Do you know anything from the history of the fcs of Russia?

UNIT 6

Business Across Cultures (2)

Key words and combinations:

1. 
   Handshake — рукопожатие.
   
2. 
   Reason — причина, повод, основание.
   
3. 
   Current — текущий, данный, современный.
   
4. 
   Boom — подъем деловой активности.
   
5. 
   To save — спасать.
   
6. 
   To socialize — общаться обобществлять; национализировать.
   
7. 
   Body language — язык тела.
   
8. 
   To touch — прикосновение.
   
9. 
   Hazardous — рискованный, опасный.
   
10. 
    Unfamiliar — незнакомый, неведомый непривычный.
    
11. 
    Certain— уверенный; определённый.
    
12. 
    Plain — ясный, явный, очевидный.
    
13. 
    To rely on — полагаться, доверять, быть уверенным.
    
14. 
    Verbal — относящийся к словам, словесный.
    
15. 
    Context — контекст ситуация, связь.
    
16. 
    To greet — приветствовать; здороваться.
    
17. 
    Common — общий.
    
18. 
    To create — творить, создавать.
    
19. 
    To bow — кланяться.
    
20. 
    To nod a head — кивать головой.
    
21. 
    Mark — марка.
    
22. 
    Mediterranean countries — страны Средиземноморья.
    
23. 
    To lean — наклонять(ся).
    
24. 
    Confusion — путаница, неразбериха.
    
25. 
    To tend — иметь тенденцию (к чему-л.); клонитьс (к чему-л.).
    
26. 
    To interpret — объяснять, толковать, интерпретировать.
    
27. 
    To cause — быть причиной, причинять, вызывать.
    
28. 
    Instant — мгновение, момент; немедленный; безотлагательный.
    
29. 
    To ease — успокаивать ослаблять, освобождать.
    
30. 
    Desire — (сильное) желание (for) просьба; пожелание.
    
31. 
    Disrespectful— непочтительный, невежливый
    
32. 
    To vary — менять(ся), изменять(ся);
    
33. 
    Circumstances — обстоятельство; случай
    
34. 
    Selective — отборный отбирающий
    
35. 
    To judge — судить; выносить приговор
    
36. 
    To assume — предполагать, допускать
    
37. 
    To locate — определять место, местонахождение
    
38. 
    Appropriate — подходящий, соответствующий
    
39. 
    Tight — тугой; туго завязанный
    
40. 
    To maintain — поддерживать; удерживать; сохранять
    
41. 
    Privacy— уединение, уединённость
    
42. 
    Sincerity — искренность; честность
    
43. 
    Confidence — доверие; конфиденциальное сообщение
    
44. 
    To emphasize — придавать особое значение; подчёркивать; акцентировать
    
45. 
    To avoid — избегать, сторониться уклоняться юр. отменять, аннулировать
    
46. 
    Poverty — бедность, нужда скудость; оскудение
    
47. 
    To evaluate — оценивать; определять количество, качество
    
48. 
    Perception — восприятие, ощущение осознание, понимание
    
49. 
    To obtain — получать; добывать; приобретать
    
50. 
    Hurtful — обидный, оскорбительный вредный, пагубный
    
51. 
    Sensitivity— чувствительность
    
52. 
    Custom — обычай; привычка юр. обычное право
    

Questions for discussion:

1. 
   What stereotypes do people/nations have about each other?
   
2. 
   What stereotypes are there of people from your country? Where do stereotypes come from?
   
3. 
   How dangerous is it to stereotype people?
   
4. 
   Have you ever arrived in a country without any knowledge of the language or without knowing anyone?
   
5. 
   Why is it important to know about the traditions for addressing your foreign (business) partners?
   

Read and translate the text:

Watch that Handshake. In other cultures, what you do may be more important than what you say

The international business community is busy learning languages.

One of the most important aspects of doing business internationally is being able to speak other languages. For this reason, there is a current boom in language learning for business people. But unless they can speak a foreign language really well, it is best to save it for socialising.

Using body language can say much more than work.

But actions speak louder than words, and psychologists say that your body language is much more important than what you say. Doing the wrong thing, making eye contact, touching, using people's first names, even how you eat and drink — can all be hazardous for people who are unfamiliar with certain cultures.

Some cultures communicate using signals.

Cultures are divided into «low context» and «high context». In low context cultures such as North America, Britain, Sweden and Germany, people say things very plainly, and rely on clear verbal communication. High context cultures such as France, Japan, Spain, Saudi Arabia, China and South Korea often use silence or hand signals to communicate, and this can sometimes be as important as speaking.

