当前课程知识点:跨文化交际 > Module 10: Developing Intercultural Competence as a Global Citizen > 课外延伸-Developing Intercultural Competence as a Global Citizen > 课外延伸-Intercultural Communication in Business Setting
Books(推荐书目)
1.Ming-Jer Chen. Inside Chinese Business: A Guide for Managers Worldwide. Boston: Harvard Business School Press, 2001.
2.Christopher W Moore & Peter J. Woodrow. Handbook of Global and Multicultural Negotiation. San Francisco: Jossey-Bass, 2010.
3.Cellich, Claude & Jain, Subhash C. Global Business Negotiations: A Practical Guide. OH: Thomson/South-Western, 2004.
Websites(推荐网址)
1.https://www.pon.harvard.edu/daily/international-negotiation-daily/top-negotiation-case-studies-in-international-negotiations-from-business-and-global-politics/ Top 10 International Business Negotiation Case Studies
2. https://bizfluent.com/management/ This website provides abundant resources for business and management, including cross-cultural negotiation.
Further Reading (拓展阅读)
Cross-Cultural Negotiation Styles
Belinda Tucker
Cultural differences play a significant role in negotiation styles. Both spoken and nonverbal communication can impact a delicate negotiation between two or more parties. Taking the time to learn about cultural differences and business etiquette is an important part of preparing for any important business negotiation.
Time Considerations
One basic difference between cultures is the way time is perceived. A culture's relationship to time defines it as either a monochronic or a polychronic culture. Characteristics of a monochronic culture include a preference and expectation for schedule adherence, meeting agendas, scheduled breaks and detailed communication. Countries considered to be monochronic are countries such as the U.S., Switzerland, Scandinavia and Germany. Japan also falls in this category. In contrast to the monochronic cultural perspective on time, polychronic cultures start and end meetings spontaneously, take breaks as necessary and are comfortable with a less structured meeting where dialogue and information flows freely. Countries identified as polychronic include France, Italy, Greece, East African countries and Mexico.
Formal Versus Informal Negotiation Styles
Many negotiations are less than successful, ending abruptly when one party decides they are being rushed or disrespected. Different cultures' expectations can differ radically about the formality of the negotiation process. For instance, if an American called a Japanese negotiator by his first name at a first meeting, the Japanese businessperson would be offended. In the U.S., a person's first name is often used as a sign of friendliness. This is representative of the type of misunderstanding that undermines many negotiation efforts. A formal style of negotiation includes using a person's titles and refraining from conversation directed toward a person's family or private life. Anecdotes are considered too informal for people to introduce into the conversation. The Germans and the Japanese are thought to be more formal than Americans.
Negotiation Objectives
Business people from different cultures have varying objectives when they participate in a negotiation. This is a very important distinction that should be understood prior to attending a meeting. Americans attend negotiations seeking an agreement, often in the form of a contract. The Spanish also strive to obtain a contract as a sign of successful negotiation. Conversely, in Latin American countries, parties focus on developing the relationship. Similar to the Latin American culture, the Japanese are likely to focus more on the relationship being forged and less on the details.
Eye Contact
Interpreting behavior is always a challenge in an important negotiation. Understanding both verbal and nonverbal communication is helpful for interpreting the actions of someone from a different culture. A good example of nonverbal communication that can be significant is eye contact. In the U.S., Canada and Arab countries, direct eye contact is considered a sign of trustworthiness. Where misunderstandings could crop up is how differently Asian countries view eye contact. In Asian society, looking down is considered a sign of respect.
