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《国际商务文化》教案

《国际商务文化》教案
《国际商务文化》教案

International Business Culture

Chapter 1 Introduction

1. About this course

*It has become commonplace knowledge that globalization is one of the major forces shaping our world. If we look at the spread of information, ideas, capital, media, cultural artifacts — or for that matter, people — we can see the boundaries and borders that have historically separated one country or one group from another are becoming more and more permeable. For proof of this close to home, you need only to look at the transnational corporations in our country. Most students study hard in order to get a chance to work in the transnational corporations. Even if you have a company of your own, it’s still necessary for you to deal with business with people from different countries. Introduction

*“International Business Culture”is designed to help you meet the challenges of living in a world in which, increasingly, you will be asked to interact with people who may not be like you in fundamental ways. Its overarching goals are to help you become sensitive to intercultural communication differences, and to provide you with the knowledge and skills that will help you interact successfully with people from cultures other than your own. We hope the course will accomplish those goals by exposing you to Charles Mitchell’s book on this subject, and by giving you a variety of opportunities to practice intercultural communication yourself.

Introduction

2. Course aim: to improve culture awareness mainly through reading activities, together with some presentation exercises.

Course duration: 1st— 16th week (2(3) periods weekly)

Course requirements: 4Ps

Presence: to show up for class

Punctuality: to attend on time

Preparation: to preview the text

Presentation: to be active in team work

*What is culture?

*What are the core elements of culture?

*Why is learning culture important?

*To what extent can culture have a significant impact on international business?

*Can you give some examples of cultural difference or culture clash?

Concepts of “culture”

*以文教化,人文教化。

*指运用文字的能力及具有的书本知识。

*人类所创造的财富的总和,特指精神财富,如文学、艺术、教育、科学.

*是一定社会的政治和经济的反映,又给予伟大影响和作用于一定社会的政治和经济。

*一种社会现象,是人们长期创造形成的产物。同时又是一种历史现象,是社会历史的积淀物。

*指一个国家或民族的历史、地理、风土人情、传统习俗、生活方式、文学艺术、行为规范、思维方式、价值观念等。

*人类创造出来的所有物质和精神财富的总和。其中既包括世界观、人生观、价值观等具有意识形态性质的部分,也包括自然科学和技术、语言和文字等非意识形态的部分。

What can you see in this picture

*Old woman, lined face, grey hair

*Young lady, long eyelash, smooth skin

Chapter 1 Understanding Cultural Differences

Global Background

*Multicultural business environment

*Winning acceptance from foreign colleagues

*People from different cultures process information in different ways.

*Culture affects the most basic forms of personal and business interaction.

*National culture determines corporate culture.

Case of Disneyland

Discussion

*why the company of Disneyland whose headquarters is in U.S.A had successfully opened a Disney park in Japan but failed to copy the success in France?

*What advice would you give to resolve the dispute over the sprinkle system?

*What details should EuroDisney have noticed in its daily operation?

*How do you understand the comment of the securities analyst “…the devil is often in the cultural details. They can make or break you.”?

Detailed reasons:

*Underestimation of French attachment to the land.

*Lawyers, rather than executives, are employed to negotiate.

*Defiance of French law.

*Ignorance of French working norms of dress code.

*Misunderstanding of European dining habits.

*Ignorance of European consumer patterns

Definition of Culture

*“it is everything”

*“it is opera, art, and ballet”

*sociologists, anthologists, psychologists, physiologists, linguists, etc.

Dictionary definition:

*the customs, beliefs, art, music, and all the other products of human thought made by a particular group of people at a particular time; artistic and other activity of the mind and the works produced by this.

What is Culture?

*Software of the mind

*Culture is a set of learned core values, beliefs, standards, knowledge, morals, laws, and behaviors shared by individuals and societies that determines how an individual acts, feels, and views oneself and others

Characteristics of Culture

1.Culture Is Learned (software of the mind)

socialization (primary socialization)

(=enculturation) (informal)

Socialization education (secondary socialization) (formal)

Interaction, observation, imitation

Internalized, habitual

A.We learn our culture through proverbs.

*Strike while the iron is hot.

*God helps those who help themselves.

* A man’s home is his castle.

*One does not make the wind but is blown by it.

*An iron pestle can ground down to a needle, perseverance will make success.

B.We learn our culture from folk tales, legends, and myths.

*Pinocchio’s nose growing larger

*Cinderella (USA: attractive, weak and passive; Japan: intellectual, gentleness; …)

C.We learn our culture through art.

*Art is a symbolic way of communicating

Asian countries, objects, animals, landscape

American and European countries, people (Artists try to create a personal message ) innovate, invent D. We learn our culture through mass media.

Innovation: is usually defined as the discovery of new practices, tools, or concepts that many members of the culture eventually accept and that may produce slight changes in social habits and behaviors.

*Diffusion: is the borrowing by one culture from another. Historically, diffusion has been part of cultural contact for as long as cultures have existed.

*Acculturation: as a type of cultural change, occurs when a society undergoes drastic culture change under the influence of a more dominant culture and society with which it has come in contact. Cultural Components

*Language

Verbal and non-verbal communication

Case of the American businesswoman making deal with British.

*Religion

Case of the German investment banker in Vietnam.

*Conflicting attitudes

Individualism vs. Collectivism

Task-driven vs. relationship-driven

Case of the Canadian representative in China

Language

*mirror of culture

*multidimensional

Religion

*1). An obvious example of the effect on international business of religious beliefs is the prohibition of pork products and alcoholic beverages in the Middle East.

*2). Major holidays are often tied to religion.

*3). The role of women in business is tied to religion, especially in the Middle East, where they are not able to function as they would in the West. (implications?)