The handshake is a universal form of greeting.

Shaking hands is often the most common form of greeting people, but even this can create problems. In Japan, people bow to each other. In England, people shake hands firmly — but not very often — while in places like Italy and France people shake hands all the time but not as firmly as the English. The Germans and the Danish nod their heads while they shake hands, as a mark of respect, while people in Mediterranean countries sometimes lean their heads backwards while doing the same thing.

Greeting people with a kiss can create confusion.

People from «low context» cultures tend to look into other people's eyes, but in «high context» cultures such as the Chinese and Japanese, this can be interpreted as aggressive behaviour. As a rule, though, close physical greetings such as kissing are not a good idea. For example, the British kiss each other once, on the right cheek, the French kiss each other twice, first on the left cheek and then on the right, but in some cultures, especially in the Middle East, they kiss up to four times and still shake hands!

American «openness» can cause offence.

Trying to make people from other cultures feel comfortable can be confusing as well. Americans often use first names as a way of making instant friends, but this does not always work, especially with the Germans and the English. For although all three are «low context» cultures, the British and Germans are not quite as «open» as the North Americans.

Jokes are often used to ease the formality of a situation.

One thing the British and Americans do share when meeting each other, however, is the desire to break the ice by making a joke. Some cultures, especially the «high context» ones, could find this rude or disrespectful. Cultures and peoples vary so much, though, that it is impossible to please all of the people all of the time. The best thing you can do under these confusing circumstances is to be polite to everyone you meet.

Answer the questions:

1. 
   Is body language very important?
   
2. 
   Name low context cultures.
   
3. 
   Characterize «high context» cultures.
   
4. 
   What ways of greeting people do you know?
   
5. 
   What circumstances in different countries can be confusing?
   
6. 
   What kind of behaviour can be interpreted as aggressive?
   
7. 
   Jokes always ease the formality of a situation, don't they?
   
8. 
   Are physical greetings (e.g. kisses) always preferable?
   
9. 
   All cultures communicate using signals, don't they?
   
10. 
    What do high context cultures often use while communicating?
    
11. 
    Does doing business internationally require the ability to speak other languages?
    

Complete the sentences using your words

1. 
   Middle Eastern countries are known for .
   
2. 
   Cultures and peoples vary in .
   
3. 
   Confusion while communicating can be created
   
4. 
   Culture is .
   
5. 
   Body language includes .
   
6. 
   A stereotype is based on .
   

Fill the gaps in these sentences with a suitable preposition

We often judge people ^ other cultures incorrectly because we assume that they do things for the same reasons that we do.

For example, Latin Americans shake hands a lot. They shake hands at the beginning ... a conversation and ... the end ... a conversation. They shake hands ... people when they meet someone ... the first time or ... a formal situation. So when Latin Americans judge North Americans, they think that North Americans are not very friendly; in fact, they seem rude ... the other hand, North Americans think that Latin Americans are very formal. As a second example, let's consider the Japanese student who is studying ... a North American university. He may come ... his professor and say, «I am very sorry, but I have to leave school. I have to go home to see my mother. She is very sick». While the student is saying this, he is smiling. The professor doesn't understand why the student is smiling. She thinks that it is strange ... the student to smile if his mother is so sick. The professor doesn't know that a smile may not always mean happiness. A smile may mean nervousness, also.

Therefore, when we judge others, we have to be careful ... interpreting the acts ... others. The same act may have different meanings ... different people.

Choose the best answer:

1. If locating in Egypt, business cards should be printed in

1. 
   in English;
   
2. 
   in Arabic;
   
3. 
   in English on one side and Arabic on the other.
   
   1. 
      In Mexico are generally not appropriate, and tight or
      

low cut clothing is never appropriate

1. 
   jeans;
   
2. 
   T-shirts;
   
3. 
   skirts.
   
   3. 
      is important in England, and one should maintain a
      

wide physical space when conversing. It is considered inappropriate to touch others in public.

1. 
   Privacy;
   
2. 
   Personal space;
   
3. 
   A simple handshake.
   
3. 
   Good during business and social conversations shows
   

interest, sincerity and confidence.

1. 
   handshake;
   
2. 
   lunch;
   
3. 
   eye contact.
   
3. 
   In Brazil never start into business discussions before your host does. Business meetings normally begin with
   
   1. 
      casual «chatting» first;
      
   2. 
      some drinks;
      
   3. 
      the main meal.
      
