Chapter-3跨商务文化交际

Chapter3CommunicationBetweenCultures:NonverbalCommunicationIntroductoryCase《三国演义》中“空城计”的故事就是用非言语交际一个例子：诸葛亮得知司马懿的大队人马即将兵临空城之下，却命令一些老弱残兵洞开城门，打扫街道，同时自己泰然自若地坐在城头上弹琴作乐。司马懿来到城下，看到这番情景，狐疑诸葛亮对自己的偷袭早有准备，于是撤兵而走。在这个故事里，诸葛亮与司马懿之间没有说过一句话，没有书信来往，即是说，没有言语交际。但是他们之间却交换了信息，他们是全部运用非言语语进行了交流。Howoftenhavewelistenedtosomeonespeakandwonderedwhatthespeakerreallywassaying.Wemayagreeintuitivelywiththewords,butinthebackofourmindswefeelthatthereismoretothemessagethanthewords.Wemayevencometotheconclusionthatthespeakermeanstheoppositeofwhathesays.Wemaybaseourjudgmentonanevaluationoftone,intonation,emphasis,facialexpressions,gesturesandhandmovements,distance,andeyecontact—inshort,nonverbalsignalsorthesilentlanguage.1.NonverbalCommunicationTwoCategories:Bodybehaviorsbythespeakersandusesofspatialortemporalsettingbyspeakers.Theinteractioncarriedoutbyourbodies,gestures,andtonesofvoice,everythingexcepttheactualwordsweapplyincommunication.Thesendingandreceiptofnonverbalmessagestakeplaceonasubliminallevel.Easytomisinterpretamessage.1.1DefiningnonverbalcommunicationNonverbalBehavioraccountsfor65%-93%ofthetotalmeaningofcommunicationNVbehavioraccountsformuchofthemeaningwederivefromconversations.ImportanceofNVCSomeresearchersmaintainthatinface-to-facecommunicationupto93percent(65-93%)ofanoralmessageiscommunicatednonverballyandthatthenonverbalelementsareamuchbetterindicatorofthetruemeaningthantheactualwords.Whennonverbalandverbalmessagesappearinconsistent,mostofustendtobelieveNV.NVbehaviorspontaneouslyreflectsthespeaker’ssub-consciousness.thenonverbalmessage.Whennonverbalandverbalmessagesappearinconsistent,mostofustendtobelieveNVbehaviorspontaneouslyreflectsthespeaker’ssub-consciousness.NonverbalMisinterpretationGreatCommunicationBarrierVaryfromculturetocultureNonverbalSignalsFunctionsofNVC非语言交际通常与语言交际结合进行，在不同的情况下作用不同，大致上起补充Complementing、否定Contradicting、重复Repeating、调节Regulating、替代Substituting或强调Accenting的作用。我们在机场欢迎客人，一边说：WelcometoBeijing，一边热烈握手。这握手的动作是对所说的话的一种补充。当你接到你不喜欢的礼物时，尽管嘴里说如何如何喜欢，但脸上的表情却流露出你的真实的不愉快的表情，也就是说，你的表情否定了你所说的话。我们有时一边说话一边用手势表达同样的意思。例如，一边说要两杯饮料，一边伸出两个手指，重复已经发出的信息。在两个人谈话时，常用眼神和语调表示下面该是谁讲话，调节相互的关系。交通警察指挥机动车辆使用非语言手段手势或指挥捧替代语言交际。在人们讲话时，常常用手势加强语气，或强调某一个论点。FactorsInfluencingNVCCulturalbackground.peoplefromdifferentculturesattachdifferentmeaningstononverbalsignals.EG:InWesterncultureseyecontactcansignifyhonesty,whereasinAsianculturesitmayindicaterudeness.Gender.Menandwomenoftenusedifferentnonverballanguage.MeninWesternculturestendtobemoreoutspokenthanwomen.Socioeconomicbackground.Peoplefromdifferentsocialclasseswithinoneculturealsomayusenonverbalsignalsdifferently.Peoplefromtheupperclassesorpeopleinleadingpositionsmaybemoreassertiveandoutspokeninmanycultureswhencommunicatingwithpeoplefromlowerclassesandlowerpositions.Education.Age.Personalpreference.CultureandNVC非言语语在许多方面都受到文化的影响。例如，见到长辈、上级来到时，中国人起立以示尊敬，而太平洋上的汤加人却坐下表示尊重。在中国翘大姆指是一种高度赞扬的意思，而希腊人急剧地翘起大姆指表示的意思是要求对方“滚蛋”。在中国文化中，用双手呈送或接收物品是表示尊重和礼貌，而穆斯林呈送或接收物品不能用左手，认为左手不干净。CategoriesandTypesofNVCThoseproducedbybody.facialexpressions,eyecontact,gestures,postures,touch,silenceetc.人体语细分为：面部表情语、眼神语、手势语、体态语(站、立、走、蹲的姿势)、身体接触语、沉默等Thosethattheindividualcombineswiththesetting.Space:研究交流者之间的距离、位置的安排等方面。Time:研究人们对准时、及时，延时，时间的早、晚、长、短，过去、现在、将来等概念的理解。Kinesicsisthetermusedforcommunicatingthroughvarioustypesofbodymovements.FacialexpressionsEyecontactPostureandstanceGesture2.3PostureItreferstoourbodypositionsasawhole.Somepeoplepaylittleattentiontotheirpostures.2.1FacialExpressionsAtonetimeoranother,mostofushavebeenintriguedbyhowthelooksonotherpeople’sfaceshaveinfluencedourreactionstothem.2.2GesturesActually,differentgesturesexpressdifferentmessagesandsomegesturesseemtobeknownbyall.1.4EyeContactAsimpleeyegesturemightbeinterpretedadiversityofmeaningacrosscultures.2.KinesicsKinesicsKinesics,thestudyofbodylanguage,Thefaceiscapableofoveronethousanddifferentexpressions.Gesturessuchaspositioning,smiling,closeseatingandgazessignalhowwefeelaboutothers.Postureandstancecansignalself-assuranceandtellothersifweareopentointeraction.TheChinesepointtothetipoftheirnose,andask“Me”?Butthewesternerspointtotheirchest.Me?Theindexfingerpressedagainstthelipsisasilentsuggestiontostoptalking,forsomeonemayoverhearus.Mostoftenusedbypeopletowarntheotherswhoarespeakingloudlyinclassorattheater.Sometimesitmeansasigntotellothersthataspecialmaniscomingorentering.Bequiet,please!Withonehandunderone’schin,thehandonthetableandeyeslookingsteadilyahead,heislostinthoughtforsomethingspecial.BoththewesternersandChinesesharesuchafacialexpressions.LostinthoughtInAmerica,asmilecanbeasignofhappinessorfriendlyaffirmation.WhilethesesamemeaningsarefoundintheJapaneseculture,thesmilealsocanmaskanemotionorbeusedtoavoidansweringaquestionItisapparentlytruethatwhenconversingwitheachother,peopletendtolookattheirinterlocutor’sface,especiallytheinterlocutor’seyes,andignoreotherpartsofthebody.FacialExpressionsWhilemanyfacialexpressionscarrysimilarmeaningsinavarietyofcultures,thefrequencyandintensityoftheirusemayvary.LatinandArabculturesus