跨文化商务交际Chapter_6_Business_Etiquette_and_Social_Customs

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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。

business etiquette(商务礼仪)

Appropriate Business Etiquette makes Business easierWith the rapid development of international business, more and more chances are likely to happen that we Chinese businessman will do business with foreign countries. So imagine without knowing othercoun tries’ business customs, how can we behave in a n appropriate way to achieve business goals. That is to say it is high time that we knew and gained some major countries’ culture to behave in a proper way.As we all know, customs and business etiquettes diverse form one country to another, so it is essential for all of us to know foreign counties’ customs.To begin with, as for us Chinese, we emphasis on our strain and kindred very much. What’s more, comparing with westerns, we Chinese always behave in a modest and implicative way. For example, when receiving a present from others, Chinese will not open it right now. In addition, Chinese people like etiquette demands reciprocity, that is, if one receive another’s gifs but don’t give one present back, it will be easily regarded as impoliteness or even rudeness.Japan is a country just beside us and it is very likely that we may do business with them, so one significant point that I want to emphasize is that what we should pay attention to when doing business with Japanese is that lotus and NO.”9” are taboos in Japan, so do not send a present with lotus on it and in number “9”. In addition, it is common that after a successful negotiation, the negotiators often want to take a photo together, and at that time please take notices that it is not acceptable if three people take a photo in the meantime because it is common sense in Japan that it means a bad omen to the people in the middle.As for the westerners, other than conservation and relationship, they regard freedom, equality and open very important to them and often evaluate a partner if he is worth of cooperating by whether he is punctual or not for an appointment. Besides this, some special characteristics also exist in different western countries. For example, if doing business with German, some business etiquettes must be emphasized. First of all, do not forget to add Mr., Mrs. or Miss or give prominence to theirprofessions during the negotiating because German thinks a lot of people’s reputation and occupation. The second point is that please make sure that you have dressed in a formal way when meeting German. Dress talk. They can reflect the wearer’s personality, their working attitude and the class of them or the company. In generally, man should wear three-piece dark business suits with a tie and black socks, and woman should in skirt but not trousers.From all the specific examples have been discussed above, we may finally draw the conclusion that appropriate business etiquettes obviously play a significant and indispensible role in business areas.First, we can observe easily that appropriate business etiquettes can make the cooperator fells better as if you were a native people just like himself, and he may regard you as a person well worth working together. If you don’t behave in a right way, however, the cooperator is likely to think you are not sincere, even though you doesn’t intended to harm or hurt others but merely wants to make a good impression on others.Also we must obtain that better etiquette can model a better image of both company and individual, it reflects the respect to each other and makes easier communication, which leads a good start for the negotiation next. As the saying goes, “A good beginning makes a good ending”, with a good beginning, both sides may build a stable business relation and make more profits during the long way in the future.To sum up, it is not difficult to find that business etiquette is more or less one of the decisive factors when negotiating with other businessman. Therefore, international business can be greatly improved by appropriate business etiquettes.。

跨文化商务沟通chapter 6

• Not important
Business Dress
Casual or Not?
Business Scheduling
Cultural Variations
Office hours
Cultures vary in
Lunch period
Business days
The Use of Humor
Assignment
• What is the importance of appropriate etiquette and protocol in intercultural business communication?
Next most IMP.Guest
Cocktail Party
The Goal
• To meet as many people as possible • No body expects to get into deep discussion
Tipping
Gift-giving Etiquette
Chapter 6
Intercultural Business Etiquette and Protocol
Learning Objective
• Understand the importance of appropriate etiquette and protocol in intercultural business communication • Identify cultural differences in naming systems, business card exchange and other initiating business contacts • Understand how cultural differences in social entertainment may affect intercultural business communication • Understand how gift-giving practices vary from culture to culture

(最新整理)BusinessEtiquette商务礼仪英语(双语课件)

10 years in this university,
teaching business English,
Business Etiquette, International
Trade Practice, and so on.
2021/7/26assroom study
10. You should obey rule of business etiquette in all cases.
2021/7/26
15
Chapter 2 Etiquette in Business Talks
Dialogues: Role play P19~P35
Compliments Thanks Congratulation Apology
Focus Homework and test
2021/7/26
16
Homework and test for chapter 2
Review what you have learned in class and discuss:
How to make compliments? What are the useful phrases and sentences?
2. If you want to know someone’s name, you can ask “ What’s your name?”
3. You’d better extend your name card with both hands to show your respect.
4. You’d better begin with a small talk, if the person is your new customer.

