跨文化商務(wù)交際教案

教案首頁(yè)授課內(nèi)容所需課時(shí)主要教材或參考資料教學(xué)目標(biāo)教學(xué)重點(diǎn)教學(xué)難點(diǎn)教學(xué)方法教學(xué)內(nèi)容準(zhǔn)時(shí)間安排學(xué)習(xí)指導(dǎo)作業(yè)及思考題

Chapter5 InterculturalBusinessWriting4學(xué)時(shí)《跨文化商務(wù)交際其次版》 高等教育出版社 2023年出版學(xué)問(wèn)目標(biāo)：1.理解學(xué)習(xí)跨文化商務(wù)寫(xiě)作技巧的重要性；通過(guò)案例賞識(shí)理解跨文化商務(wù)寫(xiě)作的特點(diǎn)；把握跨文化商務(wù)寫(xiě)作的根本規(guī)章；學(xué)習(xí)跨文化商務(wù)溝通相關(guān)詞匯。力量目標(biāo)：使學(xué)生在理解溝通和商務(wù)溝通的根本理論的根底上，培育其文化意識(shí)與跨文化交際力量。德育目標(biāo)：1.培育學(xué)生跨文化交際力量；2.激發(fā)學(xué)生對(duì)中西方溝通形式差異的思考?？缥幕虅?wù)寫(xiě)作的根本規(guī)章和文化因素假設(shè)選擇表達(dá)信息最適宜的書(shū)面表達(dá)方式多媒體教學(xué)爭(zhēng)論法講授法視頻觀(guān)看Part1TheImportanceofWritinginInterculturalBusiness 1學(xué)時(shí)Part2CulturalConsiderationinPlanningBusinessMessages 1學(xué)時(shí)Part3CulturalConsiderationinOrganizingBusinessMessages 1學(xué)時(shí)Part4CulturalConsiderationinFormatandLayoutofBusinessLetters 1學(xué)時(shí)預(yù)習(xí)本章教學(xué)內(nèi)容并完成課前學(xué)習(xí)任務(wù)；復(fù)習(xí)并把握本章相關(guān)理論學(xué)問(wèn)；通過(guò)相關(guān)練習(xí)題穩(wěn)固學(xué)問(wèn)；通過(guò)商務(wù)對(duì)話(huà)練習(xí)和案例分析進(jìn)一步理解本章理論與學(xué)問(wèn)。Preview：PreviewingthenextPart.OralPractice：Practicingaconversationoninterculturalbusinesscommunication.教研室批閱意見(jiàn)

同意上述安排。

教研室主任簽字：200年月教 學(xué) 程 序(1)Warm-upActivitiesWhat’swrongwiththefollowingbusinessmessages?Youarerequestedtomakeusthemostfavorableoffer,statingorigin,packing,detailedspecifications,quantitysuppliableandtheearliesttimeofshipment.(Courtesy)Pleaseletusknowwhatyouwishustodoaboutthismatterassoonaspossible.(Clarify)*7CPrinciplesinbusinesswriting:Consideration,courtesy,clarify,conciseness,correctness,concreteness,completeness.TheImportanceofWritinginInterculturalBusinessBeAwareoftheImportanceofWritinginBusinessComparedwithlistening,reading,orspeaking,writingtakestheleastshareofthebusinesshours—around9percent.PercentageofCommunicationTimeWritingSpeakingReadingListeningHowever,ittakesanoticeableshareinICBCfor4reasons:Comparedtooralcommunication,itismoreaccurate,convincing,economicalandefficientComparedtooralcommunication,itinvolvemorecreativeeffortThetechnologicalrevolutionoverthelastdecadehashadatremendousimpactoninterculturalcommunicationpractices.Asbusinessesbecomemoreglobal,theyarechallengedeverydaywithcommunicatingacrossculture.BeAwareoftheCulturalDifferencesintheConventionsofBusinessWritingWrittencommunicationreflectsthewriter’sculturalbackgroundandvalues:

