跨文化商务沟通

Chapter One Cultural Diversity

Lead-in Case

Learning Objectives

1.1 Cultural Diversity

1.1.1 Definition ofCulture

1.1.2 Characteristics of Culture

1.1.3 Recognizing Cultural Differences

1.2 The Core of Culture 8

1.2.1 CuItural Values 8

1.2.2 Hofstede's Five Dimensions

1.2.3 Hall's High-and Low-cultural Dimension

1.2.4 K1uckhohn and Strodtbeck's Value Orientations

1.3 Fundamental Dimensions of Culture in Business across Cultures

1.3.1 Trompenaars'S Dimensions

1.3.2 The GLOBE Studv

Summary

Exercises

Case Study

Chapter Two Understanding Business Communication across Cultures

Lead-in Case

Learning Objectives

2.1 Brief Introduction of Business Communication

2.1.1 Definition of Communication

2.1.2 Definition of Business Communication

2.1.3 Levels of Business Communication

2.1.4 Barriers to Effective Business Communication

2.2 Impact of Cultural Diversity on Business Communication

2.2.1Influence of Culture on Behaviors in Business Communication

2.2.2 Influence of Culture on Developing Relationships in Business

2.2.3 Influence of Culture on Business Communication Styles

2.3 Cross-cultural Business Communication

2.3.1 Complexity of Cross-cultural Business Communication

2.3.2 How to Make Successful Cross-cultural Business C0mmunication

Summary

Exercises

Case Study

Chapter Three Verbal Communication and Culture

Lead.in Case

Learning Objectives

3.1 Language and Communication

3.1.1 Power of Language

3.1.2 Relationship Between Language and Communication

3.1.3 Definition and Classification of Verbal C0mmunication

3.2 Relationship Between Verbal Communication and CuIture

3.2.1 Influence of Verbal Communication 0n CuIture

3.2.2 Influence of Culture on Verbal Communication

3.3 Cultural Variations in the Verbal Communication Style

3.3.1 Direct and Indirect Communication Styles

3.3.2 Elaborate and Succinct Communication Styles

3.3.3 Personal and Contextual Communication Styles

3.3.4 Instrumental and Affective Communication Styles

3.4 Translation or Interpretation in Business Communication across Cultures

3.4.1 Lack of Linguistic Equivalency

3.4.2 Lack of Conceptual，Idiomatic and Experiential Equivalence

3.4.3 The Role of the Translator or Interpreter

3.5 Selection of the Right Language

3.5.1 Choosing the Language of Business across Cultures

3.5.2 Choosing a Company Language

3.6 Effective Oral Business Communication across CuItures

3.6.1 Types of Oral Business Communication

3.6.2 Tips for Effective Oral Communication acmss CultuIles

3.7 Effective Written Communication

3.7.1 Written Communication with Cultural Diversitv

3.7.2 Tips for Effective Written Communication

3.7.3 Three-step Writing Process

3.8 Advances and Trends in Communication Technology

3.8.1 Wireless

3.8.2 E-mail

3.8.3 Smartphones 1

3.8.4 Networking

3.8.5 Videoconferencing

3.8.6 Intranets and Collaborative Projeets

Summary

Exercises

Case Study

Chapter Four Nonverbal Communication，Business

Etiquette and Culture

Lead.in Case

Learning Objectives

4.1 Definition of Nonverbal Communication

4.2 Functions of Nonverbal Communication

4.2.1 Repeat a Verbal Message

4.2.2 Contradict a Verbal Message

4.2.3 Substitute for a Verbal Message

