of the opening phase are concluded: To explain the concrete issueTo create suitable atmosphereTo state proposal in opening phaseTodeclare for our intention。

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