Chapter 3跨商务文化交际

Kinesics




Kinesics, the study of body language, The face is capable of over one thousand different expressions. Gestures such as positioning, smiling, close seating and gazes signal how we feel about others. Posture and stance can signal selfassurance and tell others if we are open to interaction.

Facial expressions Eye contact

Posture and stance

ቤተ መጻሕፍቲ ባይዱ
Gesture
2. Kinesics
2.1 Facial Expressions At one time or another, most of us have been intrigued by how the looks on other people’s faces have influenced our reactions to them. 2.2 Gestures Actually, different gestures express different messages and some gestures seem to be known by all.
2.3 Posture It refers to our body positions as a whole. Some people pay little attention to their postures.
1.4 Eye Contact A simple eye gesture might be interpreted a diversity of meaning across cultures.




我们有时一边说话一边用手势表达同样的 意思。例如，一边说要两杯饮料，一边伸 出两个手指，重复已经发出的信息。 在两个人谈话时，常用眼神和语调表示下 面该是谁讲话，调节相互的关系。 交通警察指挥机动车辆使用非语言手段手 势或指挥捧替代语言交际。 在人们讲话时，常常用手势加强语气，或 强调某一个论点。

Gender.



Socioeconomic background.


People from different social classes within one culture also may use nonverbal signals differently. People from the upper classes or people in leading positions may be more assertive and outspoken in many cultures when communicating with people from lower classes and lower positions.

How often have we listened to someone speak and wondered what the speaker really was saying. We may agree intuitively with the words, but in the back of our minds we feel that there is more to the message than the words. We may even come to the conclusion that the speaker means the opposite of what he says. We may base our judgment on an evaluation of tone, intonation, emphasis, facial expressions, gestures and hand movements, distance, and eye contact—in short, nonverbal signals or the silent language.
Nonverbal Misinterpretation
Great Communication Barrier
Nonverbal Signals
Vary from culture to culture
Functions of NVC



非语言交际通常与语言交际结合进行，在不同的 情况下作用不同，大致上起补充Complementing、 否定Contradicting 、重复Repeating 、调节 Regulating 、替代Substituting或强调Accenting的 作用。 我们在机场欢迎客人，一边说：Welcome to Beijing，一边热烈握手。这握手的动作是对所说 的话的一种补充。 当你接到你不喜欢的礼物时，尽管嘴里说如何如 何喜欢，但脸上的表情却流露出你的真实的不愉 快的表情，也就是说，你的表情否定了你所说的 话。
Categories and Types of NVC

Those produced by body.

facial expressions, eye contact, gestures, postures, touch, silence etc.
人体语细分为：面部表情语、眼神语、手势语、体态语 (站、立、走、蹲的姿势)、身体接触语、沉默等

Education. Age. Personal preference.
Culture and NVC

非言语语在许多方面都受到文化的影响。例 如，见到长辈、上级来到时，中国人起立以 示尊敬，而太平洋上的汤加人却坐下表示尊 重。在中国翘大姆指是一种高度赞扬的意思， 而希腊人急剧地翘起大姆指表示的意思是要 求对方“滚蛋”。在中国文化中，用双手呈 送或接收物品是表示尊重和礼貌，而穆斯林 呈送或接收物品不能用左手，认为左手不干 净。
Nonverbal Behavior
accounts for 65% - 93% of the total meaning of communication
NV behavior accounts for much of the meaning we derive from conversations.


Those that the individual combines with the setting.


Space: 研究交流者之间的距离、位置的安排等方面。 Time: 研究人们对准时、及时，延时，时间的早、晚、
长、短，过去、现在、将来等概念的理解。
Kinesics is the term used for communicating through various types of body movements.
The Chinese point to the tip of their nose, and ask “Me”? But the westerners point to their chest. Me?
The index finger pressed against the lips is a silent suggestion to stop talking, for someone may overhear us. Most often used by people to warn the others who are speaking loudly in class or at theater. Sometimes it means a sign to tell others that a special man is coming or entering.
When nonverbal and verbal messages appear inconsistent, most of us tend to believe
the nonverbal message.
NV behavior spontaneously reflects the speaker’s sub-consciousness.
Factors Influencing NVC

Cultural background.


people from different cultures attach different meanings to nonverbal signals. EG: In Western cultures eye contact can signify honesty, whereas in Asian cultures it may indicate rudeness. Men and women often use different nonverbal language. Men in Western cultures tend to be more outspoken than women.
Two Categories: Body behaviors by the speakers and uses of spatial or temporal setting by speakers.
The sending and receipt of nonverbal messages take place on a subliminal level. Easy to misinterpret a message.
Be quiet, please!
1. Nonverbal Communication
1.1 Defining nonverbal communication
The interaction carried out by our bodies, gestures, and tones of voice, everything except the actual words we apply in communication.
Chapter 3 Communication Between Cultures: Nonverbal Communication
Introductory Case

《三国演义》中“空城计”的故事就是用非 言语交际一个例子：诸葛亮得知司马懿的大 队人马即将兵临空城之下，却命令一些老弱 残兵洞开城门，打扫街道，同时自己泰然自 若地坐在城头上弹琴作乐。司马懿来到城下， 看到这番情景，狐疑诸葛亮对自己的偷袭早 有准备，于是撤兵而走。在这个故事里，诸 葛亮与司马懿之间没有说过一句话，没有书 信来往，即是说，没有言语交际。但是他们 之间却交换了信息，他们是全部运用非言语 语进行了交流。
Importance of NVC


Some researchers maintain that in face-toface communication up to 93 percent (6593%) of an oral message is communicated nonverbally and that the nonverbal elements are a much better indicator of the true meaning than the actual words. When nonverbal and verbal messages appear inconsistent, most of us tend to believe NV. NV behavior spontaneously reflects the speaker’s sub-consciousness.