Values and Attitudes

*Values are shared beliefs or group norms that have been internalized by individuals. Attitudes are evaluations of alternatives based on these values.

Cultural values

primary, secondary, tertiary

Other key Components

*Manners and customs

*The arts

*Education

*Humor

*Social organizations

Manners and Customs

*Understanding manners and customs is especially important in negotiations, because interpretations based on one’s own frame of reference may lead to a totally incorrect conclusion. Aesthetics

*Each culture makes a clear statement concerning good taste, as expressed in the arts and in the particular symbolism of color, form, and music.

Education

*Education, either formal or informal, plays a major role in the passing on and sharing of culture. *Educational levels will have an impact on various business functions.

*If technology is marketed, the level of sophistication of the product will depend on the educational level of future users.

Social Institutions

* A.Social institutions affect the ways people relate to each other.

* B.The concept of kinship, or blood relations between individuals.

* C. Social organization also determines the roles of managers and subordinates and how they relate to one another.

Do Cultures Evolve?

*Forever evolving and reinventing itself.

The case of Moscow morph

The case of Japanese business values

Coping with Another Culture

*Accept it — and learn from the experience

View the differences as opportunities for creative solutions.

Religion and Islamic Banking

*Islamic Economic Order —based solely on the teachings of the Koran. It strives to build a society based on social justice, equity, and moderation.

*Islamic legal code — must conform to Shariah

Four basic techniques of Islamic banking

*Murabaha

*Musharaka

*Ijara

*Mudaraba

Assignment

*Find as many definitions of “culture” as possible and which is the most appropriate in your mind and state your reasons.

*State the major changes taken place in Chinese culture (esp. busness-related)in recent decades and give specific examples.

*Find some more material about Islamic banking system and some unique features of Islamic trading . Make a short report by using ppt.

Introduction to Islamic Banking

Importance of Trade in Islam

*Islam has given an immense importance to trade.

*The nobility of this profession is obvious from the fact that it was the chosen profession of prophet Muhammad(PBUH).

Why Islamic Banking

*Before explaining the concept “what is Islamic Banking”the elaboration of concept “why Islamic Banking” is very important.

*Islam is a complete code of life that provides guidance regarding each aspect of life.

Why Islamic Banking

The primary objectives of Islamic Economic System:

*Equal distribution of wealth

*Social justice

These objectives can never be achieved in Interest/Riba economic systems.

What Is Islamic Banking

*Islamic banking has been defined as banking in consonance with the ethos and value system of Islam and governed, in addition to the conventional good governance and risk management rules, by the principles laid down by Islamic Shariah.

Difference Between Islamic and Conventional Banking

Islamic Banking

1. Functions and operations are based on Shariah principles

2. Promote risk-sharing between provider of capital(investor) and user of funds(entrepreneurs)

3. Aim at maximising profit but subject to Shariah restrictions

4. Partners, investor and traders, buyer or seller relationship

5. Based on money trading. Money is a medium of exchange and not a commodity, its sale and purchase is prohibited in Islam.

6. No right of profit is there is no risk involved. The profit and loss sharing depositor may lose money in case of loss.

Chapter 2 Basic Cultural Types

It refers to both the conditions that contribute to the way in which a people perceive and think about the world, and the manner in which they live in that world.

Cautionary remarks for one to better use the cultural types

*The value of the culture may not be the value of all individuals within the culture.

*It would be useful if you try to visualize each culture’s response to a specific pattern as a point on a continuum rather than one of only two possible responses.

*The pattern are interrelated with a host of other values and do not operate in isolation. Hofstede's Dimensions

Geert H. Hofstede was born on October 2, 1928 in Haarlem, the Netherlands.

Hofstede is most well known for his work on four dimensions of cultural variability: Uncertainty Avoidance, Power Distance, Masculinity-Femininity, Individualism-Collectivism

Individualism vs Collectivism

*On individualist cultures Hofstede’s respondents said that individuals should look after their own interests and the interests of their immediate family (husband, wife, and children).

Traits of Highly Individualist Cultures

*Emphasis on individual initiative, decisions, and achievement.

*The belief that in society, everyone is supposed to take care of himself or herself and his or her immediate family

*Emotional independence of the individual from organizations or institutions

*The idea that the same value standards should apply to all: universalism

*日本:突出来的钉子,将会被打下去

In Japan, “the nail that sticks up is pounded down”

*前苏维埃:最早长出来的草,最先被砍去。

In the former Soviet Union, “the highest blades of grass is always the first to be cut” that governed the attitude of the “have-nots” are valid reflection of collectivist societal attitudes.

*枪打出头鸟

人怕出名猪怕壮

表现了社会对个人超过集体的不能容忍

Bothe express society’s intolerance of the placement of personal success over that of the group. Some examples

*In the United States executive pay is 28 times that of the average manufacturing worker and in South Africa it is 24 times. In Japan, the top executive earns only about 10 times the average worker’s pay.

*Business in Arab societies places far greater value on the loyalty of employees than they do on efficiency.

Case Study: Praising Japanese in Public Workplaces 在工作场所当众表扬日本人

*美国人:苏奇木拓先生,我发现你工作干得很出色,希望其他员工能知道你是怎么做到的。

*日本人:(有些不安)表扬就不必了,我只是做了自己该做的而已。(他真希望其他同事没有听到他们的对话)

*美国人:你是我们公司所见到的最优秀、最杰出、最勤奋的员工。

*日本人:(他脸红了,不住地点头,仍然埋头工作。)

*美国人:苏奇木拓先生,你是该说“谢谢”呢,还是只是保持沉默?

*日本人:对不起,约翰先生,我可以离开五分钟么?

