跨文化商务沟通笔记

The essential elements of communication1. there should be at least two part s.2. there should be a message3. there should be a contact between the two parts4. there should be a language that both sides share.5. there should a place6.time for the communication to take place.Message (信息）Source of message encode code channel/medium decoder retriever of message （信息源）编码）（密码）（渠道/媒介）（解码）（信息接受者）Attributes of communication1. It is a born need2. It is interactive3. it can be either constructive or destructive to a relation4. It cannot be white washed in case it is performed.•I. What is culture?The definition can be in three-step hierarchy/ the structure of cultureSpiritual: beliefs, core of value, ethnics, etc.;Custom/social: manners, organizations, techniques, etc,.Material: food, tools, clothing, etc.Ideological culture/ social culture/ material cultureFour Aspects of Culture1. It’s learnt, not obtained from genes.Social, family, and regional factors as input.2. It’s shared by a group of people. Local language and culture to be shared by people in a certain group.3. It’s symbolic. Many can be of symbols of a culture --- language (verbal or non-verbal one), architects, arts, and so on.4. It’s adaptive. No culture is fixed except the dead.What may effect cross-cultural communicationWay of observing verbal language non-verbal language•Kickbacks回扣（而不是：踢回）•Honey cooler讨好女人的男子（而不是：甜饮料）•Dog-eared书页的折角（而不是：狗耳朵）•Sea-elephant 海豹（而不是：海象walrus)•Street walker 妓女（而不是：行人）•Hospital trust 银行（而不是：友好的信任）•Lover 情人（而不是：爱人）•Rest room 厕所（而不是：休息室）•Dollar sale 全部商品一美圆贱卖（而不是：美圆贱卖）•Green wash 塑造环保形象（而不是：刷绿色）•busboy 饭店里的洗碗檫桌子的杂工（而不是：公共汽车上的售票员•busybody≠大忙人，它相当于汉语中的“爱管闲事的人”。

•从跨文化角度提出了出口商标翻译的三种方法，即直译法、音译法和音意合璧法•Who to whom?•Introduce the host to the visitor/ first(groups)•First introduce your side to the visiting side•Then the visiting side will make an introduction of themselves•Younger to the senior first•Low rank to high rank first•Lady first•If on the same position, the senior aged first•下面介绍一下西方的名片一些小知识，这个也许对我们将来会有帮助的。

