跨文化商务沟通2025|PDF|Epub|mobi|kindle电子书版本百度云盘下载

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Chapter One Cultural Diversity1

Lead-in Case1

Learning Objectives2

1.1 Cultural Diversity2

1.1.1 Definition of Culture2

1.1.2 Characteristics of Culture4

1.1.3 Recognizing Cultural Differences4

1.2 The Core of Culture8

1.2.1 Cultural Values8

1.2.2 Hofstede's Five Dimensiors8

1.2.3 Hall's High-and Low-cultural Dimension13

1.2.4 Kluckhohn and Strodtbeck's Value Orientations15

1.3 Fundamental Dimensions of Culture in Business across Cultures18

1.3.1 Trompenaars's Dimensions18

1.3.2 The GLOBE Study19

Summary20

Exercises20

Case Study21

Chapter Two Understanding Business Communication across Cultures22

Lead-in Case22

Learning Objectives23

2.1 Brief Introduction of Business Communication23

2.1.1 Definition of Communication23

2.1.2 Definition of Business Communication25

2.1.3 Levels of Business Communication27

2.1.4 Barriers to Effective Busihess Communication29

2.2 Impact of Cultural Diversity on Business Communication32

2.2.1 Influence of Culture on Behaviors in Business Communication33

2.2.2 Influence of Culture on Developing Relationships in Business34

2.2.3 Influence of Culture on Business Communication Styles35

2.3 Cross-cultural Business Communication36

2.3.1 Complexity of Cross-cultural Business Communication36

2.3.2 How to Make Successful Cross-cultural Business Communication39

Summary41

Exercises42

Case Study42

Chapter Three Verbal Communication and Culture44

Lead-in Case44

Learning Objectives45

3.1 Language and Communication45

3.1.1 Power of Language45

3.1.2 Relationship Between Language and Communication46

3.1.3 Definition and Classification of Verbal Communication46

3.2 Relationship Between Verbal Communication and Culture53

3.2.1 Influence of Verbal Communication on Culture53

3.2.2 Influence of Culture on Verbal Communication53

3.3 Culural Variations in the Verbal Communication Style54

3.3.1 Direct and Indirect Communication Styles55

3.3.2 Elaborate and Succinct Communication Styles55

3.3.3 Personal and Contextual Communication Styles56

3.3.4 Instrumental and Affective Communication Styles56

3.4 Translation or Interpretation in Business Communication across Cultures57

3.4.1 Lack of Linguistic Equivalency58

3.4.2 Lack of Conceptual,Idiomatic and Experiential Equivalence59

3.4.3 The Role of the Translator or Interpreter60

3.5 Selection of the Right Language61

3.5.1 Choosing the Language of Business across Cultures61

3.5.2 Choosing a Company Language61

3.6 Effective Oral Business Communication across Cultures63

3.6.1 Types of Oral Business Communication63

3.6.2 Tips for Effective Oral Communication across Cultures63

3.7 Effective Written Communication65

3.7.1 Written Communication with Cultural Diversity65

3.7.2 Tips for Efiective Written Communication75

3.7.3 Three-step Writing Process76

3.8 Advances and Trends in Communication Technology80

3.8.1 Wireless80

3.8.2 E-mail80

3.8.3 Smartphones81

3.8.4 Networking81

3.8.5 Videoconferencing81

3.8.6 Intranets and Collaborative Projects82

Summary82

Exercises82

Case Study83

Chapter Four Nonverbal Communication,Business Etiquette and Culture84

Lead-in Case84

Learning Objectives85

4.1 Definition of Nonverbal Communication85

4.2 Functions of Nonverbal Communication86

4.2.1 Repeat a Verbal Message86

4.2.2 Contradict a Verbal Message86

4.2.3 Substitute for a Verbal Message87

4.2.4 Supplement a Verbal Message87

4.2.5 Accent a Verbal Message87

4.2.6 Regulate Verbal Communication87

4.3 Characteristics of Nonverbal Communication87

4.4 Nonverbal Communication across Cultures89

4.4.1 Influence of Culture on Nonverbal Communication89

4.4.2 Types of Nonverbal Communication89

4.5 Business Etiquette101

4.5.1 Greeting101

4.5.2 Dining103

4.5.3 Giving Gifts105

4.5.4 Business Attire107

4.5.5 Business Meeting108

Summary109

Exercises109

Case Study109

Chapter Five Cross-cultural Business Negotiation111

Lead-in Case111

Learning Objectives112

5.1 Definition of Cross-cultural Negotiation112

5.2 The Negotiation Process114

5.2.1 Stage One:Preparation114

5.2.2 Stage Two:Relationship Building115

5.2.3 Stage Three:Exchanging Task-related Information117

5.2.4 Stage Four:Persuasion118

5.2.5 Stage Five:Concessions and Agreement120

5.3 Variables in Cross-cultural Negotiation Process121

5.3.1 Basic Conception of Negotiation Process121

5.3.2 Most Significant Type of Issue122

5.3.3 Selection of Negotiators122

5.3.4 Influence of Individuals'Aspirations123

5.3.5 Internal Decision-making Process124

5.3.6 Orientation Toward Time124

5.3.7 Risk-making Propensity124

5.3.8 Basis of Trust125

5.3.9 Concern with Protocol125

5.3.10 Style of Communication126

5.3.11 Nature of Persuasion126

5.3.12 Form of Agreement127

5.4 Understanding Negotiation Styles129

5.5 Using the Internet to Support Negotiations133

5.5.1 Web-based Support System133

5.5.2 E-negotiations133

5.6 Advice for Cross-cultural Negotiations134

5.6.1 Anticipate Differences in Strategy and Tactics That May Cause Misunderstandings134

5.6.2 Analyze Cultural Differences to Identify Differences in Values That Expand the Pie134

5.6.3 Recognize That the Other Party May Not Share Our View of What Constitutes Power134

5.6.4 Avoid Attribution Errors135

5.6.5 Find out How to Show Respect in the Other Culture135

5.6.6 Find out How Time Is Perceived in the Other Culture135

5.6.7 Know Our Options for Change136

Summary137

Exercises137

Case Study138

Chapter Six Promoting Cross-cultural Business Communication140

Lead-in Case140

Learning Objectives144

6.1 Cross-cultural Communication Ethics145

6.1.1 Definition of Cross-cultural Communication Ethics145

6.1.2 Cross-cultural Business Ethics—Classic Cases and Important Issues145

6.1.3 Ethical Relativism147

6.1.4 Principles of Ethical Cross-cultural Communication148

6.2 Listening149

6.2.1 The Nature of Listening149

6.2.2 Classification of Listening150

6.2.3 The Problem of Poor Listening Skills151

6.2.4 Cultural Differences in Listening152

6.2.5 A Strategy for Becoming a Better Listener153

6.3 Developing Cross-cultural Communication Competence156

6.3.1 Components of Cross-cultural Competence157

6.3.2 Strategies to Develop Cross-cultural Communication Competence158

Summary160

Exercises160

Case Study161

References163