跨文化商务沟通（PPT32页)

CultureConflictsinBehaviors•concept•case1InterpretingaSmile•case2TheChineseCompanyAdaptingtotheIslamicCultureandCustomsDefinitiondifferentcultures,customsandreligiousbeliefdifferentthoughtsoractionsconflictsVerbalbehaviorsDifferentwaysofgreetingDifferentrespondstopraiseThemainpartofconsideringissuesNonverbalbehaviorsDifferentwaysofapologizingDifferenteatinghabitsDifferentmeaningsofsamegesturesTypesThecausesculturecustomscharacteristicslivinghabitsreligiousbeliefbodylanguageAmerica:frankfirmconceptoftimestronglegealconceptFrance：usuallylateforappointmenttalktativeandlikemakefriendswithgoodtallkerFrenchmerchantsusuallychangetheirmindswhensignningacontractDifferentLivingHabitsUK:•polite•ladyfirst•cautious•euphemistic•payattentiontoapperance•donottalkbusinessduringlunchtime•donotinvitepeolpletohometotalkbusiness•paymoreattentiontotheatmosphere,timeandprocesswhendrinkingteaEatinghabitsSouthChina:rice,soup,sweetfoodNorhthChina:flour,seldomeatsoup,saltyfood,strongdrinkerCharacterfeaturesSouthChina:exquisite,euphemisticNorthChina:bold,frank,straightforwardDifferentLivingHabitsinNorthandSouthChinaIslamDietaryrestrictions:•donoteatpork•donotdrink•donoteatbloodCustumetaboo:•simplicity•artistry•neatandtidyTaboosHealthhabits:•cleannessisanimportantpartoffaithReligiousservice:•fivetimesperday•nofixedlocationforreligiousservice•inacleanplaceChristianeatinghabits:•fasting•haveapraybeforeeatingTaboo:•thenumber13taboo•theFridaytabooBuddhismDietaryrestrictions:•Abstainfromeatingmeatandfish•Donotdrinkchristian:EuropeancountriesIslam:westAsiaBuddhism:China,Japan,Thailand,MyanmarChristian,Islam,Buddhism(threeworldregions)ReligiousBeliefsAmericans:UsuallykeepacertaindistancewithotherswhiletalkingApplauseforthemselvesPutonehandonhisthroatandplacehishandpalmdownward(toshowheisfull)Chinese:KeepclosetoeachothertoshowtheirgoodrelationshipsDonotapplauseforthemselvesPathisbellytoshowheisfullTheDifferencesBetweenChineseandAmericanBodyLanguageCase1InterpretingaSmileQuestions•WhywasPeterangrywithJunChen?•WhydidJunChenapologizewiththesmile?•HowdidPeterunderstandthesmileofJunChen?Answers•JunwassmilingwhenheapologizedtoPeter,soPeterthoughtJundidn’trealizehisfault.•Junconsideredasmilebeforeanapologymayeasethetensionandexpresshissincerity,kindness,humbleness.•AccordingtoAmericancustom,PeterfeltJunwasunrespectfultohimandinsinceretotheapology.HCandLCindifferentcountryAnalysisChineseAmericanHigh-contextIndirect&implicitLow-contextDirect&explicitDifferencesinCommunicationInHigh-context•Usesofemotionalmessage•ReliesheavilyonsubtlenonverbalsignstomaintainsocialharmonyInLow-context•Beginningwiththeimportantfacts•Usinglanguageprimarilytoexpressthoughts,feelingsandideasasdirectlyaspossible•happyorexcited•normal•kindnessandwarmness•Chinese•sorryforthemistakes••abnormalshowspityinsomething••easesthetension••Smiling•happyorexcited•normal•kindnessandwarmness•American•smirking,asignofdisrespect••abnormal•disrespectandimpolitenessSmilingSolution•Learningmoreaboutthewesterncustoms•Adjustinghislifestyleandcustoms•DealingwithproblemsintheAmericanwaySolutionInthiskindofsituationJunshouldactasaWesterner•keephiseyeloweredwhenhewasapologizing•lookPeterintheeyeanddefinitelynottosmile•promisingtocorrectthefaultsandtoavoidmakingthesamemistakeCase2TheChineseCompanyAdaptingtotheIslamicCultureandCustom（一）全球伊斯兰教分布图Muslim•（二）中国成年人宗教信仰情况Questions•WhatgoeswrongduringthebusinessnegotiationbetweenCompanyHanditscustomerfromDubai?•Whatkindofroledoesnationalcultureplayininternationalbusinessnegotiation?•WhatdoyouthinkoftheactionstakenbyMr.L?Whatshouldanorganizationdobeforenegotiatingwithonefromadifferentculture?Answers•Differentculturalconcepts•Religion•Mr.LunderstandsandrespectsIslambicculture.Theorganizationnotonlyknowthelocallanguage,butalsolearnlocalpeople’sbeliefandotherspecialcustoms.Analysis•ThedelegatorsfromDubaibeliefinIslamism,andhavestrongreligiousconcepts.Boaristheirtotem,theyarebannedfromeatingpork.•ChinesepeoplelackofreligiousconsciousandignoretheimportantfactorwhentheynegotiatewithDubai’scompany.Solutions•Todosomemarketresearchinadvance•Togiveaspecialtrainingtoemployee•ToknowandrespectlocalcultureSummary•Knowthedifferencebetweenhigh-contextcountriesandlow-contextcountries•UnderstandtheimportanceofreligionintheMiddleEast•MastersomebasicwaystodevelopabetterinterculturalcommunicationThankyou