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Chapter One Cultural Diversity 1

Lead-in Case 1

Learning Objectives 2

1.1 Cultural Diversity 2

1.1.1 Definition of Culture 2

1.1.2 Characteristics of Culture 4

1.1.3 Recognizing Cultural Differences 4

1.2 The Core of Culture 8

1.2.1 Cultural Values 8

1.2.2 Hofstede's Five Dimensiors 8

1.2.3 Hall's High-and Low-cultural Dimension 13

1.2.4 Kluckhohn and Strodtbeck's Value Orientations 15

1.3 Fundamental Dimensions of Culture in Business across Cultures 18

1.3.1 Trompenaars's Dimensions 18

1.3.2 The GLOBE Study 19

Summary 20

Exercises 20

Case Study 21

Chapter Two Understanding Business Communication across Cultures 22

Lead-in Case 22

Learning Objectives 23

2.1 Brief Introduction of Business Communication 23

2.1.1 Definition of Communication 23

2.1.2 Definition of Business Communication 25

2.1.3 Levels of Business Communication 27

2.1.4 Barriers to Effective Busihess Communication 29

2.2 Impact of Cultural Diversity on Business Communication 32

2.2.1 Influence of Culture on Behaviors in Business Communication 33

2.2.2 Influence of Culture on Developing Relationships in Business 34

2.2.3 Influence of Culture on Business Communication Styles 35

2.3 Cross-cultural Business Communication 36

2.3.1 Complexity of Cross-cultural Business Communication 36

2.3.2 How to Make Successful Cross-cultural Business Communication 39

Summary 41

Exercises 42

Case Study 42

Chapter Three Verbal Communication and Culture 44

Lead-in Case 44

Learning Objectives 45

3.1 Language and Communication 45

3.1.1 Power of Language 45

3.1.2 Relationship Between Language and Communication 46

3.1.3 Definition and Classification of Verbal Communication 46

3.2 Relationship Between Verbal Communication and Culture 53

3.2.1 Influence of Verbal Communication on Culture 53

3.2.2 Influence of Culture on Verbal Communication 53

3.3 Culural Variations in the Verbal Communication Style 54

3.3.1 Direct and Indirect Communication Styles 55

3.3.2 Elaborate and Succinct Communication Styles 55

3.3.3 Personal and Contextual Communication Styles 56

3.3.4 Instrumental and Affective Communication Styles 56

3.4 Translation or Interpretation in Business Communication across Cultures 57

3.4.1 Lack of Linguistic Equivalency 58

3.4.2 Lack of Conceptual,Idiomatic and Experiential Equivalence 59

3.4.3 The Role of the Translator or Interpreter 60

3.5 Selection of the Right Language 61

3.5.1 Choosing the Language of Business across Cultures 61

3.5.2 Choosing a Company Language 61

3.6 Effective Oral Business Communication across Cultures 63

3.6.1 Types of Oral Business Communication 63

3.6.2 Tips for Effective Oral Communication across Cultures 63

3.7 Effective Written Communication 65

3.7.1 Written Communication with Cultural Diversity 65

3.7.2 Tips for Efiective Written Communication 75

3.7.3 Three-step Writing Process 76

3.8 Advances and Trends in Communication Technology 80

3.8.1 Wireless 80

3.8.2 E-mail 80

3.8.3 Smartphones 81

3.8.4 Networking 81

3.8.5 Videoconferencing 81

3.8.6 Intranets and Collaborative Projects 82

Summary 82

Exercises 82

Case Study 83

Chapter Four Nonverbal Communication,Business Etiquette and Culture 84

Lead-in Case 84

Learning Objectives 85

4.1 Definition of Nonverbal Communication 85

4.2 Functions of Nonverbal Communication 86

4.2.1 Repeat a Verbal Message 86

4.2.2 Contradict a Verbal Message 86

4.2.3 Substitute for a Verbal Message 87

4.2.4 Supplement a Verbal Message 87

4.2.5 Accent a Verbal Message 87

4.2.6 Regulate Verbal Communication 87

4.3 Characteristics of Nonverbal Communication 87

4.4 Nonverbal Communication across Cultures 89

4.4.1 Influence of Culture on Nonverbal Communication 89

4.4.2 Types of Nonverbal Communication 89

4.5 Business Etiquette 101

4.5.1 Greeting 101

4.5.2 Dining 103

4.5.3 Giving Gifts 105

4.5.4 Business Attire 107

4.5.5 Business Meeting 108

Summary 109

Exercises 109

Case Study 109

Chapter Five Cross-cultural Business Negotiation 111

Lead-in Case 111

Learning Objectives 112

5.1 Definition of Cross-cultural Negotiation 112

5.2 The Negotiation Process 114

5.2.1 Stage One:Preparation 114

5.2.2 Stage Two:Relationship Building 115

5.2.3 Stage Three:Exchanging Task-related Information 117

5.2.4 Stage Four:Persuasion 118

5.2.5 Stage Five:Concessions and Agreement 120

5.3 Variables in Cross-cultural Negotiation Process 121

5.3.1 Basic Conception of Negotiation Process 121

5.3.2 Most Significant Type of Issue 122

5.3.3 Selection of Negotiators 122

5.3.4 Influence of Individuals'Aspirations 123

5.3.5 Internal Decision-making Process 124

5.3.6 Orientation Toward Time 124

5.3.7 Risk-making Propensity 124

5.3.8 Basis of Trust 125

5.3.9 Concern with Protocol 125

5.3.10 Style of Communication 126

5.3.11 Nature of Persuasion 126

5.3.12 Form of Agreement 127

5.4 Understanding Negotiation Styles 129

5.5 Using the Internet to Support Negotiations 133

5.5.1 Web-based Support System 133

5.5.2 E-negotiations 133

5.6 Advice for Cross-cultural Negotiations 134

5.6.1 Anticipate Differences in Strategy and Tactics That May Cause Misunderstandings 134

5.6.2 Analyze Cultural Differences to Identify Differences in Values That Expand the Pie 134

5.6.3 Recognize That the Other Party May Not Share Our View of What Constitutes Power 134

5.6.4 Avoid Attribution Errors 135

5.6.5 Find out How to Show Respect in the Other Culture 135

5.6.6 Find out How Time Is Perceived in the Other Culture 135

5.6.7 Know Our Options for Change 136

Summary 137

Exercises 137

Case Study 138

Chapter Six Promoting Cross-cultural Business Communication 140

Lead-in Case 140

Learning Objectives 144

6.1 Cross-cultural Communication Ethics 145

6.1.1 Definition of Cross-cultural Communication Ethics 145

6.1.2 Cross-cultural Business Ethics—Classic Cases and Important Issues 145

6.1.3 Ethical Relativism 147

6.1.4 Principles of Ethical Cross-cultural Communication 148

6.2 Listening 149

6.2.1 The Nature of Listening 149

6.2.2 Classification of Listening 150

6.2.3 The Problem of Poor Listening Skills 151

6.2.4 Cultural Differences in Listening 152

6.2.5 A Strategy for Becoming a Better Listener 153

6.3 Developing Cross-cultural Communication Competence 156

6.3.1 Components of Cross-cultural Competence 157

6.3.2 Strategies to Develop Cross-cultural Communication Competence 158

Summary 160

Exercises 160

Case Study 161

References 163