*美国人:当然可以。(他有点不悦地看着苏奇木拓走出去)真不明白有些日本人怎么这么没礼貌,你表扬他们,他们好像会很不安,也不回答你,只是静静地听着。

*Questions for discussion

*为什么约翰先生与苏奇木拓的谈话会不愉快?

*如果你是约翰先生,你会当众表扬苏奇木拓么?

*如果你是苏奇木拓,你会如何处理这种情景?

Power-Distance

*According to Hofstede & Bond (1984), power distance is defined "as the extent to which the less powerful members of institutions and organizations accept that power is distributed unequally". In other words people in high power distance cultures are much more comfortable with a larger status differential than low power distance cultures.

Belief Patterns in High P-D Cultures

*There is and should be an order of inequality in which everyone has his or her rightful place: high and low are of different kinds and are protected by this hierarchical order.

* A few should be independent: most should be dependent.

*The way to change a social system is by dethroning those in power. There will always be conflict between the powerful and the power-less.

*Employees seek no decision-making role.

*Less individualistic

Uncertainty Avoidance

*This dimension refers to how comfortable people feel towards ambiguity and uncertainty. Cultures which ranked low (compared to other cultures), feel much more comfortable with the unknown. As a result, high uncertainty avoidance cultures prefer formal rules and any uncertainty can express itself in higher anxiety than those from low uncertainty avoidance cultures.

*Belief Patterns in High U-A Cultures

*High anxiety and stress: There is an inherent uncertainty in life that is a continuous threat.

*Weaker superegos and less showing of emotions: Assertive behavior is frowned upon .

*Strong need for consensus: Conflict and competition can unleash aggression and should therefore be avoided.

*Intolerance: Deviant persons and ideas are dangerous.

*Concerns with security in life: Conservatism, law, and order are essential.

*Achievement is defined in terms of security.

*Search for ultimate, absolute truths and values is ongoing.

*Written rules and regulations are needed.

*Belief in experts and their knowledge exists: Ordinary citizens are incompetent versus the authorities.

Case study: The IKEA in Germany

瑞典的宜家家具连锁遍布全球很多国家,德国占到了整个集团销售额的30%,但德国的员工却对宜家的管理模式颇有微词,这是为什么呢?……

在瑞典,宜家占有20%的市场份额,占据了家具销售的领先地位,而在过去的二十多年间宜家敢为天下先,成功地成长为一家跨国集团,在此之前,家具销售行业被普遍认为只能是一种“当地性”的产业。

德国是宜家最大的市场之一,拥有20多家店面,销售额占到整个集团总销售额的30%。自从1974年在慕尼黑开了第一家店面以来,宜家进入德国市场已经有十多年了,但德国的宜家员工仍然难以接受瑞典式的管理。托马斯·拉尔森是科隆分店的经理,他说:“一些资格较老的员工都不会直呼我的名字,不用德语du(对“你”非正式称呼),因为他们认为du是对上司的不敬。”当地的人事经理海克·奥斯特埃希也说:“有两种对‘你’的称呼,一种是宜家的“您”,另一种是用于朋友之间的‘你’。”

德国人严格按照规章制度办事,他们服从上司的安排,只要是实现约定好的或者以书面形式规定的,他们都会认真去做,而宜家的企业文化核心却是“对自己负责”,模糊用语,目的是使员工在执行这些政策时可以有更多自由变通的余地,而为了适应德国人的工作习惯,在把宜家的文化翻译成德语时,大家认为有必要把瑞典语版本中的模糊用语变得更为清楚。有

一次,宜家创始人坎普拉德的继任者安德斯·莫伯格建议有些地方可以设立促销橱窗,而德国的宜家经理们把莫伯格的这个建议当成了一道命令,于是促销橱窗在德国的宜家商店随处可见。

总的来说,德国员工认为瑞典人更加看重结果,会认真处理每一个问题,但他们觉得瑞典人在行动之前不会对风险进行充分的评估。海克·奥特斯埃希甚至说:“为了提高工作效率,瑞典人宁愿把我们的办公桌都扔到后院去。”瑞典的随便也让德国人看不惯,他们甚至“可以在香烟盒背面做笔记。”而德国人更喜欢正式的规章制度,“我们需要办事程序和形式,因为严格的管理模式使德国人感到安全。”

*Questions for discussion

*What kind of management style does IKEA have according to this case?

*Does it fit well in Germany?

*Do you think the IKEA way should adapt to the German conventions? If yes, what measures should be taken?

*What training should the German employees take in order to accept the IKEA way? Masculinity vs Femininity

*The words masculinity and femininity are not referred to men and women, but rather to the degree to which masculine or feminine traits prevail. Masculinity is the extent to which the dominant values in a society are male oriented and is associated with such behaviors as ambition, differentiated sex roles, achievement, and the acquisition of money, and signs of manliness. The more feminine cultures value interpersonal relationships, put quality of life before material acquisition and actively express concern for the less fortunate.

Belief Patterns in Highly Masculine Cultures

*Men should behave assertively and women should care.

*Sex roles in society should be clearly differentiated: father used as a model by boys; mother by girls.

*Men should dominate in all settings: there is a machismo (ostensive manliness) ideal; women can be kept ignorant.

*Weaker position of the mother in the family: male-dominated fertility decisions.

*Appreciate aggressiveness and assertiveness, respect the goal of material acquisition

*Success is the function of individual and society is made up of leaders and followers Assignment

*Group work: Analyze which cultural types Chinese business fits into and give some specific examples to support your arguments. Make a brief report by making ppt.

Time: Polychronic vs Monochronic

*Time is one of the fundamental bases on which all cultures rest and around which all activities revolve. Understanding the difference between monochronic time and polychronic time is essential to success. Monochronic time is characterized as linear, tangible, and divisible. Polychronic time, on the contrary, is characterized by "the simultaneous occurrence of many things and by a great involvement with people".

