KeytotheExercises

Chapter1Culture,Communication&

InterculturalCommunication

KeystotheExercises

After-ReadingActivities

CaseAnalysis

Case1

1. Philwasunhappytobevisitedwithoutanyappointmentinadvance.InWesterncountries,ifyouwanttocallonsomeone,youshouldcallhim/hertoseewhetherhe/shehastimeornot,orarrangeaspecifictime.Unexpectedvisitmaybeunwelcome.

Case2

1. TheCanadiantookwhatmeantgreatconcerntoChineseasdistrust.

2. AChineseemployeewouldhavebeenmorethanhappyifhisorherbosshadshowedsuchgreatconcernforhimorher.

3. Peopleusuallyhavethetendencytoevaluatebehaviorsfromotherculturesasgoodorbad,tomakejudgmentsbasedontheirownculturalbias.Todecreasesuchatendency,wehadbettertrytorememberthatwecannotjudgesomeonefromanotherculturebyourownculturalvalues,butwehavefirstlytoknowthemandunderstandtheirculturalvalues.

Case3

1. HesupposestheGermanengineerscanunderstandthebodylanguage.

2. No.TheGermans,whenusingfingerstoshowanumber,begincountingwiththethumbasnumberone.Therefore,theindexfinger,beingthesecondfingerfromthethumb,representsnumbertwo.

3. Communicatinginvolvesverbal,non-verbalandlisteningskills.Communicationtheoriststalkaboutspeakingas“encoding”andlisteningas“decoding”.Weallspeakandlisten,encodeanddecode,throughafilterofourownexperiencesandbeliefs.Theencoding-decodingprocesscancausemiscommunication.Whenworkinginaculturalandlinguisticcontextdifferentfromyourown,wheretensionandmistrustmayalreadybefairlyhigh,theencoding-decodingprocesscanbecomeextremelydifficultandthechancesofanangry,explosivereactiongreatlyenhance.

Activities

Task1-4

Openfordiscussion.

Chapter2VerbalCommunication

After-ReadingActivities

CaseAnalysis

Case1

1. ItmostprobablytakesplaceinChina.

2. Ontheonehand,itreflectstheculturalfactorsonpragmaticslevel.Chinesepeopleareproudoftheirhospitalityandbeingmodestaswell.InChina,oneissupposedtoturndowntheinvitationseveraltimesasakindofpolitenesswhenheisinvitedtodinner.Theinviterhastounderstandtherealintentionoftheinviteeandextendstheinvitationstimeandtimeagain.Ontheotherhand,ashighcontextlanguage,Chineseislessexplicitbecausemostmembersknowwhattodoandwhattothinkfromyearsofinteractionwitheachother.Therefore,theinvitercanunderstandthattherefusalfromtheinviteeactuallyisnotarefusalatall.

Case2

InEnglishspeakingcountries,somewordshavetheirconnotativemeanings.Forexample,“fishing”hereintheconversationmeanslookingforbeautifulgirlsinthestreet.Misunderstandingmakesthecommunicationcollapse.

Case3

InmostWesterncountries,peopledon’tliketobetoldwhattodo.Theyenjoyindependence.Incontrast,Chinesepeoplelikeshowingtheircareandconcerntowardsothers.Inthiscase,WangLinwantedtoshowhisconcernbuttheAmericanprofessorwasnotaccustomedtobeingsuggestedwithoutasking.

Case4

Turkeyherereferstoabirdorapersonconsideredineptorundesirable.

Activities

Task1-5

Openfordiscussion.

Chapter3NonverbalCommunication

After-ReadingActivities

CaseAnalysis

Case1

InPuertoRicoculture,itisdisrespectfulforachildtomeettheeyesofanadult.WhileintheUS,failingtomeetotherpeople’seyewhenbeingaccusedwouldbetakenasasignofguiltiness.TakingintonoconsiderationofPuertoRicoculture,itisquitenaturalfortheheadmastertojudgethatthegirlwasguilty.

Case2

Bodydistancevariesfromculturetoculture.Insomecultures,itisquitenormalforpeopletostandclosetogether,whileAmericanstalkaboutinvasionoftheirspace.ArabstendtomaintainacloserphysicaldistancebetweenindividualsthanAmericans.