4. 
   the head is considered the seat of the soul. Never touch
   

someone else's head, not even to pat the hair of a child.

1. 
   In Mexico;
   
2. 
   In India;
   
3. 
   In Saudi Arabia.
   
3. 
   The Spanish dress more than many other Europeans.
   
   1. 
      formal;
      
   2. 
      informal;
      
   3. 
      conservative.
      
4. 
   Avoid the «OK» sign; in Japan it means
   
   1. 
      sex;
      
   2. 
      death;
      
   3. 
      money.
      
5. 
   In Saudi Arabia do not discuss the subject of women, not even to inquire about the health of a wife or daughter. The topic of Israel should also be avoided is an appropriate topic.
   
   1. 
      Sports;
      
   2. 
      Poverty;
      
   3. 
      Religion.
      

Translate from Russian into English:

У народов различных культур существуют разные представления об оптимальных расстояниях между собеседниками. Так, немцы обычно ведут разговор, стоя на расстоянии не ближе 60 сантиметров друг от друга, в отличие от арабов, для которых это слишком большое расстояние для общения.

Наблюдая за беседой араба и немца, можно увидеть, как первый все время стремится приблизиться к собеседнику, в то время как второй делает шаг назад, увеличивая расстояние для общения. И если спросить немца, какое впечатление производит на него араб, он, скорее всего, отметит, что тот излишне настойчив и претендует на установление близких отношений. А араб наверняка охарактеризует своего собеседника как высокомерного и надменного человека. И оба, таким образом, ошибутся в своем мнении, поскольку при разговоре у каждого из них была невольно нарушена приемлемая дистанция для общения.

То же касается и восприятия пространства. Так, американцы привыкли работать в больших помещениях при открытых дверях. Открытый кабинет, по их представлению, означает, что человек на месте и ему нечего скрывать. Не случайно небоскребы в Нью-Йорке целиком построены из стекла и просматриваются насквозь: там все — от директора фирмы до посыльного — постоянно на виду. И это создает у служащих вполне определенный стереотип поведения, вызывая ощущение, что «все сообща делают одно общее дело».

У немцев подобное рабочее помещение вызовет лишь недоумение. Немецкие традиционные формы организации рабочего пространства — принципиально иные. Каждое помещение у них должно быть снабжено надежными (часто двойными) дверями. А распахнутая настежь дверь символизирует крайнюю степень беспорядка.

Для американца отказ разговаривать с человеком, находящимся с ним в одном помещении, означает крайнюю степень отрицательного к нему отношения. В Англии это общепринятое правило.

Американец, когда желает побыть один, уходит в комнату и закрывает за собой дверь. Англичанин же с детства не привык пользоваться пространством, для того чтобы отгородиться от других. Несовпадение взглядов на использование пространства приводит к тому, что чем больше американец замыкается в пространстве в присутствии англичанина, тем тот настойчивее пытается выяснить, все ли в порядке.

Fill in the gaps with the English equivalents of the words in brackets:

1. 
   Many companies are now helping their (служащие) build their (межкультурные) communication (навыки). They realize the (важность) of preparing them for the very different international (деловой мир).
   
2. 
   In Japan, silence can be part of a (разговор).
   
3. 
   In the United States, (различия) in social and economic classes (существовать), but are not emphasized.
   
4. 
   Business in Spain is often obtained as a result of (личные взаимоотношения).You must be very (избирательный) when choosing your Spanish (представитель), as it is (крайне) difficult to change to another person.
   
5. 
   Being in China do not use large hand (жесты). The Chinese do not (разговаривать) with their hands. Your movements may be (смущать) to your (принимающая сторона).
   
6. 
   In business situations, shake hands at both the beginning and the end of a (встреча). Be sure to look directly into the person's eyes while (рукопожатие).
   

Topics for discussion

1. 
   The «right» way to do things in one culture might be different in a different culture
   
2. 
   We evaluate others based on our own perceptions of what is «right».
   
3. 
   Respect for the local customs and cultural sensitivity will ensure your success.
   
4. 
   Stereotypes can be harmful and hurtful, both to others and myself.
   
5. 
   I see my own cultural values more clearly and understand how and why they differ from others.
   

Additional Reading

Americans as Others See Them

People from other countries are often puzzled and intrigued by the intricacies and enigmas of American culture. Below is a selection of actual observations by foreigners visiting the United States. As you read them, ask yourself in each case if the observer is accurate, and how you would explain the trait in question.