跨文化商务沟通chapter

1、1,Chapter I,王琮琮,Intercultural Business Communication,Intercultural Communication,Contents,Lead-in Cases,Communication,1,2,3,4,Case Analysis,Teaching Aims,To understand the concept of communication and intercultural communication To be familiar with the components of communication and impact of cultu

2、re in intercultural business communication To Understand Chinese Business Culture in Foreigners eyes,1. Lead-in Case,Listen to a story between a couple. Here is the conversation: Lisa: Dick, how long is your mum going to stay? Dick: I dont know. I havent asked her. Lisa: Why not ask her? Dick: What

3、do you mean by asking her? Lisa: I mean what I said. Just ask her how long shes going to stay.,2. Communication,Communication, the basis of all human contact, occurs wherever there are human beings. When a baby is born, it cries. The crying is communication. When you achieve your goal, your friends

4、come and say, Congratulations! The word congratulations is communication. When you run into a friend on your way to school in the morning, you greet him, Good morning! The expression good morning is communication.,Definitions of Communication,Communication is a dynamic, systematic process in which m

5、eanings are created and reflected in human interaction with symbols. (Wood, 1994) Every cultural pattern and every single act of social behavior involves communication. (Chu, 1977) “Communication is a process by which information is exchanged between individuals through a common system of symbols, s

6、igns or behavior, or the exchange of thoughts, messages, or information, as by speech, signals, writing, or behavior.” (Coleman, 2005) Culture cannot be known without a study of communication, and communication can only be understood with an understanding of the culture it supports. (Zhuang, 2004),T

7、he Process of Communication,Components of Communication,Source Encoding- symbols Message result of encoding Channel physical means: face to face talks, letters, telephones, televisions, books, magazines, newspapers, radios, etc Noise Receiver Decoding Receiver Response what the receiver decides to d

8、o about the message Feedback - information Context,Types of Communication,1. In terms of Source a. human communication b. animal communication c. human-animal communication d. human-machine communication e. machine-to-machine communication,Types of human communication,a. Intrapersonal communication:

9、 communication within and to the self b. interpersonal communication: communication between people; c. organizational communication; d. mass communication; e. intracultural communication: the communication between culturally similar individuals,2. In terms of style direct VS. indirect 3. In terms of

10、 medium a. verbal communication b. nonverbal communication space, facial expressions, gestures, eye contact.,3. Definitions of Intercultural Communication,In reality, the term intercultural communication was first used by Edward T. Hall in 1959. One of the first researchers to differentiate cultures

11、 based on how information is sent and received, Hall simply defines intercultural communication as communication between persons of different cultures. And Hu Wenzhong, a well-known professor of intercultural communication in China, defines intercultural communication as communication between people

12、 of different cultural backgrounds. To be specific, the study of intercultural communication is a comprehensive attempt to understand all aspects of human cultures and how they interact with each other.,First offer,A Canadian colleague and I traveled to Guilin with our admirable guide Liu in very ho

13、t weather. Sightseeing is a thirsty business. We did not trust the water, and enjoyed excellent beer. We politely offered some to Liu but he refused. We said nothing and drank our beer. On another day, Liu quickly accepted our offer of beer. He in fact liked the beer. Please explain Lius behavior fr

14、om the cultural perceptive.,Case Analysis,In Chinese culture it is not polite to accept on the first offer. Chinese customs show that Liu was modest, polite and well-behaved and had intention of accepting the beer at the second or third offer. But he didnt understand North American rules, which firm

15、ly say that you do not push alcoholic beverages on anyone. You do not insist on offering alcohol. In your daily life, do you often accept first offer? If yes, in what situation?,Tips for Intercultural Communication,Treat others the way they want to be treated; Be aware of and sensitive to other cult

16、ures Maintain an open mind: Dont rush to judgment; things are not always the way they seem Put yourself in other peoples shoes!,Treat others the way they want to be treated; Be aware of and sensitive to other cultures Maintain an open mind: Dont rush to judgment; things are not always the way they s

17、eem Put yourself in other peoples shoes!,4. Case I Cultivating Guanxi as a Foreign Investor Strategy,“If you scratch my back, Ill scratch yours”. Literally translated, guanxi means connections. But it is much more than having the same old school tie. In Europe or America who you know might help you

18、get a job, or get your child into a decent school.,Case Study II: Style of Hospitality,Analysis Chinese way: To build a business relationship, personal relationships must be established first. Deals in China are not done overnight. Relationships must be established before business is conducted. Several meetings occur before business is discussed.