High-Context vs Low-Context

*High and low context refers to the amount of information that a person can comfortably manage. This can vary from a high context culture where background information is implicit to low context culture where much of the background information must be made explicit in an interaction. Relationship-Driven vs Task-Driven

*Relationship driven

— feminine culture

— high-context

culture

Concepts of the Future

*Chinese —place greater emphasis on “time past”, value the continuation of tradition and established practices

*Americans — live more in the present and have a view towards the future

*Japanese — value tradition, have a longer time horizon; willing to absorb short-term losses in exchange for long-term gains

Sense of Time

*Past

In past-oriented societies, the cultural memory is rich and deep. People tend to look back at glorious past and believe tradition is important.

*Present

In present-oriented societies, the past and present often exist side by side.

*Future

Future-oriented societies often have a strong belief in progress and leaders feel less need to rewrite or reinterpret history. People intend to make plans for the future.

Promptness

*Societies that are monochronic value punctuality. Societies that are polychronic are very ambivalent about promptness.

Cross-Cultural Success Tips

*Show empathy

*Be flexible

*Manage your responses

*Don’t go native

*Respect local customs

*Be aware of non-verbal communication

*Develop trust by combating mistrust

*Become involved

Chapter 3 The Impact of Culture

Regional Differences in a Given Culture

*The United States

Four basic regions: Northeast, South, Midwest, West

*Canada

English and French cultures

*Europe

Western Europe, Central or Middle Europe, Eastern Europe

*Russia

*Belgium

Flemish people in the north, French-speaking Walloons in the south

*Switzerland

Three distinct cultures: French, Italian and German

Discussion

*Discuss the regional differences in a given culture other than those listed in the textbook, for example, regional differences in China.

The Value of Cultural Stereotypes

Definition

*Stereotypes are a means of organizing your images into fixed and simple categories that you use to stand for an entire collection of people. (Lippmann, 1922)

* A Stereotype is really a composite of the cultural mores of a society and in many cases can be

narrowed to a specific region.

* A stereotype is “…a fixed, over generalized belief about a particular group or class of people.” (Cardwell, 1996)

* A stereotype is a cognitive structure containing the perceiver’s knowledge , beliefs, and expectancies about some human social groups. (Abbate, Boca, & Bocchiaro)

*To stereotype is to formulate a standardized image of a group that assigns that group a number of characteristics that helps to simplify what would otherwise be a very complex task of identification. The features of stereotypes

*Overgeneralization, oversimplification and the often negative evaluations.

*In the same cultural group, people seemingly bear consistent stereotype.

*The stereotypes are both changeable and unchangeable.

*Embedded in single word, phrase or an image, or a combination of words and images. E.g. “Negros”, “Japs”小日本

The Sources of the stereotypes

*Firstly, stereotypes from their parents, relatives and friends. Parents’ behavior toward members of out groups serve as a model.

*Secondly, stereotypes are provided by the mass media such as television or radio.

*Finally, stereotypes develop through limited personal contact.

Advantages & Disadvantages of Stereotypes

*Advantages: Birds of a feather flock together.

Respond rapidly to situations

To be convenient, expeditious and assist you with classifications

*Disadvantages: Stereotypes hamper intercultural communication

Ignore differences between individuals

Make us feel superior, result in prejudice and discrimination

Half-truths, distortion, and often untrue premises

The Four Dimensions of stereotypes

*Direction: it refers to positive (favorable) and negative (unfavorable) aspects of statements.

*Intensity: it indicates the strength of a belief about a group of people.

e.g. “African Americans are very musical” or “the Japanese are a little bit short”

*Accuracy:not always false. Some of them maybe half-truths and others may be partially inaccurate.

*Content: vary in specific traits.

Sensible Stereotypes

*Cultural stereotypes is a kind of shorthand for helping an individual deal with the complexities of another culture. It does evolve and can help us trace the evolution of cultures.

Case of Japanese stereotypes

*Assignment: give a presentation of the evolution of Chinese stereotypes.

Case Discussion

*Imagine that your wallet was stolen by “a”Korean when you were travelling to Korea last summer. The incident ruined the whole trip there. When you came back, your friends asked how your trip to Korea was. You might have said, “those Koreans are thieves, they stole my wallet”.

The Cause of Stereotypes

The Effects of Culture Shock

*What is culture shock?

Culture shock is a psychological phenomenon that is experienced most often by those who, whether voluntarily or involuntarily, in the process of adjusting themselves to a new culture. It is the trauma of bewilderment which people find themselves in when they are isolated in an alien culture.

文化冲击指在大量地收到一种异文化的信息之后,尤其身处异国,不同程度地产生的一种心理反应。这是因为失去自己原有熟悉的社会信号和符号,对于对方的社会符号不熟悉,而产生的深度焦虑症。

Culture Shock

*Culture shock refers to the anxiety experienced when one experiences the loss of their home culture, family and support system and is confronted with the task of understanding a new culture. Culture shock is …

*…a strong, emotional reaction

*…a feeling of not knowing what to do or how to do things in a new environment, and not knowing what is appropriate or inappropriate

*…completely normal

*…different for each person

*…universal

*set in after the first few weeks of coming to a new place

Stages of Culture Shock

*Initial enthusiasm and euphoria

*Irritability and negativism

*Gradual adjustment and adaption

*Integration and bi-culturalism

Stages of Cultural Adaptation

Stage One: Initial Euphoria/ The Honeymoon

*Arrive with great expectations and positive mindset

*Anything new is intriguing, fascinating and exciting

*Focus on similarities and how people everywhere are really very much alike

*May last from a week or two to a month or more

Stages of Cultural Adaptation

Stage Two: Irritation and Hostility

*Focus turns from similarities to the differences which are suddenly everywhere

*Become easily frustrated by the differences

*Often feel inadequate and unproductive

*Little difficulties become major sources of irritation

*Experience culture shock as the reality of the new life hits

Stages of Cultural Adaptation

Stage Three: Gradual Adjustment

*Has adopted some of the local values and feels less isolated

*Finds increased self-confidence

*Becomes integrated into a new social network

*Happens subtly and gradually

*Crisis over and slowly learn to function under new conditions

Stages of Cultural Adaptation

Stage Four: Adaptation or Biculturalism

*Increased enjoyment found in new customs and ways of doing/saying things

*Ability to function in two cultures with confidence

*Life may be just as good or even better than before

*Realization that there will be things you will miss when you pack up and return home —anticipate reality of reverse culture shock!

