跨文化商务沟通_chapter_7
跨文化商务沟通(PPT32页)
Character features
South China: exquisite, euphemistic North China:bold, frank,straightforward
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Islam
Dietary restrictions: • do not eat pork • do not drink • do not eat blood
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Analysis
• The delegators from Dubai belief in Islamism, and have strong religious concepts. Boar is their totem, they are banned from eating pork.
• Chinese people lack of religious conscious and ignore the important factor when they negotiate with Dubai’s company.
different cultures, customs and religious belief different thoughts or actions conflicts
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Types
Verbal behaviors
Different ways of greeting Different responds to praise The main part of considering issues
跨文化商务沟通最新英文版教学课件第7章
• Avoid redundancies (interoffice memorandum), sports terms (ballpark figure), and words that draw mental pictures (red tape).
• Avoid using words in other than their most common way, such as making verbs out of nouns (impacting the economy and faxing a message).
Letter Formats
• Preferred styles in the U.S. are Blocked and Modified Blocked with standard or open punctuation.
• The French use the indented style; they place the name of the originating city before the date.
• Good news messages in the U.S. use the direct approach.
• In the U.S. bad news messages use the indirect approach.
跨文化交流与谈判-精品.ppt
Adapted from Figure 7–1: Explicit/Implicit Communication: An International Comparison
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Phases of Multicultural Development
Table 7–1 Major Characteristics of Verbal Styles
5. 5. DEVELOP approaches to international negotiations that respond to differences in culture.
6. REVIEW different negotiating and bargaining behaviors that may improve negotiations and outcomes.
Context is information that surrounds a communication and helps convey the message
Messages are often highly coded and implicit in high-context societies, such as Japan and many Arab countries
2. ANALYZE the common downward and upward communication flows used in international communication.
3. EXAMINE the language, perception, and culture of communication, and nonverbal barriers to effective international communications.
跨文化商务沟通PPT课件
本章主题
• 全球化、全球本土化以及增长 • 文化 • 社会文化适应 • 文化适应 • 民族中心主义 • 规范、规章、角色和人际关系 • 亚文化和亚群体 • 文化智力 • 沟通障碍 • 跨文化构念 • 全球化思维方式 • 跨国公司管理方向
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1.1 全球化、全球本土化以及 增长全球化
• 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。
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1.2 文化
• 文化及其维度
• 地心主义管理
– 地心主义管理要有一个各个国家通用的结构，以便各个地方 的分公司有足够的自由运营来满足工人的文化需求。
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1.12 跨国公司管理方向
• 走向国际的十诫
– 准备好。 – 提问题，细心倾听。 – 不断努力；尝试而发生错误要好于不尝试。 – 当问题出现，假设主要原因是误传。 – 要有耐心；在另一个国家或者文化背景下完成你的目标，往
• 后台文化
– 想向圈外人掩藏的文化称为后台文化。后台文化的一个例 子就是一位销售代表隐瞒他的孩子有智力缺陷。
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1.4 文化适应
• 文化适应
– 文化适应是调整和适应一种新的不同文化的过程。
• 文化协同
– 如果两种不同文化背景的人吸收了彼此大量的文化差异并 且有很多相似的地方，文化协同就产生了，即两种文化融 合形成一种更强大的具有压倒性的文化。
者政治优势。 – 非常看重合同和写出来的文字内容。 – 意识到组织内的地位差异。 – 易变动。 – 在他们的行为中传达出一种优越感。
跨文化商务交际
跨文化商务交际Intercultural Business Communication窦卫霖编著前言一个企业的成功，不仅取决于它的生产能力，而且取决于它的文化能力；在国际商务活动中，还取决于它的跨文化交际能力。