Case3

ItmaybedifficultfortheWesternerstobelievethatsmilingfortheChinesenotonlymeansthatsomeoneishappy,butalsothatheissorry.ItisdesirableforaChinesetoapologizewithasmile,whichindicatehumblenessandembarrassment.InsteadofthinkingthatJunChenwasreallysorryforthemistake,Petermightactuallytakethesmileassmirking,asignofdisrespect.AWesternerinJunChen’ssituationwouldprobablykeephiseyeslowered,especiallyduringthetimehewasapologizing.AWesternerwouldexpecttheemployeetolookhimintheeyeanddefinitelynottosmile.Themistakenperceptionofasmilemadeanawkwardsituationworse.

Activities

Task1-4

Openfordiscussion.

Chapter4CulturalValues

After-ReadingActivities

CaseAnalysis

Case1

1. OnereasonJosedidnotacceptJim’sdollarwasthatinhiscultureitisveryimportanttobegenerous.Generosityandrespectforothers’generosityaretwovaluesthatexplainmanyHispanicandMiddleEasterncustomsandattitudes.ThatiswhyJim’srefusaltoacceptJose’sgenerositymadeJosequestiontheirfriendship.OnereasonLatinosdonottrytoreturnsmallamountsofmoneyisthatonedoesnotwanttosuggestthattheotherpersonisstingy.ToaLatino,Jim’sinsistenceonreturningthedollarmightmeanthatJimthoughtJosewasstingyandhadtohavehisdollarback.

2. Americansseeitalldifferently.Jimfeltthatitwouldberudeifhedidnottryreturningthedollarassoonaspossible.Americansvalueself-relianceverymuch.InAmericanculture,owingtoomuchfavorssuggestsbeingdependent,whichisaweaknessintheireyes.

3. Americansfeelstronglyaboutpayingtheirownway.Toletsomeoneelsepayforthemis“totakeadvantage”,whichismorallywrong.

Case2

1. Thefarmerexplainedtohissonthatonecouldneveratanytimeinanywaymakeotherpeoplefeelinferior,evenunintentionallyandoutofgoodwill.

2. Whataccountsforthefarmer’sbehavioristhathebelievedinindividualism,independence,self-reliance,self-esteem,andegalitarianism,themajorvaluesintheUS.

Case3

Inlowpowerdistancecultures,powerandauthoritydonotinfluencetherightsoftheindividual.Equalityratherthanauthorityisvaluedandinequalityinsocietyshouldbeminimized.Therelationshipsbetweenpeoplearelinearandformalitiesareveryoftenconsideredunnecessary.Peoplevalueindividualabilityandcredit,andemphasizeequalityofrights.In“highpowerdistance”countries,suchasChina,Japan,peopleemphasizethestatus,experience,age,qualifications,andexistingdifferencesbetweenpeople.Inhighpowerdistancecultures,authorityandpowerplayanimportantroleinsociallife,andinequalityamongpeoplewithdifferentpowersisnotquestioned.SointheyoungCanadian’sopinion,inthecompanyheandthewomanareequalpartners,andthereisnodifferenceinposition,sohehastheabilitytoparticipateinprojectanddothereport.AndintheChinesewoman’sview,theydifferfromeachotherintermsoftheirages,qualifications,andcontributions.Goingtodoaveryimportanttaskwithaninferioryoungmanmakesherloseface.

Activities

Task1

(1)Value:family;loyalty Origin:Scotland

(2)Value:theindividual Origin:England

(3)Value:self-help Origin:Greece

(4)Value:efficiency Origin:theUS

(5)Value:groupoverindividual Origin:Asia

Task2-3

Openfordiscussion.

Chapter5CultureShockin

InterculturalCommunication

After-ReadingActivities

CaseAnalysis

Case1

RefillingwaterisoneofthetraditionalChinesewaystotreattheguest.However,itisalsoanobligationfortheBritishpeopletofinishtheteainthecuptoshowhis/herappreciationandpolitenesstothehost.Leavingsometeainthecupisasignofdiscontentandimpoliteness.Actually,theyoungmanfeltstressedandveryembarrassedbecausethehostesskeptaddingwaterintohisteacupassoonashefinished.