Stages of Cultural Adaptation

*Therefore, culture shock is not a one-time phenomenon

*Rather, it is a repetitive process of increasingly subtle immersion into a culture

*It often involves taking two steps forward and one step back.

Symptoms of Culture Shock

*Sadness, loneliness, melancholy

*Preoccupation with health

*Aches, pains, and allergies

*Insomnia, desire to sleep too much or too little

*Changes in temperament, depression, feeling vulnerable, feeling powerless

*Anger, irritability, resentment, unwillingness to interact with others

*Identifying with the old culture or idealizing the old country

*Loss of identity

*Trying too hard to absorb everything in the new culture or country

*Unable to solve simple problems

*Lack of confidence

*Feeling of inadequacy or insecurity

*Developing stereotypes about the new culture

*Developing obsession such as over-cleanliness

*Longing for family

*Feelings of being lost, overlooked, exploited or abused

Countering Culture Shock

*Culture shock is cyclical

*Maintain a sense of adventure

*Avoid cynicism

*Be a participant

*Express interest in learning

*Keep a journal

*Take care of your physical health

*Take walks — lots of them

*Join a health club

*Make a home

Reverse Culture Shock (Re-entry Shock)

*The often unexpected and difficult period of disorientation and readjustment experienced after returning to one’s own culture after an extended period of living abroad.

*Most people anticipate some degree of culture shock. V ery few people believe they will experience reverse culture shock.

Stages of Reverse Culture Shock (almost the same as those of Culture Shock)

*Initial Euphoria (may be very brief or not happen at all)

*Irritability and negativism (may be very lengthy)

*Gradual Adaptation

*True Bi-culturalism

*Here are some excerpts from the postcards of English students studying in China. Please identify they were written in which stage of culture shock.

Dear Joan,

Life here seems not so bad after all. The people are quite nice once you get to know them a little better and begin to figure out their way of looking at things. Guess I’m beginning —just beginning — to know the ropes.

Love

Peter

Dear Mum and Dad,

I’m really feeling fed up with my life here and longing for home. Getting anything done over here is a nightmare — the locals are so lazy and unhelpful. And on top of all that I feel rundown and sleepy all the time, seem to have lost all my zest.

Love

Jim

Dear Michael,

This is a fantastic place! So many interesting things to see, such as the Forbidden City and the Temple of Heaven. Even wandering the streets is a delight with all the bustle and hordes of cyclists. I’m really happy I came.

Best wishes

Simon

Dear Nicky,

Thanks for your letter. It was lovely to hear from you. I’ve been thinking about your question about what I find strangest about living in China — but the trouble is I’ve been here so long and have settled into the way of life so much that everything seems perfectly ordinary! So, if you want to find out you’ll have to come out to see for yourself with a fresh pair of eyes. I can be your guide!

Best wishes

Paul

*Discussion

Have you personally experienced any culture shock or heard that experience from others? How do you (they) cope with it?

Chapter 4 The Globalization of Business

*Globalization:

the growing economic interdependence of countries worldwide through increasing volume and variety of cross-border transactions in goods and services and of international capital flows, and also through the more rapid and widespread diffusion of technology.

*What makes it possible for globalization?

--technology (computers) telecommunications revolution

* 3. advantages vs. disadvantages

*advantages :

*It’s a good chance for small-and medium-companies to take advantage of the new markets. (the global niche markets)

*It can improve the efficiency for the companies to deal with the business.

*Productivity will be boosted and living standards will be improved.

Disadvantages:

Globalization has triggered a “race to the bottom.”

--exportation of jobs

--localization by changing their characteristics (P40)

--a paradox: The more global a company becomes the more reliant it must become on local resources to distribute its products or services to new markets.

--How to deal with the paradox?

1) by learning to think globally and act locally

2) by encouraging a diversity of management

3) giving subsidiary operations in different countries a higher degree of autonomy than ever before

--more and more business travelers fly frequently to conduct business across borders

-- “ one-size-fits-all” set of standards for global business behavior (a world standard)

--The more a company expands into the global marketplace, the more it relies on local resources and caters to local preferences.

Assignment (group work)

*Find a company which can think globally and act locally. Try to collect useful information about the success of the company and discuss how the company tries to think globally and act locally. The following points can be served as your guideline.

*International strategy

*Localization strategy

*Marketing and services network at home and abroad

*Advertising strategy

*Earlier history, recent development and future expansion

--world standards vs. American standards

1)Many international businesspeople will argue that when talking about the globalization of business standards people really mean the Americanization of such standards.

2)It’s not necessary to worry about Americanization of such standards.

--the acceptance of a set of global standards

1)The actual achievement of a global ethics standard or a set of international corporate governance or accounting practices is probably still a long way off.

2)The devil is in the details.

3) The reality is that despite many commonalities and a move toward global standards, there is still ample room for localization and assimilation.

Global Business and Local Cultures

Globalization of national economies and business has had a great impact on capital, technology and trade flows but it has also had a major impact on national values, thought processes and the actions of people, organizations and institutions.