(完整版)商务礼仪Businessetiquette

商务礼仪 Business etiquetteThere are some general rules for introductions:1. A man is always introduced to a woman.2. A young person is always introduced to an older person.3. A less important is always introduced to a more important person.相互介绍认识有如下基本原则：1. 男人通常会介绍给女人。

2. 年轻人介绍给年龄大的人3. 地位不太高的人介绍给地位高一些的人When a client is coming for business purpose, the host should stand up and receive the guest, offer a chair and a cup of coffee, he shouldn’t sit down until the guest takes a seat. When the guest rises to leave, the host should go with him as far as the door of the office or the elevator. The executive doesn’t rise for his secretary or coworkers in the office.如果客户是为商务目的而来，主人要起身接待客人，给他让一个座位并且倒上一杯咖啡，在客人落座之前主人不能坐下。

当客人起身告辞时，主人需将客人送到门口或者电梯口。

而高级经理则不需为秘书或者办公室同事站起来。

A handshake can create a feeling of immediate friendliness of instant irritation between two strangers. The proper handshake is brief, but there should befirmness and warmth in the clasp. It should always be accompnied by a direct look into the eyes of the person your shake your hand with.握手可以使本来陌生的两个人马上建立起友谊。

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.。

跨文化交际_商业礼仪及社会习俗

Remember that in some cultures such as the Chinese, the பைடு நூலகம்urname comes first and given name last.
2.1 Some guidelines for introduction
While making introduction, there are some rules to abide by: 1) A man is always introduced to a woman.
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.
1.4 Face-to-Face Greetings Each culture has its own form of acceptable greeting behavior, usually based on the level of formality found within the society. The rules of social distance etiquette vary by culture.

Business Etiquette In Cross-cultural Communication

Business Etiquette In Cross-cultural Communication摘要不同文化背景下的人们存在着截然不同的传统和风俗习惯，人们的生活方式、思维方式、价值观念、语言习惯等都有很大的差别，而商务礼仪往往也因此不同。

本文旨在通过研究跨文化背景下的商务礼仪行为的差异，是大家更有效地进行国际商务活动，同时避免因文化差异而引起的摩擦和障碍，最大限度的体现商务礼仪在国际商务中的交际价值。

这是本文目的所在。

礼仪、礼节，和跨文化或跨文化交际已成为所有国际和全球业务主管、经理和员工所需的关键要素。

随着国际、跨国公司、跨国企业，多样性国内企业和全球业务的不断扩大，它让人们更接近，也是企业取得赞赏成功的最重要因素，这些赞扬由于区域，国家和文化差异文化多样性而闻名。

