第三章1、文化似冰山理论：

Venturing into difference cultures without adequate preparation can be just as dangerous as a ship maneuvering ice waters without charts, hoping to be lucky enough to avoid hitting an iceberg. The difference is that the ship will know immediately when it hits an iceberg. Unsuspecting companies may never realize they hit an iceberg but they will , nevertheless, feel the impact. It appears in the form of delayed and abandoned projects, misunderstanding communications, frustrated employees and a loss of business and reputation。

 

2、Cultural Values  四大指数  应用题 主观题

Individualism/Collectivism Index:（IDV）个人主义，which focuses on self-orientation

①The Individualism/Collective Index refers to the preference for behavior that promotes one’s self-interest

②High IDV cultures reflect an “I” mentality and tend to reward and accept individual initiative

③Low IDV cultures reflect a “we” mentality and generally subjugate the individual to the group

④Collectivism pertains to societies in which people from birth onward are integrated into strong, cohesive groups, which protect them in exchange for unquestioning loyalty

高IDV国家：United States, Australia, Great Britain, Canada, Netherlands

低IDV国家：Guatemala，Venezuela， Colombia, Indonesia, Pakistan

Power Distance Index:（PDI）权利距离指数which focuses on authority orientation

①The Power Distance Index measures power inequality between superiors and subordinates within a social system

②Cultures with high PDI scores tend to be hierarchical and value power and social status

③High PDI cultures the those who hold power are entitled to privileges （）

④Cultures with low PDI scores value equality and reflect egalitarian views

   高PDI国家：Guatemala，Mexico, Venezuela, Arab countries

   低PDI国家：New Zealand, Finland, Germany, Great Britain, Australia,

Uncertainty Avoidance Index:（UAI）风险避免性指数，which focuses on risk orientation; （侧重于风险导向）

①The Uncertainty Avoidance Index measures the tolerance of uncertainty and ambiguity among members of a society

②High UAI cultures are highly intolerant of ambiguity, experience anxiety and stress, accord a high level of authority to rules as a means of avoiding risk

③Low UAI cultures are associated with a low level of anxiety and stress, a tolerance of deviance and dissent, and a willingness to take risks

高UAI国家：Greece，Guatemala，Uruguay，Japan，France

低UAI国家：Great Britain，India，United States，Canada， Indonesia

Masculinity/Femininity Index （MAS） 男性化女性化指数，which focuses on assertiveness and achievement

  - React: Refer to the dominant values o a society.

   - High MAS  男女分工细

   - Low MAS  男女平分秋色

   - Examples

3、事实性文化和解释性文化

   Factual knowledge is usually obviousand must be learned,（是明显的，必须学习的）

   Interpretive knowledge is the ability to understand and appreciate the nuancesof different cultural traits and patterns,(理解和欣赏不同文化的特征和模式)

4、Cultural borrowing文化借鉴：is a responsible effort to learn from other’s cultural ways in the quest for better solution to a society’s particular problem.（在其他文化中找到更好的东西以解决自己所面临的独特问题）

 

第四章1、Cultural adaptation：（概念及应用题）Cultural Imperatives, Electives and Exclusives

 1)文化的选择性：Cultural electives relate to areas of behavior or to customs that cultural aliens may wish to conform to or participate in but that are not required

2)强制性：Cultural imperatives are the business customs and expectations that must be met, conformed, recognized and accommodated if relationships are to be successful

3)排他性：Cultural exclusives are those customs or behavior patterns reserved exclusively for the locals and from which the foreigner is barred and must not participate

2、Differences in Management Styles Around the World管理方式的体现（6点）：

①权威和决策人的不一样；1.Differences in Authority and Decision Making

In high-PDI countries subordinates are not likely to contradict bosses, but in low-PDI countries they often do

Three typical patterns exist:

top-level management decisions,

decentralized decisions, and

committee or group decisions

②管理人员的目标；2.      Differences in Management Objectives and Aspirations towards:

Security especially of lifetime employment

Affiliation and Social Acceptance by neighbors and fellow workers

Power and Achievement Orientation sought by managers

Importance of personal/family life over work and profit

③沟通方式不一样；3.      Differences in Communication Styles

④谈判方式不一样;4.Differences in Communication Styles

Level of formality in addressing business clients by first name

Level of formality in addressing your boss by first name

Tempo or speed in getting “down to business”

Perception of time varies in many cultures

⑤谈判重点不一样； Differences in Negotiations Emphasis

Differences with respect to the product, its price and terms, services associated with the product, and finally, friendship between vendors and customers

⑥时间概念不一样；P-Time versus M-Time

3、Edward T.Hall 单一时间和多种时间利用方式

 M-time, or monochronic time 单一时间利用方式  人们只专心做一件事，非常珍惜时间，集中于低语境国家

 M-time, or monochronic time, typifies most North Americans, Swiss瑞士人, Germans, and Scandinavians斯堪的那维亚人（半岛）[欧洲]

Most low-context cultures operate on M-time concentrating on one thing at a time重视珍惜时间；准时

P-time, or polychronic time 多种时间利用方式 人们不太考虑时间，集中于高语境国家

P-time, or polychronic time, is more dominant in high-context cultures

P-time is characterized by multi-tasking and by “a great involvement with people” and is emphasized more than holding to schedules重视个人关系；严格按时间表做事

 

4、Edward T. Hall的高低语境文化特点：

Communication in a high-context culture depends heavily on the contextual (who says it, when it is said, how it is said) or nonverbal aspects of communication

Communication in a low-context culture depends more on explicit, verbally expressed communications

High Context: Japanese  Arabian  Latin American  Spanish  Italian   English(UK)

Low Context: Swiss  German  Scandinavian  North American(US)  French 

5、商业道德 Businese Ethics（四大概念）

①Bribery行贿: Voluntarily offered payment by someone seeking unlawful advantage

②Extortion索贿: Payments are extracted under duress by someone in authority from a person seeking only what they are lawfully entitled

③Lubrication打点: Involves a relatively small sum of cash, a gift, or a service given to a low-ranking official in a country where such offerings are not prohibited by law金额小，不是很违法

④Subornation收买：Involves giving large sums of money—­frequently not properly accounted for—designed to entice an official to commit an illegal act on behalf of the one offering the bribe; involves breaking the law金额大，踩红线

第五章 1、关税壁垒：Tariff: a tax on imports (e.g., citrus, textiles)

非关税壁垒：Non-tariff barriers (NTBS)

–         Quota配额 :quantitative restriction on imports of a specific product (e.g., imports of Japanese cars)

–         Voluntary export/import restraints自由进出口限制 are voluntary quotas imposed by governments whereby firms agree to limit exports or imports of certain products

–         Import license : a formal permission to import, which restricts imports in a way that is similar to quotas- a complicated, bureaucratic process in some countries

–         Government regulations and technical standards政府规章和技术标准 – e.g., safety regulations for motor vehicles, health regulations for hygienic food preparation, labeling requirements identifying country of origin, etc.

–         Import deposit进口押金

–         Controlled foreign currency

–         Complicated customs process