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1、七七cultural-difference2cultural-difference2High-Context and Low-Context Culturesn nEdward Hall categorizes cultures as being either Edward Hall categorizes cultures as being either high or low context,depending on the degree to high or low context,depending on the degree to which meaning comes from t
2、he settings or from which meaning comes from the settings or from the words being exchanged.the words being exchanged.n nIn high-context cultures,information is provided In high-context cultures,information is provided through gestures,the use of space,and even through gestures,the use of space,and
3、even silence.Meaning is also conveyed through status silence.Meaning is also conveyed through status(age,sex,education,family background,title,and(age,sex,education,family background,title,and affiliations)and through an individuals informal affiliations)and through an individuals informal friends a
4、nd associates.friends and associates.n nIn low-context cultures,the verbal message In low-context cultures,the verbal message contains most of the information and very little is contains most of the information and very little is embedded in the context or the participants.This embedded in the conte
5、xt or the participants.This characteristic manifests itself in a host of ways.characteristic manifests itself in a host of ways.n nFor example,the Asian mode of communication is often indirect and implicit,whereas Western communication tends to be direct and explicitthat is,everything needs to be st
6、ated.n nWesterners are more prone to making very explicit statements and have little capability with nonverbal forms of expression.n nHigh-context cultures tend to be more aware of their surroundings and their environment and do not rely on verbal communication as their main information channel.n nI
7、n addition to differences in nonverbal In addition to differences in nonverbal communication,there are other manifestations communication,there are other manifestations of high-context and low-context cultures that of high-context and low-context cultures that influence communication.influence commu
8、nication.n nFor example,members of low-context cultures For example,members of low-context cultures expect messages to be detailed,clear-cut,and expect messages to be detailed,clear-cut,and definite.If there are not enough data,or if the definite.If there are not enough data,or if the point being ma
9、de is not apparent,member of point being made is not apparent,member of these cultures will ask very blunt,even curt,these cultures will ask very blunt,even curt,questions.They feel uncomfortable with the questions.They feel uncomfortable with the vagueness and ambiguity often associated with vaguen
10、ess and ambiguity often associated with limited data.limited data.n nOn the other hand,high-context people are apt On the other hand,high-context people are apt to become impatient and irritated when low-to become impatient and irritated when low-context people insist on giving them information cont
11、ext people insist on giving them information they dont need.they dont need.n nAnother problem is that people in high-context Another problem is that people in high-context cultures perceive low-context people,who rely cultures perceive low-context people,who rely primarily on verbal messages for inf
12、ormation,as primarily on verbal messages for information,as less credible.They believe that silence often sends less credible.They believe that silence often sends a better message than words,and anyone who a better message than words,and anyone who needs words does not have the information.needs wo
13、rds does not have the information.n nUnless people from different cultures are aware of Unless people from different cultures are aware of these subtle differences,communication these subtle differences,communication misunderstandings between low and high-context misunderstandings between low and hi
14、gh-context communicators can municators can result.n nJapanese communicate by not stating things Japanese communicate by not stating things directly,while Americans usually do the oppositedirectly,while Americans usually do the opposite“spell it out.”The former is looking for meaning and“spell it ou
15、t.”The former is looking for meaning and understanding in what is not saidin the nonverbal understanding in what is not saidin the nonverbal communication or body language,in the silences and communication or body language,in the silences and pauses,in relationships and empathy.The latter pauses,in
16、relationships and empathy.The latter places emphasis on sending and receiving accurate places emphasis on sending and receiving accurate message directly,usually by being articulate with message directly,usually by being articulate with words.words.Cultures Arranged along the High-Context and Low-Co
17、ntext DimensionCultures Arranged along the High-Context and Low-Context DimensionHigh-Context CulturesHigh-Context CulturesJapaneseJapaneseChineseChineseKoreanKoreanAfrican AmericanAfrican AmericanNative AmericanNative AmericanArabArabGreekGreekLatinLatin ItalianItalianEnglishEnglishFrenchFrenchAmer
