Unit Six Non-verbal communication 案例分析 In the following are five North American gestures which foreigners might find confusing:You are required to explain the meanings of the gestures: 1.With the palm up,the forefinger wiggled at the person summoned. 2.With the palm out,forefinger and index fingers are pointed upwards and split into the shape of a"V." 3.With an outstretched fist,the thumb is extended straight up. 4.With the palm out,the thumb and forefinger are curled into a circle,while the other fingers are extended upwards. 5.A single outstretched finger (usually the index finger,sometimes the thumb)to
1 Unit Six Non-verbal communication 案例分析 In the following are five North American gestures which foreigners might find confusing: You are required to explain the meanings of the gestures: 1. With the palm up, the forefinger wiggled at the person summoned. 2. With the palm out, forefinger and index fingers are pointed upwards and split into the shape of a "V." 3. With an outstretched fist, the thumb is extended straight up. 4. With the palm out, the thumb and forefinger are curled into a circle, while the other fingers are extended upwards. 5. A single outstretched finger (usually the index finger, sometimes the thumb) to
designate an object or person. Key: 1.The"come here"gesture This gesture is rarely made to a superior.but is commonly used among peers,or in summoning service personnel (such as a waiter or porter).It is also sometimes used in sexual situations,when it is referred to as a "come hither"gesture.It is confusing to some foreigners,since most of the world uses a full-hand scooping motion to summon a person. 2.The peace sign known as"V forvictory") This sign achieved its greatest popularity in North America during the 1960s,when it came to signify 'peace."Winston Churchill popularized it in the U.K.earlier,as the "V for victory"sign during the Second World War. The meaning of this sign does not change in the U.S.A.if it is accidentally done backwards (with the palm in rather than out).However.it becomes an obscene gesture in the U.K.when reversed in this manner.English-speak ing Canad ians may also recognize this meaning. In a contemporary business setting.it is more likely to be used for its "V for victory" meaning. 3.Thumbs up "Thumbs up"as a positive gesture quickly gained popularity in the U.S.A..especially as a visual signal in noisy environments.Pilots unable to shout "All's welll"or "Ready!" 2
2 designate an object or person. Key: 1. The "come here" gesture This gesture is rarely made to a superior, but is commonly used among peers, or in summoning service personnel (such as a waiter or porter). It is also sometimes used in sexual situations, when it is referred to as a "come hither" gesture. It is confusing to some foreigners, since most of the world uses a full-hand scooping motion to summon a person. 2. The peace sign ( known as "V for victory") This sign achieved its greatest popularity in North America during the 1960s, when it came to signify "peace." Winston Churchill popularized it in the U.K. earlier, as the "V for victory" sign during the Second World War. The meaning of this sign does not change in the U.S.A. if it is accidentally done backwards (with the palm in rather than out). However, it becomes an obscene gesture in the U.K. when reversed in this manner. English-speaking Canadians may also recognize this meaning. In a contemporary business setting, it is more likely to be used for its "V for victory" meaning. 3. Thumbs up "Thumbs up" as a positive gesture quickly gained popularity in the U.S.A., especially as a visual signal in noisy environments. Pilots unable to shout "All's well!" or "Ready!
over the noise of their engines used it frequently.With a slight backwards tilt,this gesture is used for hitchhiking However,in most of the Middle East and parts of Africa (notably Nigeria),this symbol can be obscene.It Japan,the thumb is considered the fith digit;a raised thumb will order five of something! 4.The"A-OK"sign While this means "all's well"in North America,in France it signifies "zero"or "nothing." and in Denmark or Italy it can be taken as an insult.In Brazil,Guatemala and Paraguay. it is considered very obscene. 5.Pointing Although"it's not polite to point,"children-and many adults-frequently do.Pointing at objects is not considered rude,and useful for foreign nationals who don't know the name of something.Pointing at people is not polite,perhaps because of its use in court,to point out wrongdoers.In many cultures,pointing is done with a toss of the head,a thrust of the chin,or even a pursing of'the lips.In Asia,the entire open hand is used,except in Malaysia,where the thumb is preferred. Case Study:power distance (3) How far is it to the executive office? Identify cultural differences in Power Distance in the following cross-cultural case. Wang.Huang and Anne Brown have just started working as
3 over the noise of their engines used it frequently. With a slight backwards tilt, this gesture is used for hitchhiking. However, in most of the Middle East and parts of Africa (notably Nigeria), this symbol can be obscene. It Japan, the thumb is considered the fifth digit; a raised thumb will order five of something! 4. The "A-OK" sign While this means "all's well" in North America, in France it signifies "zero" or "nothing," and in Denmark or Italy it can be taken as an insult. In Brazil, Guatemala and Paraguay, it is considered very obscene. 5. Pointing Although "it's not polite to point," children - and many adults - frequently do. Pointing at objects is not considered rude, and useful for foreign nationals who don't know the name of something. Pointing at people is not polite, perhaps because of its use in court, to point out wrongdoers. In many cultures, pointing is done with a toss of the head, a thrust of the chin, or even a pursing of the lips. In Asia, the entire open hand is used, except in Malaysia, where the thumb is preferred. Case Study：power distance（3） How far is it to the executive office? Identify cultural differences in Power Distance in the following cross-cultural case. Wang, Huang and Anne Brown have just started working as