Case2

TheAmericanchildhadbeennurturedtobeindependent,todowhateverhecouldbyhimself,eversincehewasborn.Hewassimplybroughtupthatway.TheChinesehousemaid,ontheotherhand,firstandforemostwantedtomakesurethatthechilddidnotgethurt.TheChinesewomanfeltthatitwasherresponsibilitytotakegoodcareofthechildandtheAmericanboyfeltuncomfortableaboutbeingover-protected.

Case3

1. Peopleindifferentcultureshavedifferentlifestylesandconcepts.Inthiscase,Mr.SmiththinksthatMr.Liintrudeshisprivacy,andfeelsoffended,sohegetsangrywithhim.

2. PeoplefromWesterncountriesemphasizeprivacy,anddonotallowotherstointrudetheirprivateroom,whileChinesepeopledon’tthinkthesameway.Chinesepeoplefeelitisnormaltowatchwhatotherpeoplearebusydoing.Inthiscase,Mr.Liwalksaroundthecompanywithoutpermission,whichintheeyesofWesterners,isabadbehaviorandmakesthemfeelangry.

Case4

“鄙人”and“拙作”arejustsomeformulaicpoliteexpressionscommoninChina.AlmostallChinesepeopleknowthisisjustawaytoshowmodesty.However,Westernersexpressthemselvesratherdirectly.TheycouldnotunderstandChineseover-modesty,fortheytendtocomprehendwhattheyhearliterally,andaclashwasinevitable.

Activities

Task1-3

Openfordiscussion.

Chapter6BusinessEtiquette&

SocialCustoms

After-ReadingActivities

CaseAnalysis

Case1

Chineseperspective:

AmericansoftenstrikeChineseasinformallydressed,unlesstheygotobusinessmeetingsandimportantfunctions.Havingseentheprofessorincasualclothesduringfieldwork,theadministratorhadbecomeusedtothewayhedressed.Chinesepeopledodressformallyiftheyweremeetingthemayor.However,foreignerswouldeasilybeexcusedbecausetheyarefromadifferentculture.Especiallywhenthemeetingwasunplannedandtheforeignerwascaughtbysurprise.

Americanperspective:

JustasthelocaladministratorhasbecomefamiliarwithseeingProfessorSmithinshorts,ProfessorSmithhasbecomeusedtothemoreformalstyleofdressingofhisChinesecolleagues.EvenifhewereinNorthAmerica,ProfessorSmithwouldnotwanttomeetanyimportantofficialdressedinshorts.Sobothrespectforthecultureheisworkinginaswellashisownstandardcausehimtofeelveryuncomfortablemeetingthemayordressedthewayheis.Asaprofessionalhewantstoact,dressandbeperceivedasaprofessional.

Case2

Ifyouhavebeeninvitedtoacocktailparty,keepinmindthefactthatthewholepurposebehinditistogiveyouachancetominglewithnewpeople,makeorsolidifyyourconnections.So,makesurethatyoudonotendupsittinginacornernursingadrink.Speaktopeopleandevenallowthemtointroduceyoutootherpeople.Donotforgettosay“thankyou”tothehostandhostessbeforeleavingthepartyandevenbidfarewelltootherguests.

Activities

Task1

1. Since“Ms.”isusedwitheithermarriedorunmarriedwomen,itcanbeusedsafelywithboth.Youcanaskthewomanwhatshepreferstobecalled.

2. Yes.Byavoidingusingtheperson’sname,youavoidusingaspecialformofaddresssuchasMs.,Mrs.,orMiss.Itisnotalwaysnecessarytouseaperson’snamewhenspeakingtothatperson.

3. No.Thisisnotalwaysanaccuratewayoffindingoutwhetherawomanismarried.Shemaywearingaringonherlefthandandnotbemarried,andviceversa.Evenifthewomanismarried,shemayprefertobecalledMs.

Task2

1. No.Iftheotherpersonwantstoshakehandswithyou,thiswouldberude.

2. Yes.Iftheotherpersonextendshisorherhand,thenshakeitimmediately.Ifheorshedoesnot,thenthereisnoneedtoshakehands.

3. Yes.Itisnotconsideredwrongtoshakehandsinintroductions.Somewomen,particularlyolderones,maynotbeaccustomedtoshakinghandsinanintroduction.Most,however,willshakehandsifyouextendyourhandfirst.