(P45)McDonald’s first restaurant in Russian

McDonald's has influenced the Russian from these aspects:

*Service

*Quality

*Cleanliness

*Discussion:

*Give us some examples to show the advantages and disadvantages of Globalization.

*What advantages and disadvantages does China have in joining the WTO? Search the Internet to find supporting information,

*Will China have more risks than benefits from joining the WTO in the long run?

Chapter 5Customs Etiquette and Protocol

I: The Importance of Appropriate Etiquette and Protocol

1. It can instill an individual with confidence to handle almost any situation in any culture.

2.It can help you embellish the company image.

3.It can make you stand out as a world-savvy individual in a competitive global market.

4. Your manners are often counted as highly as your knowledge of your subject matter or your brilliance at the negotiation table.

II. Defining Business Etiquette and Protocol

protocol—the customs and regulations dealing with diplomatic formality, precedence and etiquette.

etiquette—conventional requirements as to proper social behavior.

Protocol is what to do in a given situation.

Etiquette is how to do it—and how to do it gracefully.

Example:

*In Switzerland, punctuality is of prime importance.

*It is rude not to be on time for a meeting. If you must be late for some valid reason, call ahead and reschedule as soon as you know you might be late.

III. Cultural Differences in Business Etiquette and Protocol

*Initial Business Relationship

*Social Entertainment

*Business Dress

*Gift-giving Etiquette

*Business Scheduling

*The Use of Humor

,

*Initial Business Relationship

First impressions are made only once but are remembered for a long time.

Being sensitive to cultural variations when making initial business relationships will ensure that your first encounter with a person from another country will leave a positive impression. Elements—initial contacts, naming systems, and business card etiquette.

*initial contacts—making an appointment through a brief telephone call, writing a formal letter of request, the use of a “go-between”.

eg: Latin America (Mexico): a month in advance

Egypt: an Egyptian contact

Africa: intermediary

“The friends of our friends are our friends.”

2). naming systems(P49-52)

South Korean President Kim Young Sam’s

wife: Mrs. Sohn Myong-suk,

How to address: Mrs. Kim or Mrs. Sohn

德国人十分注重礼节、礼貌。初次见面,一定要称其职衔。如果对方是博士,则可以频繁地使用“博士”这个称谓。

如西班牙前元首弗朗西斯科·佛朗哥(Francisco Franco),其全名是:弗朗西斯科·保利诺·埃梅内希尔多·特奥杜洛·佛朗哥·巴蒙德(Francisco Pauolino Hermenegildo Teodulo Franco Bahamonde)。前四节为个人名字,倒数第二节为父姓,最后一节为母姓。简称时,用第一节名字加父姓。

俄罗斯人姓名一般由三节组成。如伊万·伊万诺维奇·伊万诺夫(ИванИвановичИванов),伊万为本人名字,伊万诺维奇为父名,意为伊万之子,伊

万诺夫为姓。妇女姓名多以娃、娅结尾。妇女婚前用父亲的姓,婚后多用丈夫的姓,但本人名字和父名不变。如尼娜·伊万诺夫娜·伊万诺娃(ИинаИвановнаИванова),尼娜为本人名,伊万诺夫娜为父名,伊万诺娃为父姓。假如她与罗果夫(Pоrов)结婚,婚后姓改为罗果娃(Pоrова),其全名为尼娜·伊万诺夫娜·罗果娃。俄罗斯人姓名排列通常是名字、父名、姓,但也可以把姓放在最前面,特别是在正式文件中,即上述伊万和尼娜的姓名可写成伊万诺夫·伊万·伊万诺维奇,伊万诺娃·尼娜·伊万诺夫娜。名字和父名都可缩写,只写第一个字母。

俄罗斯人一般口头称姓,或只称名。为表示客气和尊敬时称

名字与父名,如对伊万·伊万诺维奇·伊万诺夫尊称伊万·伊万诺维奇,

对尼娜·伊万诺夫娜·伊万诺娃尊称尼娜·伊万诺夫娜。特别表示对长者

尊敬,也有只称父名的,如人们常称列宁为伊里奇(Ильич),列宁的全名为符拉基米尔·伊里奇·列宁。家人和关系较密切者之间常用爱称,如伊万爱称万尼亚(Bаня)、瓦纽沙(Bанюша)。谢尔盖(Cергей)爱称谢廖沙(Селеша)等等。

*各种使用情况分述如下:

*名字+父称+姓,这一全称形式是在非常正式的场合下使用的。如在正式场合,陌生成年人之间相互介绍时,一般用全称;在正式公文、各种正式证件中,姓名的书写必须用全称,如“列夫·尼古拉耶维奇·托尔斯泰”。非正式文件中,一般情况下,名字和父称可以缩写,只写第一个字母,但姓氏必须完整,不能缩写,如“Л·H·托尔斯泰”,各部分之间用圆点分开,翻译时译第一个音节,即“列·尼·托尔斯泰”。缩写词可以不读,必要时仍须全读。*名字+父称,这是俄罗斯人相互称呼的正式形式。在工作集体中,关系友好、熟悉的人之间的日常称呼可以直接使用名字,但是如果具有工作性质时,则要用正式的称呼,即名字十父称;在学校里,学生对教师要用名字+父称来称呼;在家庭关系中,青年夫妇对对方的父母、祖父母一般用名字+父称的称呼(如果这家并未规定用爸爸或妈妈的称呼);对关系较远的亲戚也使用名字+父称的称呼。总之,对上级、长辈、地位较高的人,或对已婚妇女,为表示对对方的尊重,都使用名字+父称的称呼。这一称呼还可以表示客气或双方关系一般。