经济全球化的趋势、国际商务活动的日益频繁，越来越显示出对多元文化理解的必要性和跨文化交际能力的重要性。
跨文化意识意味着直接的经济效益。
如果一个企业想让自己的产品在国际市场上占有一席之地，一个跨国公司想在其他国家或地区取得经济效益，那么就不仅需要具有高超的经济、技术和管理水平，而且需要深刻了解对象国的文化。
正因为如此，世界上许多大公司在国际商务活动中都十分重视跨文化交流的研究和培训，许多经贸类大学都把跨文化商务交际课程作为必修课。
21世纪的中国是走向国际广泛合作的中国。
自中国加入WTO以来，国际著名跨国集团公司、金融机构、工商企业都纷纷来中国设立分支机构、分公司，招聘大量的中国雇员。
同时，中国工商贸易企业也在不断加大出口力度，在国内外建立跨国公司，雇佣来自不同文化背景的雇员。
文化合作已成为当代中国商务合作的重要内容。
文化交融现象激励商务英语教学加速培养复合型的经贸外语人才，促进他们不仅要掌握跨学科的专业知识，而且要具备跨文化交往的技能。
在商务英语教学中把跨文化交际能力的培养放在十分突出的位置已经成为普遍的共识。
那么在培养复合型人才的战略中，如何培养和提高跨文化交际的能力呢？在我国，经贸学校一般都开设有关跨文化交际的课程，跨文化交际专著、论文也不断涌现。
但总体来说，跨文化商务交际在我国商界和相关专业的教学中还处于比较薄弱的初级阶段，与发达国家相比还有较大的差距，尤其是如何把商务活动实践与跨文化交际理论结合起来，如何把国际商务文化与中国本土文化结合起来，还是一个难题。
这方面的书籍也特别少，适合商英类专业学生使用的教材更少。
有鉴于此，作者根据多年跨文化交际和跨文化商务交际教学的经验，参考了大量国内外的最新相关材料，编写了这本《跨文化商务交流》教材，希望成为大学英语相关专业学生以及商务人员进修提高的可用教材。
商务沟通与谈判教案—07第七章 商务沟通的跨文化沟通
跨文化沟通技巧
商务沟通与谈判
第七章 跨文化沟通
三、考核要求
（一） 跨文化沟通的概念 1、 识记：（1）跨文化沟通的定义； （2）跨文化沟通的特点 2、 理解：跨文化沟通的原则 （二） 跨文化沟通的障碍和对策 1、 理解：跨文化沟通障碍产生的原因 2、 简单应用：跨文化沟通的策略
一、学习目的和要求
通过本章学习，了解跨文化沟通的含义和 特点，掌握跨文化沟通的原则，认识跨 文化沟通的障碍，并能运用跨文化沟通 的策略。 二、 考核知识点 （一） 跨文化沟通的概念 （二） 跨文化沟通的障碍和对策
2 用事实说话 事实胜于雄辩。谎言腿短，对我国的种 种歪曲和污蔑，在事实面前终究是苍白无 力的。事实是生动感人的，因而也是最有 说服力的。我们进行对外交流和跨文化沟 通，国内的工作好坏是第一位的，国内的 进步和成就是有效沟通的基础。 3 掌握分寸，留有余地 事物是辩证的，有进步就有落后，有成 绩就有缺点，何况西方人习惯实事求是， 不喜欢夸张。一般说，话说的太满，容易 造成被动。
1 了解文化差异 在跨文化沟通中，交流双方不仅需要明确各 自文化的特点，更要通过各种途径了解对方国家 包括政治、经济、文化、历史、社会性质、语言 特点、生活方式、风俗习惯、地理位置等诸多方 面的情况，然后加以比较以明确在不同的文化中 什么是可以做的，什么是禁忌的。只有这样，才 能比较客观地、深层次地了解文化差异，从而避 免不必要的误解和冲突。要做到这一点，沟通双 方都必须好内功，在了解自己文化的基础上，通 过学习和训练提高自己对文化差异的敏感度和认 知度。
商务沟通中的跨文化沟通 (ppt 36页)
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三、沟通中的阿拉伯人
对阿拉伯地区的商务沟通上的注意点有 所了解，对在整个中东地区的沟通都有 帮助。
阿拉伯地区是个复杂的地方，无论是它 的政治、经济，还是文化。这是这种复 杂性会让你在不经意间触到了“高压 线”。
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1．宗教特色
宗教在阿拉伯国家占据极其重要地位。
种语言说得好到以用来处理复杂的商业 谈判。英语不流利的商人应该考虑聘请 一位翻译。 谈判风格——沉默、平静、自信、谨慎
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三、沟通中的法国文化
关系第一
注重地位
餐饮特色
语言————在法国，商务语言一定是 法语 。
谈判风格——与法国人洽谈生意时，不 应只顾谈生意上的事务与细节，否则很 容易被法国对手视为没有情趣。
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1．印度文化
四大文明古国之一的印度有着鲜明的民族特 色
官僚主义
等级制度——印度自古就有很森严的等级制 度，而且这种与生俱来的等级地位不能像在 中国一样通过考取功名之类的方式得到改变。
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《贫民窟的百万富翁》主角剧照与生活照
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关系第一——和日本一样，印度的商业 行为也是关系导向型，不过由于印度商 人的商业意识远没有日本人的那么浓， 在这里的关系第一就更加重要，更加强 调朋友交情。
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2．风俗习惯
个人空间意识——阿拉伯地区个人距离 较小。
时间观念——在海湾地区，耐心是个重 要的美德。
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宴请——吃饭时，一定要吃很多，以表 示你的感激之情。
商务沟通中的跨文化
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1．印度文化
❖ 四大文明古国之一的印度有着鲜明的民族特 色
➢ 官僚主义 ➢ 等级制度——印度自古就有很森严的等级制
度，而且这种与生俱来的等级地位不能像在 中国一样通过考取功名之类的方式得到改变。
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《贫民窟的百万富翁》主角剧照与生活照
商务沟通
——跨文化沟通
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第一节 跨文化沟通概述
❖ “地球村”已不再单单是一个概念性的名 词，转瞬间已成为人们生活的一部分，跨 文化沟通也随之成为人们需要面对的问题。
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一、跨文化沟通是经济全球化发展的要求
❖ 文化：一个群体所共有的价值观和行为准 则的体系。
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文化的基本构成
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2．风俗习惯
❖ 个人空间意识——阿拉伯地区个人距离较小。
❖ 时间观念——在海湾地区，耐心是个重要的 美德。
❖ 宴请——吃饭时，一定要吃很多，以表示你 的感激之情。
❖ 风俗——和其他穆斯林文化一样，左手被认 为是不洁的。吃饭或者给阿拉伯人递东西时， 通常只用右手。
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一、沟通中的美国文化
❖ 生意第一
❖ 平等意识和个人主义