4.2.4 Supplement a Verbal Message

4.2.5 Accent a Verbal Message

4.2.6 Regulate Verbal Communication

4.3 Characteristics of Nonverbal Communication

4.4 Nonverbal Communication across Cultures

4.4.1 Influence of Culture on Nonverbal Communication

4.4.2 Types of Nonverbal Communication

4.5 Business Etiquette

4.5.1 Greeting

4.5.2 Dining

4.5.3 Giving Gihs

4.5.4 Business Attire

4.5.5 Business Meeting

Summary

Exercises

Case Study

Chapter Five Cross-cultural Business Negotiation

Lead-in Case

Learning Objectives

5.1 Definition of Cross-cultural Negotiation

5.2 The Negotiation Process

5.2.1 Stage One：Preparation

5.2.2 Stage Two：Relationship Building

5.2.3 Stage Three：Exchanging Task-related Information

5.2.4 Stage Four：Persuasion

5.2.5 Stage Five：Concessions and Agreement

5.3 Variables in Cross-cultural Negotiation Process

5.3.1 Basic Conception of Negotiation Process

5.3.2 Most Significant Type of Issue

5.3.3 Selection 0f Negotiators

5.3.4 Influence of Individuals'Aspirations

5.3.5 Internal Decision-making Process

5.3.6 Orientation Toward Time

5.3.7 Risk.making Propensity

5.3.8 Basis 0fTrust

5.3.9 C0ncem with Protocol

5.3.10 Style of Communication

5.3.11 Nature of Persuasion

5.3.12 Form ofAgreement

5.4 Understanding Negotiation Styles

5.5 Using the Internet to Support Negotiations

5.5.1 Web.based Support System

5.5.2 E.negotiations

5.6 Advice for Cross-cultural Negotiations

5.6.1 Anticipate Differences in Strategy and Tactics That May Cause Misunderstandings

5.6.2 Analyze Cultural Differences to Identify Differences in Values That Expand the Pie

5.6.3 Recognize That the Other Party May Not Share Our View of What Constitutes Power

5.6.4 Avoid Attribution EITOrS

5.6.5 Find out How to Show Respect in the Other Culture

5.6.6 Find out HOW Time Is Perceived in t11e Other Culture

5.6.7 Know Our Options for Change

Summary

Exercises

Case Study

Chapter Six Promoting Cross-cultural Business Communication

Lead in Case

Learning Objectives

6.1 Cross-cuhural Communication Ethics

6.1.1 Definition of Cross.cuhural Communication Ethics

6.1.2 Cross-cultural Business Ethics——-Classic Cases and Important Issues

6.1.3 Ethical Relativism

6.1.4 Principles of Ethical Cross cultural Communication

6.2 Listening

6.2.1 The Nature of Listening

6.2.2 Classification of Listening

6.2.3 The Problem of Poor Listening Skills

6.2.4 Cultural Differences in Listening

6.2.5 A Strategy for Becoming a Better Listener

6.3 Developing Cross-cultural Communication Competence

6.3.1 Components of Cross-cultural Competence

6.3.2 Strategies to Develop Cross-cultural Communication Competence

Summary

Exercises

Case Study

References

《跨文化商务沟通/国际商务系列教材》每章以“案例导人→学习目标→开篇导语→主题分析→章节结语→习题反思→案例分析”的编写体例来组织知识体系。运用精选案例启发读者思考每一章节所蕴含的核心问题。六个板块构成《跨文化商务沟通/国际商务系列教材》的六个章节：第一章梳理了跨文化领域的经典文化价值观理论以及发展中的跨文化商务理论，并运用实例细致解读理论，为读者理解跨文化商务沟通奠定了理论基础。第二章概述了沟通和商务沟通的基本概念，基于前章的理论基础探讨了文化多样性对商务沟通实务的影响，分析了跨文化商务沟通的复杂性特征。第三章详细论述了跨文化商务活动中文化和语言沟通之间的关系，结合案例、图表和例文重点讨论了语言沟通模式、口头语言沟通和书面语言沟通的文化差异性，勾勒出跨文化商务沟通伴随沟通技术革新而产生的变迁与发展。第四章以图文并茂的形式生动展现了非语言沟通的文化多样性，引用丰富的素材描述了跨文化商务礼仪的异同。第五章具体阐述了跨文化商务谈判的主要概念、谈判过程、谈判风格和基于网络的新型商务谈判模式，并就如何进行高效跨文化商务谈判提出了建设性意见和建议。第六章从跨文化商务伦理、有效倾听和跨文化沟通能力三个方面探讨了如何减弱文化的不自觉性，提高读者的跨文化意识，促进跨文化商务沟通能力的发展。