在当今的全球商业环境，越来越多的的是需要了解更多的来自于不同我们的文化的国家的人民的文化。

虽然没有简单的方法来了解一个特定的文化处于何种深度，但有一些基本的原则是导致他们成功进行沟通、与不同背景的人们（像我们自己）做生意的原因。

在跨文化交流时，各种文化背景的人们用他们的母语或者是其他语言进行交流他们的想法。

随着商务全球化的发展，跨文化交流也变得非常重要。

对与有文化交流的参与者们来说，成功的跨文化交流是有效的、频繁的同时也是简单的。

随着中国加入世界贸易组织,中国成为了一个崛起的现代化国家。

中国将有越来越多的机会与世界各国合作。

而商务活动离不开文化交流的过程,因此我们也将有更多的机会与不同民族国家的人进行国际贸易。

因此,跨文化商务礼仪也变得尤为重要。

读过本文后,你会了解更多关于跨文化中的礼仪知识。

关键词：跨文化交际国际商务商务礼仪AbstractIn different culture background people have entirely different traditions and customs.Their way of live,way of thinking, values, language habits, also have very big difference, and business etiquette is often so different. This article aims to studycross-cultural background and business etiquette behavior, which make us more effective differences between international business activities because of cultural differences, and avoid friction and obstacles, reflect in international business etiquette of the communication value. This is the purpose of this article.Etiquette, manners, and cross cultural, or intercultural communication have become critical elements required for all International and Global Business executives, managers, and employees. As international, multinational, transnational, multi domestic, and global business continues to expand and bring people closer, the most important element of successful business outcomes may be the appreciation and respect for regional, country, and cultural differences - known as cultural diversity.In today’s global business environment, more and more of us are required to understand people who comes from countries and cultures different from our own. While there is no short and easy way to learn about a given culture in any depth, there are some general principles that lead to success in communicating and conducting business with people of backgrounds unlike our own.Intercultural communication occurs when people of diverse ethnic backgrounds discuss ideas in a language other than their native tongue. With the explosion of global business, productive intercultural communication has become more important. Successful intercultural communication is effective, frequent, and simple while also respecting the cultural viewpoints of all participants.With China's accession to the WTO, China will become a new modern country and we will have increasing chances to cooperate with other countries from all over the world in all areas. The commercial activity cannot go smoothly without cummunicate, so China will also have more opportunities to communicate with others from different nations. So global business etiquette in cross-cultural communication become quite important. So after reading this article, you can know more about business etiquette in ctross-cultural communication.Key words:cross-cultural communication international business business etiquetteContents摘要--------------------------------------------------------------------------------------i Abstract-----------------------------------------------------------------------------------------------------ii Contents----------------------------------------------------------------------------------------------------iii Introduction-----------------------------------------------------------------------------------------------1Chapter 1 General view of business etiquette----------------------------------------------21.1Definition of business etiquette--------------------------------------------------------------21.2Functions of business etiquette--------------------------------------------------------------3Chapter 2 General view of cross-cultural communication-----------------------------42.1.the definition of culture------------------------------------------------------------------------42.2 The reasons for the differences between culture---------------------------------------52.3 The influence for the differences between culture--------------------------------------82.4 The relationship of communication and culture----------------------------------------11Chapter 3 Business Body Language in cross-cultural communication---------133.1 Body Language In Business---------------------------------------------------------------133.2 Business Body Language: Handshakes, Eye Contact, Posture, Smiles--------16 Conclusion-----------------------------------------------------------------------------------------------21 References-----------------------------------------------------------------------------------------------22IntroductionBusiness etiquette is an important component of international business. Not only it reflects culture, but also influened by culture. Business etiquette has a set of rules all its own.It is also based on the premise that the golden rules in business are that people help each other when help is needed; that people respect one another across all levels,treating one another with courtesy and thoughtfulness. And in the international business,it is obvious that business etiquette is quite significant. With the development of globalization, the communication and cooperation about international busimess has improved. But, as we know, the different of culture may inflict drawbacks. Therefore, we should take measures to avoid the drawbacks and face the challenge of interculture optimisticly. Now, let us discuss business etiquette in cross-cultural communication .In this way, we will know how to use business etiquette suitly when we need cross-cultural communication, meanwhile it will play a significant role in our interculture communication.Chapter 1、General view of business etiquetteBusiness etiquette. In this day of casual attitudes and relaxed standards, do nice manners still count in business? Absolutely. For just as saying "Please" and "Thank You" made your parents proud of you as a child, so, too, will nice manners win you friends in business. Want to put yourself far ahead of your competition? Look good AND act nicely. People will certainly take note.While this topic strays a little from the fashion theme of this site, it does fit in nicely with the importance of first impressions. "The devil is in the details," as they say. Today's issue looks at some of those details.Definition of business etiquetteBusiness etiquette is the way you handle yourself in a business and social environment . It can range from meetings with the boss to meetings with clients and customers - and knowing the right things to do and say.The basics of business etiquette will include knowing the proper manners for meeting and greeting others, how close to stand and why, customs of clients of employees & employers, basic office equipment etiquette, the professional presence for everyone (what to wear and not to wear) ,the basics of how to act in both business and social situations , how to manage dining situations in every culture.