❖ 语言和习俗——很少有美国人的外语非常流 利。所以如果你的英语水平不好，就得雇佣 一名翻译，因为别想指望他们会说很好的中 文。
❖ 谈判风格——干脆利落、不兜圈子
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二、沟通中的英国文化
三、沟通中的阿拉伯人
2020智慧树,知到《跨文化商务沟通》章节测试[完整答案]
![2020智慧树,知到《跨文化商务沟通》章节测试[完整答案]](https://img.taocdn.com/s3/m/33b8048e14791711cd791747.png)
2020智慧树,知到《跨文化商务沟通》章节测试[完整答案]智慧树知到《跨文化商务沟通》章节测试答案见面课：冰山之下--商业广告中的文化价值观1、问题:Culture is like an iceberg. Only a small part of culture is visible. For instance, food, dress, paintings are all apparent to eyes. But a great part of culture is hidden under the water, such as _, , and so on.选项：A:viewsB:attitudesC:architectureD:customs答案: 【views;attitudes;customs】2、问题:Originally Geert Hofsted developed a model that identifies four primary cultural dimensions: _, , Individualism versus Collectivism, ___.选项：A:Power DistanceB:Long- versus Short-Term OrientationC:Uncertainty AvoidanceD:Masculinity versus Femininity答案: 【Power Distance;Uncertainty Avoidance;Masculinity versus Femininity】3、问题:Chinese consumers can be ascribed to the values of conformity and“face”.选项：A:对B:错答案: 【对】4、问题:It”s better for advertisers to realize and take note of the different cultural values and make corresponding adjustments to their advertising appeals.选项：A:对B:错答案: 【对】5、问题:The Americans have the spirit of innovation and risk-taking. They are not willing to cope with uncertainties inherent in life and can tolerate and accept new ideas and strangers.选项：A:对B:错答案: 【错】见面课：商业宣讲实践1、问题:In the presentation of GTech, the first part is to introduce some basic information about GTech.选项：A:对B:错答案: 【错】2、问题:PPT with paragraphs of text significantly decreases the attention of the audience.选项：A:对B:错答案: 【对】3、问题:Keeping your hands in your pockets during the presentation shows your confidence.选项：A:对B:错答案: 【错】4、问题:Images in PPT can distract people”s attention andmake the message less powerful.选项：A:对B:错答案: 【错】5、问题:A subtle nod, smile or placement of your hands can drastically change the meaning of your words.选项：A:对B:错答案: 【对】6、问题:What is the most obvious difference among informative presentation, persuasive presentation, and goodwill presentation? ( )选项：A:the audienceB:the informationC:the purposeD:the language答案: 【the purpose】7、问题:GTech is a __ company ( )选项：A:foodB:technicalC:mediaD:consultative答案: 【food】8、问题:Which is NOT the need of Japanese hospitals on robot nurses? ( )选项：A:error-orientedB:integratedC:autonomousD:error-free答案: 【error-oriented】9、问题:Which can NOT help you identify your audience in preparing a business presentation? ( )选项：A: AgeB:AppearanceC:OccupationD:Interest答案: 【Appearance】10、问题:Which can NOT attract audience”s attention? ( )选项：A:Use a rising intonationB:Stress important wordsC:Use short sentences at the start of a pointD:Keep on talking答案: 【Keep on talking】见面课：跨文化商务谈判模拟1、问题:In some Asian cultures, such as in China and Japan, they will adapt the indirect approach.选项：A:对B:错答案: 【对】2、问题:To the successful negotiations, the two sides must first understand the cultural differences.选项：A:对B:错答案: 【对】3、问题:High-context cultures are relational, collectivist, intuitive, and contemplative.选项：A:对B:错答案: 【对】4、问题:Germans make it very clear about the prices, conditions and ways of acting.选项：A:对B:错答案: 【对】5、问题:According to the negotiating objectives, goals for negotiations can be included:desired goal, acceptable goal and bottom goal.