(source: https://bizfluent.com/info-8460645-crosscultural-negotiation-styles.html)
-1.1 Culture & Its Elements
-1.2 Characteristics of Culture
-1.3 Metaphors of Culture
-1.4 Basics of Communication
-1.5 Intercultural Communication
-课后习题-Understanding Intercultural Communication
-讨论-Understanding Intercultural Communication
-课外延伸-Understanding Intercultural Communication
-2.1 The Kluckhohns and Strodtbeck’s Value Orientations
--The Kluckhohns and Strodtbeck’s Value Orientations
-2.2 Hofstede’s Value Dimensions
-2.3 Hall’s High-context and Low-context Orientations
--Hall’s High-context and Low-context Orientations
-2.4 Face and Facework
-2.5 Dominant Chinese Cultural Patterns
--Dominant Chinese Cultural Patterns
-2.6 Dominant United States Cultural Patterns
--Dominant United States Cultural Patterns
-课后习题-Values and Value Orientations Across Cultures
-讨论-Values and Value Orientations Across Cultures
-课外延伸-Values and Value Orientations Across Cultures
-3.1 The Relationship between Language and Culture
--The Relationship between Language and Culture
-3.2 Cultural differences in Words and their Meaning
--Cultural differences in Words and their Meaning
-3.3 Cultural Differences in Daily Conversations
--Cultural Differences in Daily Conversations
-3.4 Communication Styles
-课后习题-Language and Culture
-4.1 Basics of Nonverbal Communication
--Basics of Nonverbal Communication
-4.2 Body Language
-4.3 Time
--Time
-4.4 Space and Touch
-Nonverbal Communication Across Cultures
-讨论-Nonverbal Communication Across Cultures
-课外延伸-Nonverbal Communication Across Cultures
-5.1 Cultural Influences on Education
--Cultural Influences on Education
-5.2 Traditional Chinese Medicine Vs. Western Medicine
--Traditional Chinese Medicine Vs. Western Medicine
-5.3 Major Tea Cultures in the World
--Major Tea Cultures in the World
-5.4 Cultural Influences on Politics
--Cultural Influences on Politics
-课后习题-Cultural Influences on Various Contexts
-讨论-Cultural Influences on Various Contexts
-课外延伸-Cultural Influences on Various Contexts
-6.1 Sex and Gender
-6.2 Gender Roles across Cultures
--Gender Roles across Cultures
-6.3 Sexist Language
-6.4 Cross-gender Communication
-课后习题-Gender and Communication Across Cultures
-讨论-Gender and Communication Across Cultures
-课外延伸-Gender and Communication Across Cultures
-7.1 Business Negotiation across Cultures
--Business Negotiation across Cultures
-7.2 Business Protocols across Cultures
--Business Protocols across Cultures
-7.3 Conflict Management across Cultures
--Conflict Management across Cultures
-7.4 Cultural Impact on Global Marketing
--Cultural Impact on Global Marketing
-7.5 Business Leadership across Cultures
--Business Leadership across Cultures
-课后习题-Intercultural Communication in Business Setting
-讨论-Intercultural Communication in Business Setting
-课外延伸-Intercultural Communication in Business Setting
-8.1 Introduction to the Belt and Road Initiative
--Introduction to the Belt and Road Initiative
-8.2 The Cultural Foundations of the Belt and Road Initiative
--The Cultural Foundations of the Belt and Road Initiative
-8.3 Globalization and the Belt and Road Initiative
--Globalization and the Belt and Road Initiative
-8.4 Language Communication in the Belt and Road Construction
--Language Communication in the Belt and Road Construction
-课后习题-Communication Across “Belt and Road “Countries
-讨论-Communication Across “Belt and Road “Countries
-课外延伸-Communication Across “Belt and Road “Countries
-9.1 Global Challenges Facing Humankind
--Global Challenges Facing Humankind
-9.2 Stereotyping, Prejudice and Ethnocentrism
--Stereotyping, Prejudice and Ethnocentrism
-9.3 Intercultural Communication Toward a Community of Shared Future
--Intercultural Communication Toward a Community of Shared Future
-课后习题-A cross-Cultural Dialogue Toward a Community of Shared Future for Mankind
-讨论-A cross-Cultural Dialogue Toward a Community of Shared Future for Mankind
-课外延伸-A cross-Cultural Dialogue Toward a Community of Shared Future for Mankind
-10.1 Cultural Shock
-10.2 Acculturation
-10.3 The Concept of Intercultural Communication Competence
--The Concept of Intercultural Communication Competence
-10.4 The Components of Intercultural Communication Competence
--The Components of Intercultural Communication Competence
-10.5 Improving Intercultural Communication Competence
--Improving Intercultural Communication Competence
-课后习题-Developing Intercultural Competence as a Global Citizen
-讨论-Developing Intercultural Competence as a Global Citizen
-课外延伸-Developing Intercultural Competence as a Global Citizen