Task3-4

Openfordiscussion.

Task5

Peoplearefromdifferentcountries,soyou’dbetterprovidebuffetdinnerandallkindsoflocalfoodtosatisfyeveryone.Ifutilizingasetmenu,besuretoincludevegetariandishesasanoption.

Chapter7Intercultural

BusinessNegotiation

After-ReadingActivities

CaseAnalysis

Case1

Theconceptof“savingface”and“l(fā)osingface”originatesfromChina.Certainbehaviorsoractionsaredoneinanefforttosavefaceortoavoidlosingface.TheAmericanmanagerisquitefamiliarwiththefaceissueinChina.ForbeingpoliteandavoidingcausingtheChinesecounterparttoloseface,hedidn’texplainthemistakedirectly.SowhendoingbusinesswiththeChinese,bepreparedtomaketheChineselookgood.Chinesecultureisallaboutreciprocalfavors,andifyoumakethemlookgood,youwilldoanenormousservicetoyourself.

Case2

TheJapanesearegrouporiented.Thisstrategyassumesthattheactiontakenisconservativeandwellplannedandthatalloptionswereconsideredinthedecision.Aswouldbeexpected,thecollectiveJapanesehavebeenobservedbymanytoattachgreatimportancetodevelopingorpursuingsocialrelationshipgoals.Thisimportance,inturn,isareflectionoftheimportanceofinterpersonalrelationsintheJapaneseculture.TheAmericanculturestandsinmarkedcontrastwiththeJapanese.Itisindividualistic,notcollectivistic;thetemporalfocusistheimmediateshorttermandnotthelongerterm;interpersonalrelationshipshaveclearanddefiniteboundaries.Asaresult,thetwosidesinthecaseviewthemeetingdifferently.

Case3

Fromthecase,wemayconcludethattwonationswithcontrastedculturalperceptionscancooperatetocreatewin-winnegotiationagreements.Cooperationaimstoreconciletheinterestsofbothparties,reachjointbenefits,orattain“win-win”goals.Thepartiesworktogethertofindsolutionsthatarebeneficialtoboth.Ithelpsoneobtainwhatoneisentitledtoandstillbedecentandenablesonetobefairwhileprotectingoneselfagainstthosewhowouldtakeadvantageofone’sfairness.Theproblem-solvingstrategyisconsideredhavingapositiveinfluenceonboththeseller’sprofitandthebuyer’ssatisfaction.Thusthekeytoeffectivenegotiatingistocreateawin-winalternativefromwhicheachpartywillbenefit.

Activities

Task1-4

Openfordiscussion.

Chapter8InterculturalMarketing

After-ReadingActivities

CaseAnalysis

Case1

InChina,humanimagesusedinadvertising,tosomeextent,areexpressionsoftheentirecivilizationandnationalcharacter.ItisreportedthathumanimagesinChina’sadvertisingaredividedintotwogroups.Oneiselder,authoritativemalefigures,theotherisyounger,goodlookingfemaleimages.Besides,famousmoviestars,popsingers,athletesandheroesarehumanimagesfrequentlyemployedbyadvertisers.Theybelievethatbycombiningthefeaturesoffamousstarsandheroeswiththeproducts,theproductsareendowedwiththecharacteristicsofthestarsandheroes.

Case2

Inthe1970sthemajorityoftheconsumersinHongKongwerethoseborninthe’40sor’50sandbroughtupwithtraditionalChineseconvention.Theydidn’tlikefingerlickingattableasitwasregardedasindecentmanners.Ontheotherhand,asmostofthemwerenotverygoodatEnglishsothebrandofFinger-Lickingcouldnotmakeanysenseof“fingerlickinggood”(美味)onthem.Nowondertheywouldfrownatthefoodthatwaslikelytodevelopbadtablemanners.Inthe1990s,thoseborninthe’60sor’70stookupagreatpartoftheconsumersandastheywereprovidedmoreEnglishintheirpreviouseducationbackgroundtheyrela