engineers for a large multi-national manufacturing compary.They are currently in the company's new executive orientation training.This program will last one week giving the new executives an overview of the company's corporate structure and the business model that guides the company's decisions. Since the company has manufacturing facilitates throughout the world:it also stresses the importance for all its executives to learn about the cultures around the world.Not only will these engineers work in different oountries,but also they will be talking to clients from around the world.So it's important that not only do the engineers have technical expertise,but also understand the differences in interpersonal expectations for business relationships in different cultures. Wang,Huang:Hello,my name is Wang.Huang. Anne:Hello,Wang.Huang I'm Anne Brown.What city did you move from? Wang,Huang:I moved from Hangzhou,Zhejiang Province,China and where did you come from? Anne:I've been living and studying in San Diego and Los Angeles, Califomia in the United States.I'm looking forward to talking to you during our lunch and dinner breaks.I always enjoyed my classes about other cultures,and want to ask you some specific questions about China and the Chinese people
4 engineers for a large multi-national manufacturing company. They are currently in the company’s new executive orientation training. This program will last one week giving the new executives an overview of the company’s corporate structure and the business model that guides the company’s decisions. Since the company has manufacturing facilitates throughout the world; it also stresses the importance for all its executives to learn about the cultures around the world. Not only will these engineers work in different countries, but also they will be talking to clients from around the world. So it’s important that not only do the engineers have technical expertise, but also understand the differences in interpersonal expectations for business relationships in different cultures. Wang, Huang: Hello, my name is Wang, Huang. Anne: Hello, Wang, Huang. I’m Anne Brown. What city did you move from? Wang, Huang: I moved from Hangzhou, Zhejiang Province, China and where did you come from? Anne: I’ve been living and studying in San Diego and Los Angeles, California in the United States. I’m looking forward to talking to you during our lunch and dinner breaks. I always enjoyed my classes about other cultures, and want to ask you some specific questions about China and the Chinese people
Wang,Huang:I will be happy to join you for these meals and talk about our Chinese customs.It will also give me an opportunity to talk to you about American business.I understand we'll both be working for an American manager,Mr.George Perry,who is a Vice President and Manager ofGlobal Production for the company. Anne:Yes,that's what I've heard also.We're supposed to be attending a dinner party at his home this week.He wants to meet us,and get to know us before we actually start working in his department. Wang,Huang:That will be a very good time to learn what he expects from us,as his employees. Anne:Yes,it will.Plus since you and I are both new to Mexico,we can ask him about living and working in Mexico.I love Mexican food and was thrilled to get this assignment so I can live here and learn about the Mexican culture. Wang,Huang:I too am looking forward to leaming about Mexico. Being able to actually live in the country is a wonderful way to truly leam about another culture. Anne:You're right.Studying in books always helps,but actually living in the country is the best way to learn all the subtle behaviors that are unique to each culture,so one doesn't accidentally offend a person. Wang,Huang:Yes,it will be good to ask Mr Perry.If he recommends a
5 Wang, Huang: I will be happy to join you for these meals and talk about our Chinese customs. It will also give me an opportunity to talk to you about American business. I understand we’ll both be working for an American manager, Mr. George Perry, who is a Vice President and Manager of Global Production for the company. Anne: Yes, that’s what I’ve heard also. We’re supposed to be attending a dinner party at his home this week. He wants to meet us, and get to know us before we actually start working in his department. Wang, Huang: That will be a very good time to learn what he expects from us, as his employees. Anne: Yes, it will. Plus since you and I are both new to Mexico, we can ask him about living and working in Mexico. I love Mexican food and was thrilled to get this assignment so I can live here and learn about the Mexican culture. Wang, Huang: I too am looking forward to learning about Mexico. Being able to actually live in the country is a wonderful way to truly learn about another culture. Anne: You’re right. Studying in books always helps, but actually living in the country is the best way to learn all the subtle behaviors that are unique to each culture, so one doesn’t accidentally offend a person. Wang, Huang: Yes, it will be good to ask Mr Perry. If he recommends a
book we can read about Mexico to quickly learn about the culture and customs. Questions: 1.What country is Mr.George Perry from? 2.Is this country High Power Distance or Low Power Distance? 3.Is Mr.Perry's invitation to his home consistent with this power distance? 4.In a business relationship,what are the differences in a person's behavior and expectations in the various cultures that you have studied? (This question is for group discussion. Feedback 1.What country is Mr.George Perry from? The United States 2.Is this country High Power Distance or Low Power Distance? Low Power Distance 3.Is Mr.Perry's invitation to his home consistent with this power distance? Yes,it is.A manager from a Low Power Distance country will more likely want to include junior staff in many business activities.This does not mean the junior staff will be included in all the activities.There are