*名字+姓,这是较为正式的称呼,是尊称,在各种场合都可使用,较为广泛。一个人成为名人后,有了一定的社会声望,一般使用名字十姓的称呼;在海报、广播、剧场报幕等类似情况下,往往也用演员、作家、运动员的名字+姓;记者、作家等在报道、摄影、写作等作品中,一般也只署名字+姓。

*此外,在相互介绍和自我介绍时,往往只称姓氏,如“我来自我介绍一下,我姓彼得洛夫,是英语教师”等。大学生之间只用名字,少年儿童之间也只用名字,而且大多用爱称。成年人向少年儿童作自我介绍时,一般按儿童习惯,只说自己的名字。长者对年幼者、教师对学生、军官对士兵、技师对青年工人等,通常只用姓来称呼。但如果是郑重其事的正式称呼,则一般使用名字+姓的形式。

*姓加上先生、同志,或和职称、职务等词连用,是一种公式性的称呼,没有任何含义,使用得较为广泛,它既可用于一些较严肃的正式场合,如会议、工作时间称呼同事,这是强调人们关系的正式性;也可用于其他非正式场合,如在大街上、公共汽车上等。对不知其名字和父称的不太熟悉的人,也可使用这一称呼。不过,当姓与职务连用时,大多在不太熟悉的人之间,或表示对比较有名望的人含有某种敬意,如叶利钦总统等。但是,名字、名字+父称、全称不能与先生、同志之类的词连用,只是在某段时期,即革命年代,曾出现过名字十同志的连用法,它为的是强调这个人是属于党的人。

best strategy: be aware that there are differences in global naming systems and the differences can often be subtle. If you are not 100% certain, ask.

3). Business card etiquette

*Europe--an expected part

the Middle East, the Pacific, Asia, and the Caribbean—the norm (a meaningful ritual)

the United States—a casual informality

b) How to prepare a card

c) How to present your card

d) How to receive the card

2.Social Entertainment

1) conversational taboos: not talk about politics, religion, race and negative history; just say something about sports, family, food or travel experiences.

Assignment: find as many taboos as possible in specific cultures and make a report of it.

2) social occasion: includes business meals and after-hour meetings, a good chance to reinforce your relationships (time of dining, the manner of eating(P56)

Don’t talk about your business during breakfast time.

*Accept any invitation

*Meal times vary in different cultures

a light breakfast—the king lunch—a light meal

c) It’s quite possible for you to be faced with sth. you don’t like. Accept it & swallow it.

3) drinking protocol:

alcohol—the lubricant in most countries except in the United States.(P57-60)

*Prepare something cheery or witty to say.

*Social drinking is part of relationship building.

*Some ways to escape: nursing one drink throughout the evening; pretending to be drunk after one or two drinks; using a substitute ; trying to outfox your partner.

Dining Etiquette Rules

*P 62-63

* 3.Business Dress

*--“Your clothes can be your best friend or your worst enemy.”

*-- An expensive watch is usually noticed and is considered a subtle symbol of success and prosperity in just about every culture.

*-- international business uniform:

*men: a dark suit, white shirt, and conservative tie

*Women: a knee-length dress or skirt, high-cut blouse, and comfortable shoes

*--color counts

*Don’t wear black or solid white in Thailand (funeral connotations)

*Avoid wearing all white in China. (mourning)

*In the U.S., black is typical worn at funerals but has no special significance in business situations

*Green is color of Islam.

*It’s probably a good thing the businessman did not wear his green tie in the Czech Republic where green is the symbol for poison and toxic materials.

*Discussion:

*do you know some other color hints in different cultures?

*Is it true that cultures attribute different characteristics to different colors? Can you give one example to support your point of view?

Some International Styles

*The United States:

*You can’t judge a book by its cover.

*France: style and quality

*1)They do not own a lot of clothes but what they do own is of the highest quality.

*2) dark suits, colorful ties, a designer briefcase

*3) The do not tolerate being frumpy.

*Russia: It’s the shoes.

*High expectations of partner’s clothes.

*Pay more attention to shoes—status symbols

South Africa: frumpishly elegant

Style: simple, frumpish, elegant

businessmen: long-sleeved shirts

businesswomen: rarely wear trousers

*Brazil: a casual elegance

*be obsessed with style, be more casual than the French.

*Saudi Arabia and other Islamic states: modesty over comfort

*Visiting males—international business “uniform”

*Visiting women—keep their arms, legs and ankles covered. Long skirts are the most appropriate, with sleeves at elbow length or longer and necklines that high.

*India: British roots

*quite formal

*Don’t wear or carry leather.

*Japan: conservative but high quality

*Men: conservative suits, white shirts and unexciting neckties

*Women: smart skirts without any flashy accessorizing, conservative business dress, with jewelry and perfume at a minimum.

*Don’t ignore the details.

*Discussion

*Do you think clothes make the man or the woman? Do you agree with the idea that how you look goes a long way in leaving a great first impression?

*Why does the author say that your image as a professional may be clouded and you send the wrong signal to your foreign colleagues?

*How do you understand the sentence “the room to be inventive in business dress and toleration for local custom has diminished”?

*What kind of clothes should businesspeople who go to tropical climes wear? Is it alright for them to wear casual clothes?

5. A saleswoman in a department store and a female executive in charge of the store in America, who should be more apt to be better dressed?

6. Do French businessmen prefer the standard attire? Will they accessorize their dark suits with colorful ties or carry a designer briefcase?

7. What is your advice about what kind of clothes to wear if some Chinese managers go to Brazil to do business with their business partners in Brasilia?

8. What is the formal dress for an Israeli man? Why were neckties once shunned in Israeli? Do Israelis

still snicker at suit-and-tie-clad businesspeople?