(which fork, glass and plate, etc).Business etiquette is basicly the social guidelines and manners to be followed in business situations when dealing with others.Functions of business etiquetteIt is very important to practice good manners and etiquettes in order to succeed in your business, be liked by people and maintain good relationships with clients, customers and employees.When you do not practice good etiquette intentionally or unintentionally, you are bound to face lot of obstacles on the path to success. But if a person is generally considerate and attentive to the needs of those who work for him/her by following the basic rules of etiquette, he/she will definitely be successful in any venture.The etiquette is an important aspect of social life as it makes the whole social life proceed in order People obey their own etiquette on every aspect of their life.In particular,business etiquette can best present cultural differences between China and the West.The paper focuses on the influence of cultural differences on business etiquette between China and the West from the perspective of time and space The purpose of the paper lies in helping people get a good understanding of business etiquette and the underlying culture difference which will benefit for both sides of business people.It is easier to make money than to earn respect and accolade from people who know and interact with you like colleagues and customers.Chapter 2、General view of cross-cultural communicationCross-cultural business communication tends to be cultural differences between different factors. To carry out effective cross-cultural communication, should be taken to the appropriate channels of communication, cultural differences to overcome the negative factors, to enhance understanding and cooperation. In this paper, cross-cultural exchange of the basic theory of business and cross-cultural business etiquette made a detailed analysis of these areas and study how we could better carry out cross-cultural business communication, improvethe efficiency of trade.2.1 Definition of cultureculture is aroud us everywhere and we are affected by it all the time before we can realize it .But what is culture ? there are hundreds of definitions of culture. The following are only a few of them .◆Culture is always a collective phenomenon,because it is at least partly shared with people who live or lived within the same social environment,which is where it was learned.It is the collective programming of the mind which distinguishes the members of one group or category of people from another.(Hofstede G. cultures and organizations. London:HarperCollins Business 1944.5)◆Culture is those deep, common, unstated experiences which members of a given culture share, which they communicate without knowing, and which from the backdrop against which all other events are judged.(Edward Hall,1966)◆Culture is sum total of the beliefs, rules, techniques, institutions, and artifacts that characterized human populations. In other words, culture consists of the learned patterns of behaviour common to members of a given society ____the unique lifestyle of a particular group of people .(Ball DA ,McCulloch W.H, Jr. InternationalBusiness.6the ed. London :Richard D. Irwin,1996)◆A national culture is the set of beliefs ,perspectires, motivations, values and norms shared by the majority of the inhabitants of a particular country . (Bennett R. International business.London:pitman publishing,1999)◆Culture is the coherent, learned, shared view of a group of people about life’s concerns that ranks what is import, furnishes, attitudes about what things are appropriate, and dictates behavior. (Linda Beamer and Iris Varner, 2001)After studying many other explanations about culture, we find that:●Cultureislearned human behaviour, a way of life, and it is not innate. Culture is social heritage, or tradition, which is passed on to future generations.●Culture defines the boundaries of different groups.●The various aspects of culture are interrelated.●Cultureis ideals, values, or rules for living.●Culture consists of everything on a list of topics, or categories, such as social organization, religion, or economy.●Culture is complex ideas, or learned habits, and it inhibits impulses and distinguishes people from animals.●Culture consists of patterned and interrlatea ideas, symbols or behaviors.● Culture is the way human beings solve problems of adapting to the environment or living together.●Culture is based on arbitrarily assigned meanings that are shared by a society.Reasons for the differences between cultureTo study the reasons for the differences beteen cultures is very useful and important for differentiating international businss relationships between nationsbecause culture may become an obstacle between the international business people if they are not familiar with the cultureof the country from which their customers come. There are three chief factors that result in differences between cultures.◆LanguageLanguage plays a particularly prominent role in the way culture is transmitted. Withoutlanguage, there would be no real culture. Language helps people think and communicate. It is agreed by most people that people encode things in memory in terms of a particular language, and language defines the way they view the world.In other words, language determines the content of a society’s mental representation of their environment. People use language for interaction with others, so language hasa powful role in shaping people’s behaviour and in forming beliefs and habitual patterns of interaction, hence, culture. Languege,therefore is an artifact of culture that helps to form its values, attitudes, beliefs, and behavioural routines. For example, when a British employee who has finished a job beautifully is praised by his boss“Well done!”he usually responds by saying “Thank you!”But in China, the employee may say “没什么”which literally means“nothing”.A language is in extricably linked with all aspects of a culture, and each culture reflects in its language what is of value to the people.Culture is largely inculcated through language:either spoken or written. Very little of what man learns is actually learned from his individual experience. Language, then becomes the embodiment of culture.Language is a factor that greatly affects cultural stability. When people from different areas speak the same language, culture spreds more easily and they can communicate better. The language diversite has created problems for companies in integrating their workforces and marketing products at a truly national level. In an international business the management might include managers from different cultureswho speak different languages. More often than not, those people meet problems because of culture conflicts.There are thousand of language spoken in the world. But only a few dominate. The English, French, and Spanish language have widespread acceptance. They are spoken prevalently in 4427 and 20 countries, respectively. Commerce can more easily occur with orther nations that share the same language.It is necessary to point out that a new trend is worth paying attention to. The Chinese language is being learned by an increasing number of nations. This is because China is being more and more influential in economy and politics. What is more, the Chinese language is second to English in terms of the number of people speaking it.