18、icanAmericanScandinavianScandinavianGermanGermanGerman-SwissGerman-SwissLow-Context CulturesLow-Context CulturesDirectness&IndirectnessChinese Proverbn nThink three times before you take action.三思而后行n nA word dropped from the tongue cannot be brought back by four horses.一言既出，驷马难追English Proverbn nHe
19、 who hesitates is lost.犹豫者不得志n nThe squeaky wheel gets the grease.会叫的车轮才能得到润滑。Case 1 Dont make noise!Scene 1Scene 1n nJane:Jane:(knocks on her neighbors open window):(knocks on her neighbors open window):Excuse me,its 11 ocolck already,and your high-Excuse me,its 11 ocolck already,and your high-pitc
20、hed opera singing is really disturbing my sleep.pitched opera singing is really disturbing my sleep.Please stop your gargling noises immediately!I Please stop your gargling noises immediately!I have an important job interview tomorrow have an important job interview tomorrow morning,and I want to ge
21、t a good nights sleep.I morning,and I want to get a good nights sleep.I really need this job to pay my rent!really need this job to pay my rent!n nDiane:Diane:(resentfully)Well,this is the only time I (resentfully)Well,this is the only time I can rehearse my opera!Ive an important audition can rehea
22、rse my opera!Ive an important audition coming up tomorrow.Youre not the only one that coming up tomorrow.Youre not the only one that is starving,you know.I also need to pay my rent.is starving,you know.I also need to pay my rent.Stop being so self-centered!Stop being so self-centered!n nJane:(frustr
23、ated):I really think youre unreasonable.If you dont stop your singing right now Im going to file a complaint with the apartment manager.n nDiane:(sarcastically)Ok.Do whatever you want.Im going to sing as I please.Scene 2n nMrs.Zhang:Mrs.Zhang:Your daughter has started taking Your daughter has starte
24、d taking piano lessons,hasnt she?I envy you,because you piano lessons,hasnt she?I envy you,because you can be proud of her talent.You must be looking can be proud of her talent.You must be looking forward to her future as a pianist.I am really forward to her future as a pianist.I am really impressed
25、 be her talentevery day,she practices impressed be her talentevery day,she practices so hard,for hours and hours,until late at night.so hard,for hours and hours,until late at night.n nMrs.Yang:Mrs.Yang:Oh,no,not at all.She is just a beginner.Oh,no,not at all.She is just a beginner.We dont know her f
26、uture yet.We hadnt realized We dont know her future yet.We hadnt realized that you could hear her playing.I am so sorry you that you could hear her playing.I am so sorry you have been disturbed by her noise.have been disturbed by her noise.Case 2When Chinese and Americans communicate there When Chin
27、ese and Americans communicate there often are misunderstandings due to their often are misunderstandings due to their differences in style of speech.A conversation differences in style of speech.A conversation between a Chinese husband(following indirect between a Chinese husband(following indirect
28、communicating rules)and an American wife communicating rules)and an American wife(following direct communicating rules)illustrates(following direct communicating rules)illustrates these differences:these differences:Wife:Wife:Bobs having a party.Want to go?Bobs having a party.Want to go?Husband:Husb
29、and:Ok.Ok.Wife:Wife:(later)Are you sure you want to go?(later)Are you sure you want to go?Husband:Husband:Ok,lets not go.Im tired anyway.Ok,lets not go.Im tired anyway.n nIn this conversation the husband interpreted the wifes questions as an indirect indication that she did not want to go.n nChinese
30、 prefer the indirect way of communication style while Americans prefer the direct way of communicating style.n nIndirect messagesIndirect messages allow you to express your allow you to express your desire without offending or insulting the one desire without offending or insulting the one interacti
31、ng with you,but often at the sacrifice interacting with you,but often at the sacrifice of your own feeling.of your own feeling.e.g.e.g.Instead of saying,“I am bored with the Instead of saying,“I am bored with the conversation,”you say,“Its getting late and I conversation,”you say,“Its getting late a
32、nd I have to get up early tomorrow,”or you look at have to get up early tomorrow,”or you look at your watch and pretend to be surprised by the your watch and pretend to be surprised by the time.time.e.g.e.g.Instead of saying,“This food tastes horrible,”Instead of saying,“This food tastes horrible,”y
33、ou say,“This food tastes different.”you say,“This food tastes different.”e.g.e.g.Instead of saying,“you look terrible in this Instead of saying,“you look terrible in this dress,”you are likely to say,“I like the dress dress,”you are likely to say,“I like the dress you wore yesterday.”you wore yester