4. Gift-giving Etiquette(P121)

1) the value of gift giving

----a) respect & reflect the company image

b) please and honor the recipient

---- a) any gift you present should be manufactured in your home country.

b) gifts with company logos should be used as small token only, not as a major sign of appreciation.

2) gift-giving customs

*gift-giving in Japan

favorite gifts: imported liquor, consumables of high quality, and design-made products. musical tapes and CDs are also good choices.

Never surprise the receiver

Wrap the gift

Don’t insist that the receiver open the gift then and there

Give and receive gifts with both hands

Comment on the modesty and insignificance of your gift

The value of a gift befits the status of the recipient

Gifts are usually exchanged at the end of a visit

Try not to get caught empty-handed

Cash handouts should be avoided

Style is just as important as substance

b) gift-giving in America

Lavish, extravagant gifts are definitely out.

Put your company name on, or at least near the gift.

Wrapping a business gift is not necessary.

Gifts are opened in front of the giver.

*C) gift-giving in China

*Things are suggested: desk accessories, kitchen gadgets, framed paintings, decorated items for the home, books, pans, lighters, whiskey, calculators and watches, a cellular phone or small CD player, stamps, flowers and food, etc.

*Things to avoid: foreign currency, cheese, green headwear, sharp objects like knives, clocks, handkerchiefs, umbrella, or white flowers, etc.

*d) gift-giving in some other cultures

*Be aware of superstitions and taboos related to gifts in different cultures:

*France: Avoiding giving gifts to the French until a personal relationship has been developed. Avoid gifts of perfume or wine.

*Germany: Gifts to Germans should not be wrapped in black, brown, or white. In Germany, roses and chrysanthemums are not considered appropriate. Flowers also must be in uneven numbers, and they must be taken out of the paper before being presented, unlike the custom in Britain.

*Britain: A striped tie is not an appropriate gift to a British man.

*Latin America: Avoid gifts of a knife or handkerchief to persons in Latin America.

*Arab: Avoid gifts of liquor or wine for an Arab.

*India: Avoid giving any gifts made of cowhide.

*Islamic countries: Exercise restraint in admiring personal possessions.

Be aware what gifts are appropriate: inexpensive, well-thought-out gifts, not lavish expenditures Recognize the significance of numbers in gift giving:

Thailand: 3

China: 8,9

Japan:4

Know when to present the business gift:

Korea: business gifts are usually given at the beginning of formal negotiations.

Germany: business gifts are seldom exchanged at the beginning of negotiations but may be given at their conclusion.

Latin American countries: present gifts only at the conclusion of negotiations.

When dining in a person’s home in Western Europe, present your gift when you arrive so that it does not appear to be intended as payment for the meal.

*Example 1:

* A Grand Rapids, Michigan, export manager once entertained a group of valued Japanese customers. Knowing the Japanese propensity for gift giving, the American placed a small, boxed gift near each place setting at the dinner table. He had chosen a small Swiss penknife as his gift. After the group was seated, he insisted the guests open their presents. Each guest reluctantly opened his package, and the American executive was greeted with a stony silence.

Example 2

A West Virginia executive, visiting Germany for the first time, was invited to the home of his largest customer. He decided to be gallant and bring his hostess a bouquet of flowers. He selected a dozen red roses. To his surprise, his customer was not very pleased to receive his present.

* 5. Business Scheduling

*Office hours 9 a.m. to 5p.m., Monday

*through Friday

*The lunch period U.S. 30m-60m

*Europe 60m-90m

*The holidays and holy days

*Superstitions: U.S. 13

*Japan: 4

6. The Use of Humor

Chapter Six

Communicating Across Cultures

I.

1.High road, low Road

1). low-context cultures vs. high-context cultures

p67,p71

2).Two important rules of thumb to remember:

a. Don’t be overconfident

b. Use uncomplicated descriptive language to explain your position.

中班户外活动教案及反思——《青蛙过河》

英伦阳光幼儿园幼教部集教活动计划 执行教师:刘丽 2016年11月9日 活动名称《青蛙过河》 活动目标1、学习立定跳远和助跑跨跳的动作技能 2、提高跑、跳的能力,锻炼体能,发展肢体动作的灵活性和协调性 3、在难度逐步提高的游戏中,主动参与,大胆尝试,挑战自我 活动准备绳子-“尾巴”若干、鳄鱼装饰1-2个、平衡木、沙包若干、筐1-2个 活动重难点活动重难点: 重点:指导幼儿双脚用力蹬地,学习向前摆动双臂助力的技巧,两脚同时起跳同时落地 难点:进行助跑跨跳的动作 活动过程一、小蝌蚪变变变 1.我们一起把绳子围成一个大大的、圆圆的池塘,来做“小蝌蚪变变变”的游戏吧。 2.教师边示范边讲解这一热身运动的动作,幼儿观察并跟随教师模仿练习。动作如下:(1)身体趴在地上,双手合放在背上,利用上身的扭动移动身体;(2)蝌蚪长出两条后腿:身体趴在地上,用两条腿连续蹬地并扭动身体前进;(3)蝌蚪长出两条前腿:四肢匍匐爬行;(4)变成青蛙起跳:模仿青蛙跳跃的动作,做全身运动。 二、青蛙跳田埂 1.现在小蝌蚪变成了青蛙。你们知道青蛙有什么本领吗?青蛙不仅会唱歌,还会蹦蹦跳。大家一起来学学青蛙跳田埂。 2.教师用平衡步道作田埂(一块一块间隔、两块两块间隔等),设置活动路线,通过不断增加高度和宽度来提高活动难度。幼儿可选择不同难度的场地进行练习。教师指导要点如下: (1)要求幼儿从同一方向进行跳跃活动。起跳时,用力蹬地,向前上摆臂;落地时,屈腿全蹲,保持平衡。

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