◆SurvivalMany culture characteristics originally developed to help the survival of groups in their environment. For example, many weatern cultures shake hands with their right hand as a form of greeting.Initially, this was probably an indication that no weapon was being held or about tobe drawn with the dominant right hand.Further, people in different climates seem to have different attitudes towards time. For example, the lack of urgency often observed in tropical climates night have originally reflected the lack of seasonality related to agriculture. Because crops can be grown all the year round, there is no need to plant and harvest at certain times and therefore people here pay little attention to deadlines.◆ReligionReligion,an impotant component of culture, is responsible for many of the attitudes and beliefs that affect human behaviors. So people of different religions deffer in culture. To know the basic tenets of some of the more popular religions will contribute to a better understanding of why people’s beh aviors and attitudes vary so greatly fromcountry to country.Religion is a strong shaper of values. Almost aa regions have people of various religious beliefs, but a region’sculture is most influnced by its dominant religion.The extent to which religion affects the cultural profile of society depends on the extent to wnich a particular religion is dominating or state sanctioned, the importance that society places on religion, the degree of religious homogeneity in the society, and the degree of tolerance for religious diversity that exists in the society.Since religion affects culture, wehave to pay attention when doing international trade. For example,if we sell beef to India we may meet criticism from Hindu. For the same reason ,muslims will never buy your pork no matter how hard you try to market it and consequently you offend them, which might influence your future business relationship.◆EnvironmentEnvironment refers to the surroundings one lives in. It includes the material life ,the education system, the political system, the traditional modes of thoughts and so on. It is said that man is an outcome of the environment. It means that that environment a person lives in will shape him or her in some way. In other words, if a person stays in a certain environment in a relatively long period of time, he may modify himself to some degree. For example, a manager who used to be a professor in university might appear different from what he used to be because of his time business.Influence for the differences between culture Culture is the foundation of existence and development of human society. The differences between Chinese and western cultures have direct influence on the selection, manufacture, understanding and communication effect of materials for Chi na’s communication with foreign countries. With the globalization of economy, theextent and depth of intercultural communication will be further promoted. To fully realize the influence of the differences of cultures in intercultural communication is good for implementing properly the strategy of intercultural communication, especially in the context of the English language prevailing over international communication nowadays, and much better for improving the effect of foreign-oriented communication so as to present a country which is civilized, enterprising, developing and responsible before the people of the world.Each culture has its own idiosyncrasies when it comes to social business communication.Doing business with international clients requires more than just financial acumen. A lack of knowledge about a customer’s culture can lead to misunderstanding, frustration and potential embarrassment. The building of successful business relationships is a vital part of any international venture, and such re lationships rely heavily on an understanding of each partner’s expectations and intentions.But, what is the influence for the different culture?◆To foster intercultural consciousness. Intercultural consciousness is anawareness of business person who understand the cultural differences andgive approriate response. In other words, it reflects local culture valuesstandards of behavior already cannot satisfy the needs of the developmentof multinational companies. The operation of international enterprise haseach link, such as international marketing, human resourcesmanagement,etc. Allneeds higher cross-cultural awareness. Therefore,engaged in international business must have a basic cross-culturalawareness.◆To master intercultural business skills. In intercultural business we shouldthe ability to cultural comprehension, ability of adapting, ability ofestablishing relations, good attitude, sensitivity, ablity of language, ability of diplomatic and ability of interculture. These abilities are closely related with the success of international business. However in a business environment, these capabilities practices more. Therefore,as for on-the-job personnel, they should strengthen training of the relevant competent. As for a business student, we shuold strenthen cross-culture business contacts, training of consciousness and relevant courses and practice opportunities.◆To notice the cultural intergration of strategy formulation. When atransnational company do investment management, it often needs the fusion of three cultures:his country’s culture, national culture of target market, enterprise culture.Only focuse on the cultural integration, you would adapt the market, and expand market.◆To strengthen cultural exchanges and displaies. It is an effective way tounderstand cultural differences. It is not only beneficial to the countries and regions, but also promote economic and trade cooperation between them.