P.P：即介绍，意思是当你的合作伙伴刘总送给一张名片上左下角写着这个字样的时候，你不用着急，这意思是让你去认识一个人。

你要打电话到你要认识的那个人那边去，说："你好我是某某公司的谁谁，是刘总让我打电话给你的。

"P.F：如果名字左下角写着这样的字样是表示当有什么节日或有什么事时，你的朋友为了敬祝或答谢你，送你的礼物。

他在礼物上留了一张名片，并在名片左下角写上P.F。

表示敬贺的意思。

P.R：表达谨谢。

这时当你收到地方的礼物时，想回敬时，也可以在礼物上放上一个名片左下角写上P.R。

当对方收到礼物时，看看名片就知道是你的回敬了。

N.B意为请注意。

当接到这样的名片时，意为请你注意的意思。

Individualism vs Collectivism•Individualism stands for a preference for a loosely knit social framework in society in which individuals are supposed to take care of themselves and their immediate families only.•Collectivism stands for a preference for a tightly knit social framework in which individuals can expect their relatives, clan, or other-in-group to look after them in exchange for unquestioning loyalty.Social InteractionWhen two or more than two persons are doing something together in order to fulfill an aim, a social situation exists.Elements of a social situation(at least two participants; an aim; a setting; schema for fulfilling the aim; verbal or non-verbal communication; time and space)It is heard but it isn’t taken in the way it is uttered. In a social situation, all participating sides can monitor the communication process. The utterance meaning/thespeaker’s meaning/thehearer’s m. How to give gifts:–Wrapped in a paper, or in a box or container–With a card on top or inside–With a receipt in case it will be returned by receiver–Personal presenting or by delivery company–Money in an envelopeSocial distance is a term referring to the similarity or dissimilarity between the two cultures.•High context cultures emphasize the context in which a communication takes place;they pay a great deal of attention to implicit, nonverbal messages;•Low context cultures place less emphasis on the context of communication (such as implied meaning or nonverbal messages); they rely on explicit verbal messages.•Power Distance is the extent to which the members of a society accept that power in institutions and organizations is distributed unequally.•high-power-distance (or large/strong):–People in high power distance societies accept a hierarchical order.•low-power-distance (or small/less power distance):–People in low power distance societies strive for power equalization andElements influencing refusals•Power distance (manager vs employee)•Uncertainty (leave room for further thinking)•Face problem (saving face)•Personal relationship (afraid of refusing or being refused, relationship break-up)•Special time and space situationsLanguage and culture. Close related, a reflection of. Language communication is affected by diff c Gender communicationSex --> physical /biological descriptive term Gender = sex + culture + role in societyMain culture：ethnic culture/ region culture/ religion culture/ gender culture/ age culture Masculinity stands for a preference in society for achievement, heroism, assertiveness(过份自信的), competitiveness and toughness that have traditionally been associated with men.Femininity stands for a preference for modesty, relationships, cooperation, caring for the weak, and tenderness that have traditionally been labeled as feminine.Different styles presented and strategies applies by men and women in their communication differ Strategies for businesswomen to apply in making a deal with their make counterparts.1.Be aware of business challenge( it is essential for a businesswoman to establish her rank and authority early in a relationship)2. Prepare right attitude( be tolerant and understanding )3. Always dress and act professionally.Nonverbal communicationCommunication in general is process of sending and receiving messages that enables humans to share knowledge, attitudes, and skillsWhile we speak with our vocal organs, we converse with our whole bodies.The ranges of non-verbal communication in business:1.kinesics including: facial expression, posture, gesture, eye-contact.2.business manners3. spatial and temporal arrangements.Nonverbal communication has been defined as communication without words.The function of non-verbal communicationRepeating Contradicting (否定)Substituting(代替)Complementing (补充)Accenting(强调)Regulating (调节)MessageVerbal message Nonverbal messageOral message Written message Gesture Facial expression Bodily movePhone speech letter Memo E-mail Hand Blink Eyebrow Smile Forward Blend Strategies of dealing with non-verbal communication in businessDo good homework. Do not take everything neither for granted nor too seriouslyThe partners’ behaviors and response could be observed to adjust one’s own behaviorAsk for explanation or chance to explain.Types of Nonverbal Communication1.Kinesics(体态语)Kinesics is the term used for communicating through various types ofbody movements including facial expressions, gestures, posture (姿态) and stance (立姿),2.Paralanguage/Metacommunication（副语言）3.Object Language（客体语）4.Environmental Language（环境语）Paralanguage can be called 类语言或伴随语言, 副语言特征或伴随语言特征(paralinguistic features).Paralanguage is related to oral communication; it refers to the rate, pitch and volume qualities of the voice, which interrupt or temporarily take the place of speech and affect the meaning of a message.Culture ConflictionCulture shock means a condition of confusion and anxiety affecting a person when beingsuddenly exposed to a new culture or environment.Culture confliction refers to inharmonious or impact between two cultural strengths or systems. The stem of culture conflictonCollectivist-individualist cultural pattern.High context-low context cultural patternHigh-power distances and low-power distances cultural patternMonochromic time-polychronic time cultural pattern.REVERSE CULTURE SHOCKFour stages of acculturation. Euphoria-depression-adjustment-acceptance⏹The dimensions of culture includes:⏹Time, past/present/ future⏹Activity doing/being/becoming⏹Relationships individual/ranked/mutual/⏹Power distance high/low⏹Communication context high/low⏹Nature controlling/harmony/yielding⏹Formality formal/ informal⏹Competitiveness competitive/cooperative⏹Concept of space private/public⏹Behavior tolerance loose culture/ tight culture⏹Uncertainty avoidance high/low⏹Self vs group individualism/ collectivismBusiness InteractionNo tricks谈判注意need options time relationships investment credibility knowledge skillsCultural StereotypingStereotyping is a kind of way of thinking which ignores how complex the human behavior is.The definition of perception perception is the process of selecting, organizing, and interpreting sensory data in a way that enables us to make sense of our world.Management CommunicatonTypes of corporation culture学院型文化（Academy culture）俱乐部型文化（Club Culture）棒球队型文化（Baseball team culture）堡垒型文化（Fortress culture）Theory of seven frames●任何组织的有效管理都涉及到7个变量(Variables)结构（Structure）战略（strategy）制度（system）人员（staff）作风（style）技能（skill）⏹共同的价值观（shared value）。