時(shí)間安排教學(xué)方法10mins:Warmup10mins:ExplanationCountryCulturalobjectives

AmericanProvideinformation;

JapaneseSeekinformation;Offerproposal

ArabInformationexchange

15mins:GroupstudyOpening

Seek commitmentsandactionDirecttoobjective

Offerthanks;Apologize…

PersonalgreetingContent

Factual;action

Plan of

Specificquestions;Solicitinformation

Backgroundinformation;IndirecttosubjectPersuasion Immediate gain orlossofopportunity

Waiting

Personalconnections;FutureopportunityNonverbalcommunicationClosing

Urgency;ShortsentencesAffirmative;Specificrequest

Modesty; Minimize Lengthy;standing; Elaborateexpression;Letterheadormarks ManysignaturesMaintainharmony; Futurerelationship;Futurerelationship personalgreetingAppliedculturalvalues

Efficiency;Directness;Action

Politeness;Indirectness;Relationship

Status;Continuation;Acknowledgement;WishesMostAmericanletterswillexplainthepurposewithinthefirsttwoparagraphs.Inclosingaletter,Americanswillclearlystatetheactionorcommitmenttheyexpectandgiveacleartimeframeforyourresponse.Finallytheymaysignusingtheirfirstname,emphasizingquality.Britishbusinesswritingpracticesfollowthetraditionalformalarrangementthatconsistsofabriefbeginningparagraphreferringtothepurposeoftheletterand,ifapplicable,gratitudeforpreviouscommunicationorbusinessdealings.Thecontentoftheshortclosingparagraphisdeterminedbythemainmessageandisusedtoestablishanatmosphereofcourtesyandgoodwill.CulturalConsiderationinPlanningBusinessMessagesDefiningPurposeAllbusinessmessageshaveageneralpurpose:toinform,request,record,orpersuade.ThehighestgoalofcommunicationintheEasternculturesistoachievepropriety.Discoursefeaturessuchasover-politeness,implicitness,indirectnessandmodestyarecommonlyfoundinChinese,Korean,andJapanesemessages.ThehighestgoalofcommunicationintheWestistoachievethepracticalcooperationfromothersthatisnecessaryforself-realization.Theyemphasisonclarity,directnessandassertivenessinWesterncommunication.AnalysingInterculturalAudiencesYoumustconsiderthefollowingfactorsthatmayinfluencethereceivingofyourmessage:Writer-readerrelationshipsinfluencehowamessageisinterpreted.Thecontentofamessageneedstobeappropriatetothereaderbeingaddressed.

10mins:Explanation20mins:GroupstudyAreader’semotionsforreadingadocumentcaninfluencehowitisreceived.Theinformationinamessagemustmeetthereader’sneeds.Conventionsforwritingmaybeadoptedoradaptedforanaudience.Concretefactors,suchasimpendingdeadlinesandtimeavailable,caninfluencethelevelofattentionareadercanpaytoawriter’sconcerns.Readersmayeitherresistorcooperatewiththewriter’smessage.Whenanalyzingaudiences,youconsidervariousfactors,suchastheculturalbackground,culturalvalues,communicationstyles,aswellascharacteristicsoftheaudience,thewriter-readerrelationship,themessageitselfandtheoccasionforcommunicating.Communicatingsuccessfullywithaninterculturalaudiencegoesbeyondavoidingidioms,jargon,longwords,complicatedsentenceandsoon.Tobeclearlyunderstoodacrosscultures,weshouldconsiderthefollowingquestions:Doesyouraudiencethinkthesamewayyoudo?Doesyouraudiencelearnthesamewayyoudo?Doesyouraudiencedefinegoodcommunicationthesamewayyoudo?Doesyouraudienceperceivegraphicsthesamewayyoudo?Doesyouraudiencehandleeverydaybusinesssituationsthesamewayyoudo?SelectingaChannelandMediumTherearechannelsofwritteninternalcommunication(memos,e-mails,faxes,networkedintranetbulletinboards,printedreports,andotherdocuments),writtenexternalcommunication(faxes,e-mail,letters,pressreleasesandcustomercommunication)andoralcommunication(telephone,voicemessages,tele-conferences,andmeetings).Thefollowingtabletellswhentochooseawrittenchanneloranoralchannelismostappropriateingeneralcases.Awrittenchannelisbestwhen AnoralchannelisbestwhenYouneednoimmediatefeedback?YouwantimmediatefeedbackformYourmessageisdetailedandtheaudiencerequirescareful?Yourmessageisrelativelysimpleplanning andeasytoacceptYouneedapermanent,verifiable?Youneednopermanentrecordrecord audienceYouraudienceislargeandconvenientlyandeconomicallygeographicallydispersed ?YouwanttoencourageinteractionYouwanttominimizethedistortion tosolveaproblemorreachadecisionthatcanoccurwhenamessagepassesorallyfrompersontopersone.g.Ifyourmessageisurgent,you’llprobablychoosetousethephone,emailoraninstantmessage.Ifyouwanttoemphasizetheconfidentialityofyourmessage,usevoicemailratherthanafax,aletterratherthanamemo,oraddressthematterinaprivateconversationratherthanduringameeting.Electronicmail:Emailisoneofthemostpreferredmodesofwrittenbusinesscorrespondence,andisanacceptedformofbusinesscommunicationinmostcultures.Itisconvenient,fastandeco-friendly.Theseguidelinesshouldbefollowedwhenusingemailasthechannelofwrittencommunication:

20mins:GroupstudyUseaprofessionalemailaddressifyouarenotsendingfromacorporation.Beawareofwhowillbereceivingtheemail.Makeproperuseofthesubjectline.Usethe“urgent”flagonlywhennecessary.Keepthedocumentlengthtoonescreenifpossible.Proofreadthedocumentforspellingandgrammar.Closethedocumentprofessionally.Instantmessaging:Itisareal-timecommunicationthatcanbeusedtodiscusspotentialmeetingtimes,remindemployeesofmeetingsandallowforthefacilitationofsimplebusinessquestions.Professionalismmustbeexercisedwhenusingelectronicbusinesscommunicationchannels.MemosMemoscanbewrittentofileorasreminderstooneself.Theycanbeformalorinformalintone.Hard-copymemosarealso,perhapsprimarily,channelsformanagerialcommunicationdownward.Inexplicit,low-context,contractculturesamemomayhavetheforceofawrittenagreement.FaxesFaxesarestillusedwidelyininterculturalbusiness,especiallywhenanoriginaldocument,oradocumentcontainingasignature,isrequired.Faxesaregenerallyformalbusinessdocumentsthataredrawnupforcontractualpurposesandstrictlyadheretointerculturalbusinessprotocol.Assignment:PreviewPart3.Reviewthetermsandkeypointsinthispart.

5mins教 學(xué) 程 序教學(xué)的根本內(nèi)容(2)Reviewthechannelsofcommunicationmentionedinthepreviouspart:EmailFaxesInstantmessagesMemoReportTele-conferenceVoicemessagePhonePressreleaseCustomercommunicationBusinessletterCulturalConsiderationinOrganizingBusinessMessagesFourguidelinescanhelptorecognizeawell-organizedmessagebyAmericanstandard.Makethesubjectandpurposeclear.IncludeonlyinformationthatisrelatedtothesubjectandpurposeGrouptheideasandpresenttheminalogicalway.Includeallthenecessaryinformation.Althoughmanytypesofwrittencommunicationarespecialized,mostcanbeclassifiedbyfunctionintothreecategories:Routine,good-newsandgoodwillmessagesBad-newsmessagesPersuasivemessages.OrganizingRoutine,Good-newsandGoodwillMessagesTherearelinearandnonlinearlanguageanddeductiveandinductivepatterns.Linearanddeductivearemoredirectwhilenonlinearandinductivearemoreindirect.Adirectpatternisfavoredlargelybyresult-orientedculturessuchastheUS,whileanindirectpatternisfavoredbyrelationship-orientedculturessuchasAsia,LatinAmerica,AricaandtheMiddleEast.Accordingtodirectpatterns,clarityandconcisenessarekeystosuccessfulbusinesswritingstyle.Theindirectplan,oraninductivepattern,doesnotputthemainmessageinthefirstsentence.Ithasotherprioritiesthanthequickdeliveryofideas,suchasnurturingarelationshipordevelopingothercontextforthemessage.E.g.developingacontextforcommunicatinginformationisveryimportanttomembersofAsiancultures.