◆To note cultural changes in international business. Every culture is not abeach thirsts, along with time change, culture is developing, constantly changing. Trade globalization and liberalization makes multinational companies more and more, which means more need of cross-cultural enterprise management. However the cultural differences has affected the international business activities, which is shown in the cultural element, especially ideology. In order to promote the development of international business, and promote free trade environment legalization and standardization, we should supply the international culture display and communication, attend international trade policy and local culture,traincross-cultural management.Relationship of communication and cultureAs we noted above, communication is the perception of verbal and nonverbal behaviors and assignment of meaning to them. Communication takes place whether the sending of signals is intentional or unintentional. It even takes place when the verbal or nonverbal behavior is unconscious, as long as it is observed and meaning is assigned to it. When a receiver of signals perceives those signals, decides to pay attention to them as meaningful, categoryizes them according to categorizes in his or her mind, and finally assigns meaning to them, communication has occurred. Communication is a process that can falter at any one of these steps when it takes place between members who share values, attitudes, experiences, behavioral expectations, and even a history together. When communication come from different cultures, however, not only meanings, but also the mental categories are very different.Meaning is assigned to verbal and nonverbal behavior based on ones accumulated experience and understanding___one’s mental data bank. We attribute meaning on the basis of what has been meaningful to us in past experiences. People from cultures that are similar will have a similar store of past experiences and knowledge in their data banks, and that usually leads to attribution of meanings that are close. If we share common experiences and values with others, it is easier to interpret the meaning behind their behaviors accurately. However, when we don’t share common experiences ,there is a greater chance we will assign an incorrect meaning to the signals. When people from different cultures communicate, the data bank categories are not all the same, and the meanings environment_the culture window _is not exactly the same, and the meanings assigned to signals are not all the same. This can happen with verbal(worded, written and oral) communication. Infact, people feel most uncomfortable when they understand the words someone is using, but don’tunderstand what those words mean to the user. It also describes what happens with nonverbal communication, which is much broader in scope with greater possibilities of misunderstanding.We know that communication systems such as language and nonverbal communication are products of culture. They are also tools intricately bound up in the processes of culture itself: Language is related to thought processes and to mental learning processes. So interconnected are communication and culture that some scholars have been led to use them interchangeably: “culture is communication” and “communication is culture” Yet language is the tool we most often use to describe culture, which suggests they are indeed separated phenomena. Language is clearly inadequate to help us understand culture, especially our own. Language puts limits on expressing certain qualities or concepts with a single word. Language can also limit the order in which we present thoughts. When language is turned back upon itself and communication is the objest of its inquiry as well as the means, then at least understanding communication can help us to understand culture.Whereas communication is a process, culture is the structure through which the communication is formulated and interpreted. Culture deals the way people live. When cultures interact, adaptation has to take place in order for the culture to communicate effectively. In dealing with intercultural business communication, awreness of the symbols of each culture, how they are the same, and how they are different is important. In order to have good communication with another culture, you need to understand meanings in that culture. This is because good communication means good relationships, and “Good relationship mean increased productivity and profits. Bad communication leads to conflict, inefficiency, and loss.”(Mead,1990) It is true communicators who share one culture as well as for communicators from different cultures.Chapter 3、Business Body Language in cross-culturalcommunicationIt’s tempting to lump all body language together when talking about the business environment but this would be a big mistake. Just as accepted non-verbal behaviours vary depending on the social culture or environment, so too do accepted non-verbal behaviours vary based on the culture of an individual business. If you want to determine the most effective body language to use in a business environment, you should first identify the dominant business culture in that environment.Body Language In BusinessHas it ever occurred to you how much you are saying to people even when you are not speaking? Unless you are a master of disguise, you are constantly sending messages about your true thoughts and feelings whether you are using words or not. Studies show that your words account for only 7% of the messages you convey. The remaining 93% is non-verbal. 55% of communication is based on what people see and the other 38% is transmitted through tone of voice. So think about it. In the business setting, people can see what you are not saying. If your body language doesn't match your words, you are wasting your time.Eye contact is the most obvious way you communicate. When you are looking at the other person, you show interest. When you fail to make eye contact, you give the impression that the other person is of no importance. Maintain eye contact about 60% of the time in order to look interested, but not aggressive.Facial expression is another form of non-verbal communication. A smile sends a positive message and is appropriate in all but a life and death situation. Smiling adds warmth and an aura of confidence. Others will be more receptive if you remember to check your expression.Your mouth gives clues, too, and not just when you are speaking. Mouth movements, such as pursing your lips or twisting them to one side, can indicate that you are thinking about what you are hearing or that you are holding something back.The position of your head speaks to people. Keeping your head straight, which is not the same as keeping your head on straight, will make you appear self-assured and authoritative. People will take you seriously. Tilt your head to one side if you want to come across as friendly and open .How receptive you are is suggested by where you place your arms. Arms crossed or folded over your chest say that you have shut other people out and have no interest in them or what they are saying. This position can also say, "I don't agree with you." You might just be cold, but unless you shiver at the same time, the person in front of you may get the wrong message.How you use your arms can help or hurt your image as well. Waving them about may show enthusiasm to some, but others see this gesture as one of uncertainty and immaturity. The best place for your arms is by your side. You will look confident and relaxed. If this is hard for you, do what you always do when you want to get better at something - practice. After a while, it will feel natural.The angle of your body gives an indication to others about what's going through your head. Leaning in says, "Tell me more." Leaning away signals you've heard enough. Adding a nod of your head is another way to affirm that you are listening.。