选项：A:对B:错答案: 【对】6、问题:It is appropriate to use your right hand to exchange business cards in Indian cultures.选项：A:对B:错答案: 【对】7、问题:Saudis do require as much personal space as most Western cultures.选项：A:对B:错答案: 【错】8、问题:There should be no more than three colors in business formal attire for men.选项：A:对B:错答案: 【对】9、问题:In Finland, a gift is not expected on the first visit, but would be expected on a subsequent visit.选项：A:对B:错答案: 【对】见面课：障碍与沟通--跨文化商务案例分析1、问题:What are the reasons for the Toyota Recall Crisis?选项：A:The failure of the public relationsB:A culture of deferenceC:Employee”s LoyaltyD:Communication across cultures答案: 【The failure of the public relations;A culture of deference;Employee”s Loyalty;Communication across cultures】2、问题:When responding to consumer safety issues, the typical Japanese corporation”s response is __.选项：A:Minimization of the problemB:Reluctance to recall the productC:Criticize the team membersD:too little compassion and concern for customers 答案: 【Minimization of the problem;Reluctance to recall the product;too little compassion and concern for customers】3、问题:There are many ways of examining cultural differences and their impact on international management. Culture can affect ____.选项：A:technology transferB:managerial attitudesC:managerial ideologyD:business-government relations答案: 【technology transfer;managerial attitudes;managerial ideology;business-government relations】4、问题:How can the culture of a society directly affect management approaches?选项：A:centralized versus decentralized decision makingB:safety versus riskC:stability versus innovationD:individual versus organization loyalty答案: 【centralized versus decentralized decision making; safety versus risk;stability versus innovation】5、问题:Which statement in the following French culture is not right?选项：A:Social class is important and social interactions are affected by class stereotypes.B:The French may admire or be fascinated with people who disagree with them.C:The French are very status conscious, and they like to provide signs of their status.D:The French focus on good connections, which can result in lower costs for doing business.答案: 【The French focus on good connections, which can result in lower costs for doing business.】6、问题:Which factor needs to be considered when pursuing business in Brazil?选项：A:Physical contact is acceptable as a form of communication.B:Brazilians tend to trust others, so be sure to form a strong relationship before bringing up business issues.C:Appearance is very important, as it will reflect both you and your company.D:Patience is not important.答案: 【Physical contact is acceptable as a form of communication.;Appearance is very important, as it will reflect both you and your company.】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: noise4、The communication is within business and administration, aiming at a common objective and 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 whatcharacterizes the particular way of life of a population.对错答案: 错7、Culture 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.对错答案: 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 oftroubles 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 guaranteea successful communication.对错答案: 错2、Long before writing was developed,we learned to speak first.