時(shí)間安排教學(xué)方法5mins:Revision5mins:Briefintroduction10mins:ExplanationThedirectplaningood-newsandgoodwillmessagesOrganizingBad-newsMessagesBusinesscommunicatorscan’tjustsayno,especiallyincultureswhereharmonyandsavingfaceareimportant.EvenintheUS,badnewsisgenerallypresentedinan indirect fashion. When conveying negative information, communicatorscharacteristicallyusecertainvocabulary---positivewordsandphrases---andavoid“you“andotherpersonalizedlanguagewhichisillustratedinthefollowingexamples.e.g.(181)Insteadofsaying Say

10mins:GroupstudyIdon’tthinkIshouldhavetoremindyouthatthedeadlineforgettingmethisinformationwaslastMonday.Youcannotautomaticallytransferfundsfromyoursavingtoyourcheckingaccounttocoveryourbadchecks.

Information about achievements had to be in byMonday,October10,tobepublishedintheNovemberissue.Theautomatictransferoffundsbetweenvarioustypesofaccountsisoutsidethecapacityofourcurrentcomputersystemandourcurrentproceduresformanagingaccounts.… …Businesscommunicatorstraditionallysubordinatenegativeinformationinasentence.Theyalsolimitthespacedevotedtonegativeinformationinamessageand,correspondingly,reservespaceforemphasizingthepositive.Business communicators also frequently “sandwich” negative betweeninformationthatisneutralorpositive.OrganizingPersuasiveMessagesPersuasionisdifferentindifferentcultures,anddisplayingunderstandingandrespectforculturaldifferenceswillhelpsatisfytheneedsofyouraudienceandgainrespect.Effectivepersuasioninvolvesfourdistinctandessentialstrategies:

10mins:Explanation?Balancingemotionalandlogicalappeals?Framingyourarguments?Reinforcingyourposition?DealingwithresistanceInlow-contextculturespersuasiveargumentsarebasedonobjectivefacts.Inhigh-contextcultures,factsarenotsoobjectiveandimpersonal.Thepersonisalwaysakeyfactor.Persuasionalsocomesfromemotionswhicharenotseparablefrompeople.Differentpersuasiontacticsreflectdifferentculturalvalues.E.g.Americansrespondtotimepressureandpossibilityforopportunity.Therefore,alettertoorfromanAmericanmayhaveastatementofthatnaturetopersuadethereadertoactquickly.OrganizingReportsIngeneral,businessreportscanbecategorizedintothreepurposes:progress,discussionsandactionsprovidetheaudiencewithup-to-dateinformationforbackgroundordecision-making.availableoptionsprovidetheaudiencewithinformationfordecision=making.personnel,objects,andpracticesassessimpactorrecommendchanges.cultureshavedifferentideasabouthowreportsshouldbeorganized.Peoplefromdifferentcultureshavedifferentideasabouthowreportsshouldbeorganize.Generallyspeaking,peoplefromEastAsianculturesorganizematerialbasedonrelationshipsofelementsratherthanthelinearprogressiontypicalofWesternthinking.OrganizingEmploymentMessagesWritingaresume:Aresumeisastructured,writtensummaryofaperson’seducation,employmentbackgroundandjobqualifications.Aresumeisaformofadvertisingdesignedtohelpyougetaninterviewforajob.Generallyspeaking,thekeycharacteristicsofagoodresumeareneatness,simplicity,accuracyandhonesty.Trytoavoidthefollowingresumeproblems:?Toolong.?Tooshortorsketchy.?Hardtoread?Wordy.?Tooslick.?Amateurish.?Poorlyreproduced.?Misspelledandungrammaticalthroughout.?Boastful.?Dishonest.?Gimmicky.Englishresumechecklist(190):GeneralcontentOmitinformationaboutqualificationsthatmightbeconsiderednegative.Omitinformationthatisnotrelevanttorequirements.-…