跨文化交际chapter 6

Defining Etiquette and Protocol
1. Webster’s college dictionary defines: protocol as “the customs and regulations dealing with diplomatic formality, precedence and etiquette” 官方行为，如外交礼仪中应遵守的规章和习惯。 Etiquette as “conventional requirements as to proper social behavior”. 礼节指社会活动和商务交往中应遵守的举止行为规范。
We should be aware of that the etiquette used to achieve the purpose of the protocol may be different from culture to culture.
1.
2.
3.
According to Carl A. Nelson, there are eight common protocol elements or categories which permit you to do business successfully in any culture. They are: 1. names, 2. rank and title, 3. time, 4. behavior, 5. communications, 6. gift giving, 7. food and 8. drink. Chaney and Martin (2002): Proper social behavior includes learning cultural variations in 1. making introductions, 2. exchange cards, 3. recognizing position and status, 4. dining practices, 5. tipping etiquette, 6. giving gifts, and 7. traveling. Other customary behaviors are also associated with 1. greetings and 2. verbal expressions, 3. male and female relations, 4. dress and appearance, 5. use of humor, 6. belief in superstitions, and 7. special foods and 8. consumptions taboos.

跨文化商务交际 6

• Identify cultural differences in naming systems, business card exchange and other initiating business contacts
• Understand how cultural differences in social entertainment may affect intercultural business communication
• Learn the importance of knowing about the variable rules of business engagement
• Become aware of the cultural impact on the comprehension of humor in international business
Naming System
• Be aware that there are differences in global naming systems and the differences can be subtle
Business Card Etiquette
• In Europe
• An expected part
What special etiquette and protocol should we pay attention to during a western dinner?
Protocol Defined
• The customs and regulations dealing with diplomatic formality, precedence and etiquette.

2019年跨文化商务交际Chapter6BusinessEtiquetteandSocialCustoms.ppt

4. Social customs
Customs are behaviors
generally expected in specific situations and are established, socially acceptable ways of behaving in given circumstances. Customs vary not only by country but also by region or location within a country.
For women, skirts and dresses are more the norm than pants in almost every part of the world in business.
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 … …
Americans hold both the fork and the knife in their right hands throughout the meal, so they constantly change their forks to the left hand when they have to cut their meat.
Tips we should pay attention to, once we’re introduced

跨文化商务交际 (6)

Sectto the Topic
What is business etiquette?
The etiquette of business is the set of written and unwritten rules of conduct that make social
4. How should Jan negotiate with these guys?
5. What can Jan expect from his Asian counterparts?
Section 2
Case One
Comment:
Case Analysis
As an old saying goes: When in Rome, do as the Romans do. He should apply what he had learned from TV and movies to the real commercial situation. According to what Jan has learned about the Asians, pay
Section 2
Case One
Case Analysis
Questions for Discussion: 1. How is Jan supposed to behave there? 2. What can Jan say and what not? 3. Will the potential partners understand what Jan has to tell them?
doing business. Understanding business etiquette allows you to feel comfortable in your dealings with foreign friends, colleagues, customers or clients. More and more companies, organizations put much attention on etiquette training.