6 book we can read about Mexico to quickly learn about the culture and customs. Questions: 1. What country is Mr. George Perry from? 2. Is this country High Power Distance or Low Power Distance? 3. Is Mr. Perry’s invitation to his home consistent with this power distance? 4. In a business relationship, what are the differences in a person’s behavior and expectations in the various cultures that you have studied? (This question is for group discussion. ) Feedback 1. What country is Mr. George Perry from? The United States 2. Is this country High Power Distance or Low Power Distance? Low Power Distance 3. Is Mr. Perry’s invitation to his home consistent with this power distance? Yes, it is. A manager from a Low Power Distance country will more likely want to include junior staff in many business activities. This does not mean the junior staff will be included in all the activities. There are
always events,both business and social,that will be exclusively for senior staffonly Also,even though a person comes from a Low Power Distance country doesn't mean that person will practice this in his or her business/personal life.There are too many managers who intentionally keep their distance from their junior staff,in an effort to force their status. These people are truly bullies,and usually have been their entire lives. They are difficult to work for,no matter what nationality they are; whether they have come from a Low Power Distance country or a High Power Distance country. 4.In a business relationship,what are the differences in a person's behavior and expectations in the various cultures that you have studied? Group discussion Bully:a person who is habitually cruel or overbearing(傲慢的，专横的)， especially to smaller or weaker people. Bullying treating in an overbearing or intimidating manner being aggressive. Case study(共20分) An American went to an Arab counry to meet his Arab counterpart for a business talk.The talk went on smoothly and both sides felt pleased. At the break,both stood talking casually.However,the Arab manager considered they knew
7 always events, both business and social, that will be exclusively for senior staff only. Also, even though a person comes from a Low Power Distance country doesn’t mean that person will practice this in his or her business/personal life. There are too many managers who intentionally keep their distance from their junior staff, in an effort to force their status. These people are truly bullies, and usually have been their entire lives. They are difficult to work for, no matter what nationality they are; whether they have come from a Low Power Distance country or a High Power Distance country. 4. In a business relationship, what are the differences in a person’s behavior and expectations in the various culturesthat you have studied? Group discussion Bully: a person who is habitually cruel or overbearing(傲慢的, 专横的), especially to smaller or weaker people. Bullying: treating in an overbearing or intimidating manner ； being aggressive. Case study (共 20 分) An American went to an Arab country to meet his Arab counterpart for a business talk. The talk went on smoothly and both sides felt pleased. At the break, both stood talking casually. However, the Arab manager considered they knew
each other quite well and that.therefore,they should stand eloser to show their closeness in their hilateral relationships So he moved closer to the American manager.The American manager was surprised by the mowe.Then he thought maybe that action was unintentional on the Arab manager's part He showed no sign in understanding the Arab's move and just stepped bock a bit to keep the distance. On the Arab manager's part,he also felt surprised at the quiet stepping hack by his American counterpart.He took it as a sign of ignorance of his good intention from that American manager. Therefore.he decided to move a step forward to show his sincerity. Unfortunately,the Arab manager's further move made the American manager feel uncomfortable (and he even felt a little bit unhappy).However.as that was his frst trip there,he did not want to spoil the nice talk by a trivial matter and make both sides embarrassed.So he quietly stepped back.This action wus repeaed several times until finally the American manager's back touched the wall-there was no more room for him to step back any further.Both the American and Arab managers felt frustrated by the situation,yet none of them could make out why the other side should take the adverse way for the distance between them. Listed are moverbal clues in bursiness communicetion Please explain what kinds of nomverbol commnication ciues are revealed in this case.(At least 150 wordds) Nonverbal clues 1)eye contact 2)facial expression 3)posture and gestures 4)time 5)space 6)territory 7)appearance
8 each other quite well and that, therefore, they should stand closer to show their closeness in their bilateral relationships. So he moved closer to the American manager. The American manager was surprised by the move. Then he thought maybe that action was unintentional on the Arab manager’s part. He showed no sign in understanding the Arab’s move, and just stepped back a bit to keep the distance. On the Arab manager’s part, he also felt surprised at the quiet stepping back by his American counterpart. He took it as a sign of ignorance of his good intention from that American manager. Therefore, he decided to move a step forward to show his sincerity. Unfortunately, the Arab manager’s further move made the American manager feel uncomfortable (and he even felt a little bit unhappy). However, as that was his first trip there, he did not want to spoil the nice talk by a trivial matter and make both sides embarrassed. So he quietly stepped back. This action was repeated several times until finally the American manager ’s back touched the wall—there was no more room for him to step back any further. Both the American and Arab managers felt frustrated by the situation, yet none of them could make out why the other side should take the adverse way for the distance between them. Listed are nonverbal clues in business communication. Please explain what kinds of nonverbal communication clues are revealed in this case. (At least 150 words) Nonverbal clues 1) eye contact 2) facial expression 3) posture and gestures 4) time 5) space 6) territory 7）appearance