5mins:Briefintroduction10mins:GroupstudyEducationGivenameandaddressofeachcollege/universityattendedalongwithdatesofattendance.Indicatedegreesearnedoranticipated.-…WorkexperienceGivenamesandaddressesofemployersalongwithnamesofimmediatesupervisorsanddatesemployed.Indicatepositionsheld.-…Personal/otherOmitinformationthatisnotrelevantorthatcouldbeusedfordiscriminatorypurposes.Includeinformationonwillingnesstotravel/relocateandpercentageearnedtowardcollegeexpensesifrelevant.-…ReferencesIncludeatleastthreereferenceswithtitles,addresses,andtelephonenumbersormakethemavailableuponrequest.Writingtheapplicationletterorcoverletter:Inyourapplicationletter---thesecondpartofthetwo-partapplicationpackage---youtellthereaderwhyyouarewritingandwhatpositionyouareseeking.Thislettergivesyoutheopportunitytohighlightyourabilities,experiencesandeducation,especiallyinrelationtotheemployer’sneedsandtothejobyouwant.Englishapplicationletterchecklist(191):firstparagraphIndicatespecificpositionsought.Indicatesourceofinformationregardingjobvacancy.-…FollowingparagraphsAvoidchronologicalrecapofeducationandworkexperience.Thetoneandcontentshouldreflectresearchofthecompanyandspeakhighlyofthecompany.-…ClosingparagraphRequestaninterview.Givetelephonenumberandtimetobecontacted.-…Ⅳ.CulturalConsiderationinFormatandLayoutofBusinessLettersBusinessEnglishletterstypicallyincludesevenelements,inthefollowingorder:?Heading?Date?Insideaddress?Salutation?Body?Complimentaryclose?Signatureblock(1)Standardletterparts:

15mins:GroupdiscussionLettersformatsusedbydifferentculturesoftendifferfromeachother.IntheUS,threemajorformatsarecommonlyused:Blockformat.(Alllinesbeginningattheleftmargin.)Modifiedblockformat.(Sameasblockformat,exceptthedate,complimentarycloseandsignatureblockstartnearthecenterofthe.)Simplifiedformat.(Insteadofusingasalutation,thisformatoftenworkstheaudiencsnameintothefirstlineortwoofthebodyandoftenincludesalineincapitalletters.Blockformat:Americanmodifiedblockformat:Americansimplifiedformat:Ⅴ.CaseAnalysisFollowingisanactualletterreceivedfromacompanywantingtoimportproductsintoChinafromtheUS.AmemowassenttothecompanyinAmericaaskingiftheywereinterestedinexportingtoChina,andthiswasthereply.PleasenotethatitwasthefirstcorrespondencefromtheAmericancompany:Ⅵ.BusinessCommunicationConversationA:Ourtonercartridgesarealreadyoutofink...Couldyoumakeanorderforanewset?B:Wewillneednewcartridgesforalloftheofficeprinters?Thatwillbealargeorder,probablyabouttwoorthreecases.Theofficesupplystoreweusuallygothroughmightnothavethatmanyinstock.A:Youcandoublecheckwiththehousekeepingdepartment,butIamprettysureallofthemachineswillneednewcartridges.Lasttimewhenwemadeourordertothesupplier,thequantitywasalsoespeciallyhigh.Theyareusedtoreceivingsuchbulkordersfromus.Aslongaswegivethemaheadsupacoupledaysinadvance,theycanusuallyfilltheorder.B:OK,Iwillmakeafewcallsandrunourorderbyhousekeepingfirsttomakesure.IsthereanythingelseweneedtoorderwhileIamatit?A:Ithinktheonlythingistoner.Trytoseeiftheycandeliveritbeforetheendofbusinessdaytomorrow.Weshouldreallytrytodobetteraboutwaitinguntilthelastminutetofillordersthatareusuallymadeonamonthlybasis.Anyhow,seewhatyoucandotoexpeditetheorderthistime.B:OK,willdo.

