《工商管理双语教学适用教材:跨文化沟通(第五版)》为你提供了解读陌生文化的方法，并把对文化的理解与对具体的跨文化沟通问题的分析有机地融合在一起，为读者提供了坚实的理论基础。《工商管理双语教学适用教材:跨文化沟通(第五版)》还包含很多作者亲身经历的事例、跨国公司的真实案例以及各种文化价值观、文化偏好在有效的跨文化沟通中的具体应用。

CHAPTER ONE
Culture and Communication
The Importance of Learning
about Cultures
Making Sense of Our World
The World Is Becoming Increasingly Diverse
People around the World ARE Different
Preventing Mistakes
Respondingto Different Cultures
Hostility to Difference
Curiosity about Difference
Denying Difference
Cooperating with Difference
Understanding Culture
Culture Is Coherent
Culture Is Learned
Culture Is the View of a Group of People
Culture Ranks What Is Important
Culture Furnishes Attitudes
Culture Dictates How to Behave
Onstage and Backstage Elements of Culture
Transactional Cultures
Adopting Another Cultures Behavior
Self Knowledge and Understanding One s Own Culture
Cultural Intelligence
The Question of Change in Cultures
Are Cultures Merging into One Global Culturel
Ever—Changing Popular Taste
The Study of Communication across Cultures
Three Characteristics of the Discipline of Cross—cultural Communication
Study of the Communication of Groups versus the Study of Individuals'Communication
Intercultural and Cross—cultural Communication Study
Two Broad Approaches to Communication Research in the Social Sciences
Study of Culture and Communication：Individuals or Cultures
Intercultural Business Communication
Perception and Communication
A Schemata Model for Intercultural Communication
CHAPTER TWO
The Role of Language in Intercultural Business Communication
The Language Barrier and Its Consequences：Real and Perceived
The Relationship between Language and Culture
Language as a Rejlection of the Environment
Language as a Reflection of Values
The Meaningof Words
Changes in Language
Acronyms
Implications of the Language Bamer
Selection ofthe Right Language
Linguistic Considerations
Business Considerations
Political Considerations
The Appropriate Level of Fluency
The Company Language
Choosinga Company Language
UsingAdditional Foreign Language Expertise
The Role ofthe Interpreter
The Importance of Choosinga Good Interpreter
The Effective Use of an Interpreter—SomeGuidelines
Communication with Nonnative Speakers
Effective Face—to—Face Communication
Effective Written Communication
The Impact of Technology on Oral and Written Communication
Some Guidelines for Communicating with Businesspeople（rom Different Cultures
Communication with a Multicultural Workforce
CHAPTERTHREE
Getting to Know Another Culture
Ways to Study Culture
Research Approaches to Studying Cultures
Studying Whole Cultures
Cultural Generalizations
Hofstedes Research and Other Studies
The GLOBE Study
Studying Individuals
Culture as a Theoretical Construct
Generalizations and Stereotypes
High—context Communication and Low—context Communication
The Cultural Dimensions Approach in This Book
Where Can Information about Cultures Be Found？
Category 1： Thinking and Knowing
Does Knowing Come from Concepts or Experiencel
Does Learning Come from Asking Questions or Mastering Received Wisdom？
Does Knowledge Have Limits？
How Do People Reason？
Category 2： Doing andA chieving
Is Doing Important or Is Being Important？
Are Tasks Done Sequentially or Simultaneously？
Do Results or Relationships Take Priority？
Is Uncertainty Avoidedor Tolerated？
Is Luck an Essential Factor or an Irrelevance？
Are Rules to Be Followed or Bent？
Category 3： The Big Picture
Do Humans Dominate Nature or Does Nature Dominate Humans？
Are Divine Powers or Humans at the Center of Events？
How Is Time Understood， Measured， and Kept？
Is Change Positive or Negative？
Is Death the End of Life or Part of Life？
CHAPTER FOUR
The Selfand Groups
Category 4： The Selfand Self—identity
Self identity—A Social PsychologyApproach
Self identity—A Communication Approach
Self identity—A CriticalApproach
Self identity and Cultural Value Dimensions
Self—construal： Independent andInterdependent
The Basic of Society： The Individual or the Collective？
Obligation and Indebtedness： Burdens or Beneftts？
Age： Is Seniority Valued or Drscounted？
Gender：Are Women Equals or Subordinates？
Category 5： Social Organization
Group Membership： Temporary or Permanent？
Form： Importantor Untrustworthy？
Personal Matters： Private or Public？
Social Organizational Patterns： Horizontal or Hierarchical？
Approach to Authority： Direct or Mediated？
Conclusion
CHAPTER FIVE
Organizing Messages to Other Cultures
Review ofthe Communication Model
Meaning and the Communication Model
Why： The Purpose and Factorsof Communication
Who in Business Communication
Where： Channels of Communication
When： Time and Timing of Communication
Organizing Routine Messages
The Direct Plan
The Indirect Plan
Organizing Persuasive Messages andArgumentation
Argumentation and Logrc
Persuasion Tactics
Organizing Unwelcome Messages
Communicating about Problems
Saying No
Organizing Problem—So Mng Messages
Storytelling
Analogy
Syllogistic and Inductive Reasoning
Bargaining Discourse
The Role and Force of Words
The Relative Importance of Encoding Messages in Words
The Role of Words in Arabic Cultures
The Role of Words in Japanese Culture
The Role of Words in English—Speaking Cultures
The Effect of Languages Structure
Channels of Business Messages
Internal Channels for Written Messages
External Channels for Written Messages
Structured Behavior Channels
Oral Channels
Communication Style
Formal or Informal： Hierarchical or Horizontal
Framed Messages
CHAPTER SIX Nonverbal Language in Intercultural
Communication
Paralanguage
Vocal Qualifiers
Vocalization
Nonverbal Business Conventions in Face—to—FaceEncounters
Eye Contact
Facial Expressions
Gestures
Timing in Spoken Exchanges
Touching
The Languageof Space
Appearance
Silence
CHAPTER SEVEN
Cultural Rules for Establishing Relationships
Respect for Authority and the Structuringof Messages
Signals of Respect
Positionsof Authority
Dress as a Symbol of Authority
Power Distance and Symbols of Power and Authority
Tone and Behavior of Power and Authority
Language as an Indicator of Powerand Authority
Family and Societal Structures as Indicatorsof Power
Assertiveness vs.Harmony
Standing Up for Ones Rights
Preservingllarmony
Recognition of Performance as a Signal of Authority
Monetary Recognition
Nonmonetary Rewards
The Role of Social Contacts in Intercultural Business
Conventions for Extending Invitations
Mixing Social Engagements and Business
Appropriate Behavior for Hosts and Guests
Gift Giving
Dealing with Controversy in Social Settings
Holiday Greeting
Ethical Considerations in Intercultural Engagements
CHAPTER EIGHT
Information，Decisions，and Solutions
The Nature of Business Information
The Impact of Culture on What Constitutes Information
The Assessment of Information
The Possession of Information
Formal and Informal Information
Soft vs.Hard Data
Criteria for Business Information
Sources of Business Information
Formal Sources
Informal Sources
Information and Knowledge Management
Decision Making
Making Decisions Based on Ends
Making Decisions Based on Means
Problem Solving and Conflict Resolution
Defining Problems and Dealing withThem
Managing Conflicts
Conllict Management Modes
Conflict Communication Modes
Communicating about Conflicts between Membersof Different Cultures
CHAPTER NINE
Intercultural Negotiation Teams
Interculturl INegotiation
What Really Happened with Canwall in Chinal
How Knowledge of Culture Can Help
Factors in the Negotiation Task
Expectations for Outcomes
Orientation of the Negotiating Team
The Physical Context of the Negotiation
Communication and Style of Negotiating
The Phases of Negotiation
The Development of a Relationship
Information Exchange about the Topic under Negotiation
Persuasion
Concession and Agreement
CHAPTERTEN
Legal and Governmental Considerations in Intercultural Business Communication
Communication and Legal Messages
Specific Legal Systems
Code Law
Anglo—American Common Law
Islamic Law
Socialist Law
Dispute Settlement
Direct Confrontation and Arbitration
Communication with Agents
Trademarks and Intellectual Property
International Enterprise and the National Interests
Legal Issues in Labor and Management Communication
Labor Regulations
Employment Communication
Laws for Safety on the Job
Equal Opportunity
Legal Considerations in Marketing Communication
Investment Attitudes and the Communication
of Financial Information 3
CHAPTER ELEVEN
The Influence of Business Structures and Corporate Culture on Intercultural Business Communication
Corporate Culture and Intercultural Communication
Stages in Internationalization
The Import—Export Stage
Reasons for Exporting
Communication in the Import—Export Environment
The Multinational Corporation
The National Subsidiary
The International Division
The Global Firm
The Structure of a Global Firm
Communication in a Global Organization
Implications of Cultural Aspects of Business Structures for Commurucation in an International Firm
Communication in an Organization Basedon Credentials
Communication in an Organization Basedon Context
Communication in an Organization Based on Family Orientation
……
CHAPTER TWELVE Intercultural Dynamics in the International Company
Appendix