34、day.”n nIn comparison with indirect messages,direct messages allow you to express your desire with less consideration about the feeling of the people interacting with you.e.g.Instead of saying“I am so bored;I have nothing to do tonight,”to your boyfriend,you say forthrightly,“Id like to go to the mo
35、vies.Would you like to come?”e.g.Instead of saying“Do you feel like hamburgers tonight?”to your husband,you say,“Id like hamburgers tonight.How about you?”Humilityn nChinese ProverbThe more noble,the more humble.越高贵，越应谦逊。Pride goes before destruction.骄者必败。n nAmerican ProverbToo much humility is prid
36、e.过分的谦虚就是骄傲。Honesty is the best policy.诚实为上策。Dialogue 1 Well Donen nBob:You did a fabulous job on the report.n nChang:We did our best.I wish wed had more time.n nBob:For what?It really couldnt have been better.n nChang:I wouldnt like to think so.n nBob:You mean you left something out?n nChang:What d
37、o you mean by saying that?Dialogue 2A Chinese carpenter who has emigrated to the United A Chinese carpenter who has emigrated to the United States goes to a furniture company looking for a job.He is States goes to a furniture company looking for a job.He is a highly skilled maker of tables with twen
38、ty-five years of a highly skilled maker of tables with twenty-five years of experience.experience.Employer:Employer:Have you done carpentry work before?Have you done carpentry work before?Carpenter:Carpenter:I dont care say that I have.I have just been in a I dont care say that I have.I have just be
39、en in a very modest way involved in the carpenter trade.very modest way involved in the carpenter trade.Employer:Employer:What are you skilled in then?What are you skilled in then?Carpenter:Carpenter:I wont say“skilled”.I have only a little I wont say“skilled”.I have only a little experience in maki
40、ng tables.experience in making tables.Employer:Employer:Can you make something now and show us how good Can you make something now and show us how good you are?you are?Carpenter:Carpenter:How dare I be so indiscreet as to demonstrate my How dare I be so indiscreet as to demonstrate my crude skills i
41、n front of a master of the trade like you.crude skills in front of a master of the trade like you.An American employer at this point might very well show the humble Chinese applicant to the door.But,were he to persist in requesting a sample,the Chinese carpenter would finally(and with continuing exp
42、ressions of humility as he worked)fashion a veritable work of art,which no doubt,he would describe as the work of a beginner even as the employer admired his speed and skill.n nIn comparison with the Americans,the humble In comparison with the Americans,the humble communication style is favorable fo
43、r the Cmunication style is favorable for the Chinese.n nHumility applies not only to conversational Humility applies not only to conversational practices but also to other types of social practices but also to other types of social situations.An amusing example occurs when a situations.An amusing ex
44、ample occurs when a large number of Chinese prepare themselves for a large number of Chinese prepare themselves for a group photograph.All understand that the front group photograph.All understand that the front row,especially the center-front location,is the row,especially the center-front location
45、,is the place of honor and recognize that proper humility place of honor and recognize that proper humility requires that they not willingly place themselves requires that they not willingly place themselves in the front.Even the senior people usually try to in the front.Even the senior people usual
46、ly try to remain away from the front row,with the result remain away from the front row,with the result that everyone begins to crowd into the back rows.that everyone begins to crowd into the back rows.After some good-natured scuffling and earnest After some good-natured scuffling and earnest appeal
47、s from the junior members and the appeals from the junior members and the photographer to the senior ones,the situation photographer to the senior ones,the situation resolves itself properly.resolves itself properly.Relationshipn nProverbProverbYou honor me a foot,and I will in return honor you You
48、honor me a foot,and I will in return honor you ten feet.ten feet.你敬我一尺，我敬你一丈。你敬我一尺，我敬你一丈。Live and let live.Live and let live.自己活也让别人活。自己活也让别人活。The American way of business is,“hey,its costing The American way of business is,“hey,its costing us$5,000 to send you on this trip;youd better get us$5,000
49、to send you on this trip;youd better get the business.”The Chinese idea is,“We want to the business.”The Chinese idea is,“We want to build a relationship and learn all about you and your build a relationship and learn all about you and your facilities.”facilities.”n nOnes associations with others ar
50、e critical to the Ones associations with others are critical to the Chinese,so key relationship receive intense Chinese,so key relationship receive intense attention and commitment.Due to that,the attention and commitment.Due to that,the difference between relationships with in-group difference betw