10mins:Groupdiscussion5mins:RoleplayAssignment:Previewthenextchapter.PracticethebusinessEnglishconversation. 5minus教案首頁(yè)授課內(nèi)容所需課時(shí)主要教材或參考資料教學(xué)目標(biāo)教學(xué)重點(diǎn)教學(xué)難點(diǎn)教學(xué)方法教學(xué)內(nèi)容準(zhǔn)時(shí)間安排學(xué)習(xí)指導(dǎo)作業(yè)及思考題

Chapter6 InterculturalBusinessEtiquetteandProtocol4學(xué)時(shí)《跨文化商務(wù)交際其次版》 高等教育出版社 2023年出版學(xué)問(wèn)目標(biāo)：1.理解學(xué)習(xí)不同國(guó)家商務(wù)禮儀的文化因素；通過(guò)案例賞識(shí)理解商務(wù)禮儀的重要性；把握跨文化商務(wù)溝通中贈(zèng)送名片、禮物等商務(wù)活動(dòng)的根本禮儀；學(xué)習(xí)跨文化商務(wù)溝通相關(guān)詞匯。力量目標(biāo)：使學(xué)生在理解溝通和商務(wù)溝通的根本理論的根底上，培育其文化意識(shí)與跨文化交際力量。德育目標(biāo)：1.培育學(xué)生跨文化交際力量；2.激發(fā)學(xué)生對(duì)中西方溝通形式差異的思考?？缥幕虅?wù)活動(dòng)的根本禮儀文化對(duì)商務(wù)禮儀的影響多媒體教學(xué)爭(zhēng)論法講授法視頻觀(guān)看Part1TheImportanceofAppropriateEtiquetteandProtocol 0.5學(xué)時(shí)Part2DefiningBusinessEtiquetteandProtocol 0.5學(xué)時(shí)Part3CulturalDifferencesinBusinessEtiquetteandProtocol 3學(xué)時(shí)預(yù)習(xí)本章教學(xué)內(nèi)容并完成課前學(xué)習(xí)任務(wù)；復(fù)習(xí)并把握本章相關(guān)理論學(xué)問(wèn)；通過(guò)相關(guān)練習(xí)題穩(wěn)固學(xué)問(wèn)；通過(guò)商務(wù)對(duì)話(huà)練習(xí)和案例分析進(jìn)一步理解本章理論與學(xué)問(wèn)。Preview：PreviewingthenextPart.OralPractice：Practicingaconversationoninterculturalbusinesscommunication.教研室批閱意見(jiàn)

同意上述安排。

教研室主任簽字：200年月教 學(xué) 程 序(1)Warm-upActivitiesWatchavideoclipfrom“TheDevilWearsPrada”anddiscussthechangesofAnneHathaway’sbusinessdressinginit.TheImportanceofAppropriateEtiquetteandProtocolInourowncultureweareprovidedwithacodeforbehavior.Thereisrightandwrong,properandimproper,respectableanddisrespectable.The code, taught by parents and teachers and confirmed by peers contemporaries,coversbasicvaluesandbeliefs,correctnessofcomportmentandattitudesinvaryingcircumstances.Inone’sownsocietytheymaynotbebrokenwithoutcensureorwithimpunity.Unlessweareeccentric,weconform.Inmodernworld,awell-honedsenseandappreciationofappropriateetiquetteandprotocolcanmakeyoustandoutasaworld-savvyindividualinacompetitiveglobalmarket.Gettingandkeepingajoborbeingpromotedwilldependnotonlyonhowwellqualifiedyouarebutalsoonhowappropriatelyyoubehaveandhowmuchyoulookandactthepartforaparticularposition.DefiningBusinessEtiquetteandProtocolInWebstesCollegeDictionary,lsdefinedsesregulationsdealingwithdiplomaticformality,precedenceandetiquette.”Etiquetteisdefinedas“conventionalrequirementsastopropersocialbehavior.”AccordingtoChaneyandMartin(2023),Etiquettereferstomannersandbehaviorconsideredacceptableinsocialandbusinesssituations.Protocolreferstocustomsandregulationsdealingwithdiplomaticetiquetteandcourtesiesexpectedinofficialdealings(suchasnegotiations)withpersonsinvariouscultures.NanLeaptrottdistinguishesthetwotermsinasimplerway.Protocoliswhattodoinagivensituation.Etiquetteishowtodoit-andhowtodoitrespectfullyandgracefully.e.g.Protocol:IfyouareatameetinginnorthernEurope,givethespeakeryourfullattentionandstrongeyecontact.

