跨文化商务沟通

HC and LC in different country
Analysis
High-context Chinese Indirect & implicit Low-context American
Direct
&
explicit
Differences in Communication
In High-context
Case 2
The Chinese Company Adapting to the Islamic Culture and Custom
（一）全球伊斯兰教分布图
Muslim
•
（二）中国成年人宗教信仰情况
Questions
• What goes wrong during the business negotiation between Company H and its customer from Dubai? • What kind of role does national culture play in international business negotiation? • What do you think of the actions taken by Mr.L? What should an organization do before negotiating with one from a different culture?
different thoughts or actions
conflicts
Types
Verbal behaviors
Different ways of greeting Different responds to praise The main part of considering issues
Nonverbal behaviors
Different ways of apologizing Different eating habits Different meanings of same gestures
The causes
culture customs characteristics living habits religious belief body language
Different Living Habits
America:
frank firm concept of time strong legeal concept
France：
usually late for appointment talktative and like make friends with good tallker French merchants usually change their minds when signning a contract
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.
• • • • American • • • • happy or excited
normal
kindness and warmness
smirking, a sign of disrespect abnormal disrespect and impoliteness
Solution
• Learning more about the western customs • Adjusting his life style and customs • Dealing with problems in the American way
Chinese:
Keep close to each other to show their good relationships Do not applause for themselves Pat his belly to show he is full
Case 1 Interpreting a Smile
• • •
Custume taboo: simplicity artistry neat and tidy
Christian
• • • • eating habits: fasting have a pray before eating Taboo: the number 13 taboo the Friday taboo
Solutions
• To do some market research in advance
• To give a special training to employee
• To know and respect local culture
Summary
• Know the difference between high-context countries and lowcontext countries • Understand the importance of religion in the Middle East • Master some basic ways to develop a better intercultural communication
Character features
South China: exquisite, euphemistic North China:bold, frank,straightforward
Taboos
Islam
• • • Dietary restrictions: do not eat pork do not drink do not eat blood Health habits: • cleanness is an important part of faith Religious service: • five times per day • no fixed location for religious service • in a clean place
Culture Conflicts in Behaviors
• concept • case1 Interpreting a Smile • case2 The Chinese Company Adapting to the Islamic Culture and Customs
Definition different cultures, customs and religious belief
Solution
In this kind of situation Jun should act as a Westerner • keep his eye lowered when he was apologizing • look Peter in the eye and definitely not to smile • promising to correct the faults and to avoid making the same m istake
Smiling
•
happy or excited
•
•
normal
kindness and warmness
• Chinese
• • •Baidu Nhomakorabea
• •
sorry for the mistakes abnormal shows pity in something eases the tension
• •
Smiling
Christian, Islam, Buddhism(three world regions)
The Differences Between Chinese and American Body Language
Americans:
Usually keep a certain distance with others while talking Applause for themselves Put one hand on his throat and place his hand palm downward(to show he is full)
Questions
• Why was Peter angry with Jun Chen? • Why did Jun Chen apologize with the smile? • How did Peter understand the smile of Jun Chen?
Answers
• Jun was smiling when he apologized to Peter, so Peter thought Jun didn’t realize his fault. • Jun considered a smile before an apology may ease the tension and express his sincerity, kindness, humbleness. • According to American custom, Peter felt Jun was unrespectful to him and insincere to the apology.
Buddhism
Dietary restrictions: • Abstain from eating meat and fish • Do not drink
Religious Beliefs
christian: European countries Islam: west Asia Buddhism: China, Japan,Thailand, Myanmar
UK:
• • • • • • • • polite lady first cautious euphemistic pay attention to apperance do not talk business during lunch time do not invite peolple to home to talk business pay more attention to the atmosphere, time and process when drinking tea
Different Living Habits in North and South China
Eating habits
South China: rice, soup, sweet food Norhth China: flour, seldom eat soup, salty food, strong drinker
Answers
• Different cultural concepts
• Religion
• Mr. L understands and respects Islambic culture. The organization not only know the local language, but also learn local people’s belief and other special customs.
• Uses of emotional message • Relies heavily on subtle nonverbal signs to maintain social harmony
In Low-context
• Beginning with the important facts • Using language primarily to express thoughts, feelings and ideas as directly as possible