对错答案: 对3、There should always be an attachment at the end of abusiness 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 questionscan 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?答案: 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?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 uncomfortablelow context comfortablehigh 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?Be silentGesture of stoppingClap handsRaise voice答案:Be silent Gesture of stopping Clap hands Raise voice 10、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 lesspowerful 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 Orientations Fons Trompenars”s model of culture with seven dimensions Geert 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 relationship a 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.对错答案:A3、Kiss greeting usually happen between two men in the United States.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 takingWait 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1、In some high-context cultures, public display of emotions is a sign of immaturity 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 context 8、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答案:ABCD。
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。
跨文化交际实用教程-Unit7PPT课件
Profile of an Indian Negotiator
Looks for and says the truth Is not afraid of speaking up and has no fears Exercises self-control Seeks solutions that will please all the parties involved Respects the other party Neither uses violence nor insults Is ready to change his or her mind and differ with himself or herself at the risk of being seen as inconsistent and unpredictable
Understanding Negotiation Styles
For North Americans, negotiations are businesslike; their factual appeals are based on what they believe is objective information, presented with the assumption that it is understood by the other side on a logical basis. Arabs use affective appeals based on emotions and subjective feelings. Russians employ axiomatic appeals – that is, their appeals are based on the ideals generally accepted in their society.
跨文化商务沟通课件
类型
价值观差异：不同文化对个体主义与集 体主义、权力距离、不确定性规避等方 面的价值观存在的差异。
文化差异对商务沟通的影响
01
02
03
沟通障碍
文化差异可能导致沟通误 解、信息传递不畅，增加 商务沟通的难度。
冲突与误解
不同的价值观、沟通方式 和思维方式可能导致双方 产生冲突和误解，影响商 务合作关系。
案例三：跨文化商务团队建设实践分享
团队组建 团队培训 团队协作 成功案例
在组建跨文化商务团队时，注重成员的文化多样性，确保团队 具备跨文化沟通的能力。
通过跨文化培训，提高团队成员对文化差异的认识和尊重，增 强团队凝聚力。
鼓励团队成员分享各自的文化经验和知识，促进团队成员间的 互相学习和成长，提升团队整体绩效。
角色准备
学员需提前了解所扮演角色的文化背景、商务习俗和谈判目标，以便更
好地融入角色并展开有效的沟通。
03
教练指导
专业教练将对学员的角色扮演进行观察和指导，帮助学员改进沟通策略
，提高谈判技巧。
小组讨论：分享跨文化商务沟通经验与策略
经验分享
学员将围绕跨文化商务沟通的主题，分享自己在工作或学 习中积累的经验和故事。通过分享，学员可以相互学习、 借鉴成功策略。
• 拓展市场份额：通过有效的跨文化商务沟通，企业 可以更好地开拓国际市场，扩大市场份额。
• 文化差异带来的沟通障碍：不同文化背景下，人们 对沟通方式、时间观念、社交礼仪等方面可能存在 差异，这增加了沟通的复杂性。
机遇
• 汲取多元文化优势：跨文化商务沟通有助于企业汲 取不同文化的优势，提升企业创新能力和竞争力。
跨文化商务沟通的基本原则
尊重文化差异
有效倾听
跨文化商务沟通 Chapter 7
Compromise takes place very often in negotiation because even a win-win settlement is expected by both parties; a compromise must be made to end a negotiation in practice.
each other; Expectations of the relationship---long-term expectation
of the true deals or benefits and short-term expectations concerning the prospects of the present deal.
• Stephen Weiss has synthesized about the negotiation variables.