Business-EtiquettePPT课件

➢Professional image not only establishes working ability, also, your look, attitude and body language. All of them can help you to build a perfect professional image.
12
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Elegant sitting
correct
comfortable
elegant
13
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The requirements of walking
Walk with your head held high. Straighten your chest. Relaxed and straight arms. Walk small steps. Women should walk in a straight line cross-step and do not shake your body.
6
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Lady's grooming standards
Light makeup To keep a fresh look Do not use exaggerated lipstick, mascara, Eye liner, etc. Keep the Eyebrow.
7
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Men's grooming standards - hairstyle hairdo
Men's hair should not cover the front of his eyebrows, side of the hair should not cover their ears; Do not leave the hair to thick or have to long sideburns. Back hair should not be longer than the upper collar suit.

跨文化商务交际ChapterBusinessEtiquetteandSocialCustoms共25页

“Hello” is the commonest form of greeting between good friends.
Nonverbal greetings can be seen in communication. It includes shaking hands, kissing and bowing.
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.
2. Handshaking & exchanging business cards
2.1 Shaking hands Shaking hands is an expression of mutual trust and respect, and it is a way to send greetings in business situations. Shaking hands politely and properly is very important. The good time to shake hands will be: • *When you are introduced to others and when you say goodbye to others. • *When the visitors comes into your room or your office. • *When you go to meet your client. • *When you go to attend the receptions or parties and *when you take leave.

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

跨文化商务交际ChapterBusinessEtiquetteandSocialCustoms电子教案

knives and forks
In Europe, people hold the fork in the left hand and the knife in the right hand throughout the meal, a system that is generally agreed to be more efficient than the American zigzag method.
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.
4. Social customs
Customs are behaviors
generally expected in specific situations and are established, socially acceptable ways of behaving in given circumstances. Customs vary not only by country but also by region or location within a country.
4.2 Invitation

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.

商务礼仪常识Business Etiquette

商务礼仪常识Business Etiquette礼仪是在人际交往中，以一定的、约定俗成的程序、方式来表现的律己、敬人的过程。

涉及穿着、交往、沟通、情商等内容。

从个人修养的角度来看，礼仪可以说是一个人内在修养和素质的外在表现。

从交际的角度来看，礼仪可以说是人际交往中适用的一种艺术，一种交际方式或交际方法。

是人际交往中约定俗成的示人以尊重、友好的习惯做法。

从传播的角度来看，礼仪可以说是在人际交往中进行相互沟通的技巧。

Etiquette（法语）----“人际交往的通行证”目录自我介绍一、公务交往中的介绍问题介绍有两种：第一种---自我介绍；第二种---介绍他人。

1.自我介绍有四个要点需要注意。

A.最好是先递名片再介绍。

交换名片时有个时机的问题，一见面就把名片递过去,再重复下自己的名字。

B.自我介绍时间要简短，愈短愈好。

一般自我介绍半分钟以内就完全可以结束了，训练有素。

C.内容要全面。

自我介绍一般包括四个内容：单位、部门、职务、姓名。

要训练有素，一气呵成。

D.倘若单位和部门头衔较长的话，第一次介绍的时候使用全称，后面才可以改简称。

所以在国际交往中，用字母来做简称，或者以中文来做简称，一定要注意，先讲全称，再讲简称，否则容易南辕北辙。

2.介绍别人比较重要的是谁当介绍人？社交场合的惯例，介绍人一般应该是女主人。

在国际交往中介绍人一般是三种人。

第一种是专业对口人员。

第二种是公关礼宾人员。

第三如果对方是贵宾的话，礼仪上讲身份对等，就是在场的人里职务最高的。

递名片的礼节名片使用在国际交往中，没有名片的人，将被视为没有社会地位的人。

一个不随身携带名片的人，是个不懂得尊重别人的人。

名片不仅要有，而且要带着。

在外国的企业公司，员工这个名片放在什么地方都有讲究，一般放在专用名片包里，或放在西装上衣口袋里，不能乱放。

名片在制作上，讲三个不。

第一个不：名片不随意涂改。

在国际交往中，名片譬如脸面，脸面是不改的；第二个不：提供私宅电话。