作者：（美国）艾里斯·瓦尔纳 （美国）琳达·比默（Linda Beamer）

琳达·比默（Linda Beamer）， 美国洛杉矶加利福尼亚大学洛杉矶分校市场营销系正教授。她为MBA学生讲授商务沟通、跨文化沟通、工作场所的多样性、**能管理、国际商务等课程。她负责为优等生特别开设的**课程项目，2001年荣获优等生年度教授奖。2002年，她获得了该大学的杰出教授奖。比默具有丰富的国际教学与咨询经历，曾经在英国、加拿大、中东、阿根廷、中国、日本和新西兰等地担任教师和顾问。另外，她和丈夫居住在墨西哥中部，他们一般都尽量争取有更多的时间待在家里。她从美国俄亥俄州伍斯特大学获得学士学位（其间曾有一年时间在苏格兰爱丁堡大学学习），从加拿大多伦多大学获得硕士学位和博士学位。在加拿大的求学经历使她获得了双重（美国和加拿大）国籍。她的研究成果多达20多项，主要集中在文化对商务沟通的影响。她特别对中国的沟通问题感兴趣。她现任《商务沟通季刊》（Business Communication Quarterly）编委会委员。1997～2001年曾担任《商务沟通学报》（Journal of Business Communication）副编辑。她经常为其他刊物撰写评论文章。她担任商务沟通协会跨文化委员会（Intercultural Committee of the Association for Business communication）主席3年，担任该协会董事会成员5年，2001年升任副会长，2004年升任会长。1997年，国际跨文化研究学会（International Academy of Intercultural Research）成立之初，她就被选为特别会员。比默曾经两次获得美国教育部两年期商务与国际教育项目的资助，还得到了C.R.安德森基金会（C.R.Anderson Foundation）的一项研究资助。1995年，商务沟通协会曾授予她杰出出版成就奖。同时。她也是新西兰奥克兰市UNIITEC的兼职教授。艾里斯·瓦尔纳（Iris Vamer）美国伊利诺伊州立大学商学院国际商务项目部主任，管理学与定量研究方法系教授。瓦尔纳具有广泛的国际经历，她在德国、法国、英国、美国、中国台湾地区等地上过学，新西兰、俄罗斯、法国、比利时、日本、德国到处都有她的课堂。
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