時(shí)間安排教學(xué)方法10mins:Warmup5mins:Briefintroduction10mins:GroupstudyEtiquette: Situpandshowinterestinwhatis beingsaid.Donotinterruptthespeakerwithquestionsunlesshehasaskedtheaudiencetodoso.Ifpeoplearetakingturnsinagroup,trytotakenotesafterthepersonhasfinished withhisremarks.Protocol:Onavisit toSaudiArabia,thepersonofhighest ranktravelingwithsubordinatesshouldshowthedistinctionofhisrank.Etiquette:Heshouldmaintainformalitywithhissubordinates,eventhoughhemaybeonafirst-namebasiswiththemathome.Heshoulddressbetter,havethebesthotelroom,andbedeferredtobysubordinates.Heshouldalwaysbethefirstpersonintheteamtobeintroduced.Atmeetingsheshouldbetheonetospeak,unlesshedesignatesanassistantandvalidatesthatpersosqualification.Ⅲ.CulturalDifferencesinBusinessEtiquetteandProtocolEightcommonprotocolelementswhichpermityoutodosuccessfullyinanyculture:NamesRankandtitle,Time,Behavior,Communication,Giftgiving,Foodanddrink.Propersocialbehaviorincludeslearningculturalvariationsinmakingintroductionsexchangecards,recognizingpositionandstatus,diningpractices,tippingetiquette,givinggiftstraveling.1.InitialBusinessRelationshipBeingsensitivetoculturalvariationswhenmakinginitialcontactwillensurethatyourfirstencounterwithapersonfromanothercountrywillleaveapositiveimpression.Firstimpressionsaremadeonlyoncebutarerememberedforalongtime.Elementsmakingafirstimpression:YourmannerofdressYourprofessionalappearanceThecolorofyourdressortieYourbodylanguagehandshakePostureAmountofeyecontactonintroductionWhereyouputyourhandsHowyouacceptacardandhowyoupresentyoursThecontentsofthecardNamingsystems:Rememberingnamesandusingthemwhenaddressingotherpeopleisoneofthemostimportant,yetdifficult,elementsofprotocol.Oneofthemosttroublesome