7.2 Intercultural Negotiation Variables
• Weiss (1998) has proposed twelve variables of negotiation for intercultural comparisons from five aspects:
跨文化如商务沟通_chapter_7
• Distributive bargaining mixed with integrative aspects
• Dysfunctional, zero-sum
• Indirect, avoidant
• Competitive
• Debate • Functional, zero-sum • Direct, confrontational • Competitive
• The goal in distributive bargaining is not to assure both sides win, but rather that one side (your side) wins as much as it can, which generally means that the other side will lose, or at least get less than it had wanted. (Distributive bargaining tactics rarely assume the pie will be divided in half.)
Negotiation Defined
• Two or more parties with common (and conflicting) interests enter into a process of interaction with the goal of reaching an agreement (preferably of mutual benefit)
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Intercultural Negotiation Variables
• A knowledge of the other side’s culture allows a negotiator to communicate, to understand, to plan, and to anticipate more effectively.
• Functional vs. dysfunctional; zero-sum vs. nonzero-sum • Direct vs. indirect; confrontational vs. avoidant
• Competitive vs. collaborative • Maximization of individual vs. joint benefit
• Disputants can work together to make the pie bigger, so there is enough for both of them to have as much as they want, or they can focus on cutting the pie up, trying to get as much as they can for themselves. In general, integrative bargaining tends to be more cooperative, and distributive bargaining more competitive.
• The goal in distributive bargaining is not to assure both sides win, but rather that one side (your side) wins as much as it can, which generally means that the other side will lose, or at least get less than it had wanted. (Distributive bargaining tactics rarely assume the pie will be divided in half.)
• Contingency bargaining
• Dysfunctional, nonzero-sum • Indirect, avoidant • Collaborative
2. Significant Issues
Significant Issues
• Substance
• Relationship-based • Procedural • Personal/internal
What is Interhey further explain that negotiations take place within the context of the four Cs: common interest, conflicting interests, compromise, and criteria.
• Distributive bargaining 分配式谈判
• Functional • Direct, confrontational • Competitive
• Distributive bargaining is the approach to bargaining or negotiation that is used when the parties are trying to divide something up--distribute something. It contrasts with integrative bargaining in which the parties are trying to make more of something. This is most commonly explained in terms of a pie.
2. Analysis of Intercultural Negotiation Variables
• Let’s specify how culture affects intercultural negotiation in the twelve variables raised by Weiss(1998) and see the differences among the seven cultures-American, Chinese, French, Japanese, Mexicans, Nigerians and Saudis.
Analysis of Intercultural Negotiation Variables
1. Basic concept of the negotiation process 基本概念
Cultural Factors
• Attitude toward conflict
• Prevailing response • Predominant view of business relationships • Purpose of negotiation
Chapter 7
Intercultural Business Negotiation
Learning Objective
By the end of this chapter, you should be able to
• Define the intercultural negotiation process • Discuss ways in which cultural differences can impact international negotiation • Distinguish between negotiation models and styles
Intercultural Negotiation Defined
• Intercultural negotiation involves discussions of common and conflicting interests between persons of different cultural backgrounds who work to reach an agreement of mutual benefit.
1. Factors Influencing Business Negotiation
The process of international business negotiation is considered to be influenced by two groups of variables. (1) Background factors The parties’ objectives; Other aspects include third parties involved, such as consultants, agents, and the respective government; The position of the market (seller’s vs. buyer’s ) The skills and experience of the negotiators.
1. Factors Influencing Business Negotiation
(2) Atmosphere variables
Perceived cooperation /conflict – that the parties have something to negotiate for and something to negotiate about; Power and dependence- that one of the parties gains more power in the relationship; Perceived distance- that the parties are unable to understand each other; The expectations of both sides: Long-term expectations of the true deals or benefits; Short-term expectations concerning the prospects of the present deal.
Negotiation
• The word “negotiation” stems from the Roman word negotiari meaning “to carry on business” and is derived from the Latin words neg (not) and otium (ease or leisure)
• Distributive bargaining mixed with integrative aspects • Dysfunctional, zero-sum
• Indirect, avoidant • Competitive
• Debate
• Functional, zero-sum • Direct, confrontational • Competitive
1 .Common interest considers that both parties in the negotiation share, have, or want something that the other party has or does. 2. Areas of conflicting interests include payment, distribution, profits, contractual responsibilities, and quality. 3. Compromise includes areas of disagreement. 4. The criteria include conditions under which the negotiations take place.