5mins:Explanation50mins:Groupstudyaspectsiswhichnametouseandwhentouseit.Failuretoshowtheproperrespectorsimplycallingsomeonebywrongnameonfirstmeetingisanavoidablemistakeifyoudoyourhomeworkproperly.Theprocedureofmakingintroductionsvariesfromculturetoculture.e.g.FirstnamesareusedalmostimmediatelybypeoplefromtheU.S.andU.K.TitlesareusedwhenintroducingpeopleinGermany,ItalyandChina.-Theyoftenindicateone’sprofessionandeducationallevel.InAsiathesurnameprecedesthepersonalname,andinmanyHispanicculturesmostpeoplehavetwosurnames.Becauseofwidelydiversecustomsinglobalnamingsystemsandtheuseoftitles,itiswisetoresearchthecustomsoftheparticularcultureinvolved.Appointmentmaking:Thewaysinwhichyoumakeinitialcontactandanappointmentcanrangefromabrieftelephonecalltowritingaformalletterofrequestortheuseofa“go-between”oremissary.Themannerinwhichtheinitialcontactismadeandtheamountofadvancenoticebetweenthecontactandappointmentarekeyfactorsyoumustconsiderinanotherculture.e.g.InHispaniccountries,appointmentsmustbemadeatleastamonthinadvancebymailortelephoneandthenverifiedoneweekbeforethemeeting.InAfrica,theuseofanintermediaryisessential,especiallywhenapproachingsomeoneofahigherstatusWhendoingbusinessinChina,itisalsoimportanttoestablishcontactsbeforeyouinvestinatrip.ThereareorganizationsthatcanassistinarrangingappointmentswithlocalChinesebusinessandgovernmentofficials,andcanidentifyimporters,buyers,agents,distributorsandjointventurepartners.Businesscardetiquette:①Cardexchanging:Ifyouareusingaone-sidedcard,alwayshandyourcardtoacolleaguewiththeprintedsidefaceup.Ifitisabilingualcard,besurethatthesideusingthelocallanguageisfaceup.Rank,title,andprofessionaretakenquiteseriouslyinsomecultures,soitisimportanttoincludeyourpositionandtitlesordegreesinadditiontoyourcompanynameonyourcard.Includetheaddressofyourforeignheadquarters,yourfaxnumberandperhapsemailaddress.②Presentationofthecard:JapaneseexaminethecardcarefullyandmakesomecommentwhileacceptingitDuringmeetings,placethecardsofothersattendinginfrontofyouontheconferencetabletoproperlyrefertonames,ranks,andtitles.UsebothhandswhenpresentingyourcardinEastAsia.Giveyourcardtothehighestrankingindividualorleaderofthedelegationfirstasasignofrespect.③GlobalrulesofthecardgameCharlesMitchellprovides:It’snotonlypolitetohaveyourcardtranslatedintothelocallanguageitisnowconsideredamust.Makeitworkforyou.Alwayspresentyourcardwiththeprintedsideupor,inthecaseofbilingualcards,withthelocallanguagesideshowing.Waittobeintroducedbeforepresentingyourbusinesscard.Presentthecardsoneatatimeintheorderofthehierarchyofthedelegation.Content:includeyournameandbusinesstitle.Insomeculturesitiscommontoincludeyouracademicdegreesaswell.Businesstitlescanbeconfusingandoftendonottranslateexactly.Ifyourtitleisonethatisnotinternationallycommon,suchasChiefLearningOfficer,considerusingatranslationthatavoidstheliteralandratherportraysyourstatusandjobinwordsorconceptsthatmaybemorefamiliartoyourhost.Don’tinflatejobtitles.Alsomakesuretocheckthetranslation.Youdo n’twantVicePresidentofSalestocomeoutasPresidentofViceSelling.Well-knownortrademarkedacronyms(suchasIBM)neednotbetranslatednordowordsincludedinlogos.Takeplentyofcards.Itcanbehighlyembarrassingtorunoutofthemandinsomeculturesitwouldbeaninsult.Many executives carry two sets of cards. One set is used purely introductionsandhasnodirectcontactinformation.Theotherisusedformoreseriousencountersandincludesdetailedcontactinformation.Alwaystreatyourcolleagues’cardswithrespect.*DesigningabusinesscardElementsincludedinabusinesscard:NameofIndividualNameofBusinessorOrganizationAddressPhoneNumberEmailAddressWebAddressJobTitleofIndividualTaglineorDescriptionofBusinessLogoGraphicImage(s)(includingpurelydecorativeelements)ListofServicesorProductsRulesofaneffectivebusinesscard:IncludeOnlytheMostImportantInformation(Keepyourbusinesscardsimplebybeingselectiveabouttheinformationyouinclude.)MakeSureItIsLegible(Makesurethefontsyouuseonyourbusinesscardaren”ttoosmall,toofancy,ordistortedinsom