1、商务英语阅读商务英语阅读1 1Unit 9 CultureContents 2.Text B 1.Text A 4.Reading Skills 3.Cultural TourLead-in Discussion1.What is your understanding of culture?Does culture play an important role in our life?Lead-in Discussion2.Whats the function of culture in international business?Can you give examples to illus
2、trate your ideas?Lead-in Discussion3.How do we conduct business with people from other cultures?Structural AnalysisPara.Main TopicsPara.1-4People usually have the misconception that issues like culture dont really matter,but they do matterculture impacts many things in business,and the influence of
3、cultural factors on business is extensive.Para.5-7Understanding the culture of the people with whom you are dealing is important to successful business interactions and to accomplishing business objectives.Structural AnalysisPara.Main TopicsPara.8-9Entrepreneurs are often well equipped to negotiate
4、global contracts or ventures,and we need to keep an open mind about how to achieve our objectives in cross-cultural business communication.Para.10-12Our understanding of culture will affect every aspect in business communication,and ignoring cultural differences puts us at a disadvantage.Part I Word
5、s and Expressionsassume(para.1)vi.take to be the case or to be true;accept without verification or proof 假定；设想假定；设想You assume his innocence before hearing the evidence against him.你在听到他的证据之前，假定他是无辜的。你在听到他的证据之前，假定他是无辜的。Part I Words and Expressionsprotocol（Para.1）n.forms of ceremony and etiquette obse
6、rved by diplomats and heads of state 礼仪礼仪They all use the same communications protocol.他们都使用相同的沟通礼仪。他们都使用相同的沟通礼仪。Part I Words and Expressionspropensity(Para.1)n.an inclination to do something;a disposition to behave in a certain way 倾向，习性；癖好，偏爱倾向，习性；癖好，偏爱And your defect is a propensity to hate every
7、 body.你的缺点是讨厌每一个人。你的缺点是讨厌每一个人。Part II Words and Expressionsfocus(Para.2)vt.direct ones attention on something使集中；使集中；使聚焦使聚焦If you focus the suns rays on dry wood with a burning-glass,it will start burning.如果你把太阳光线用火镜聚焦在干燥的木头上，如果你把太阳光线用火镜聚焦在干燥的木头上，它就会开始燃烧。它就会开始燃烧。Part I I Words and Expressions recoup
8、(Para.4)vt.reimburse or compensate(someone),as for a loss 收回；恢复收回；恢复He didnt recoup his health until recently.他直到最近才恢复健康。他直到最近才恢复健康。Part I I Words and Expressions preconceive(Para.6)vt.conceive beforehand 预想，使成先入之见；对预想，使成先入之见；对事先加以考虑事先加以考虑So we will always preconceive a result repeatingly for“travel
9、”,not only imagining the ideal position,but also possibly all the minutiae,even on trivial procedures.因此因此，我们总是反复地设想，我们总是反复地设想“旅行旅行”的结果，的结果，不仅是想象理想的位置，还可能是所有的细节，不仅是想象理想的位置，还可能是所有的细节，甚至是琐碎的程序。甚至是琐碎的程序。Part I I Words and Expressionscounterpart(Para.6)n.a person or thing having the same function or cha
10、racteristics as another 配对物；极相似的人或物配对物；极相似的人或物 Would this Chinese model exist at all,then,but for its American counterpart?那么那么，如果没有美国模式这个对应物，中国模，如果没有美国模式这个对应物，中国模式还会存在吗？式还会存在吗？Part I I Words and Expressionsrationale（Para.6）n.(law)an explanation of the fundamental reasons(especially an explanation o
11、f the working of some device in terms of laws of nature)基本原理；原基本原理；原理的阐述理的阐述 As you perform this analysis,it is a good idea to provide a rationale for your mapping.当当你执行这个分析过程时，提供一个映射的基本你执行这个分析过程时，提供一个映射的基本原理是一个很好的主意。原理是一个很好的主意。Part I I Words and Expressionsmiscue(Para.7)n.a minor inadvertent mistak
12、e usually observed in speech or writing or in small accidents or memory lapses etc.撞歪；失误撞歪；失误Miscue analysis is one of the research methodologies used in studies on reading processes.误差分析法是误差分析法是阅读过程研究中常用的研究方法之阅读过程研究中常用的研究方法之一。一。Part III Words and Expressionsexponentially(Para.8)adv.in an exponentia
13、l manner 以指数方式以指数方式 Our population and our use of the finite resources of planet Earth are growing exponentially,along with our technical ability to change the environment for good or ill.我们我们的人口急剧膨胀、我们对地球有限资源的的人口急剧膨胀、我们对地球有限资源的滥用以及成指数发展的技术能力，这些都将永滥用以及成指数发展的技术能力，这些都将永久性地或好或坏地改变人类的生存环境。久性地或好或坏地改变人类的生
14、存环境。Part III Words and Expressionstangle(Para.11)vt.force into some kind of situation,condition,or course of actio;twist together or entwine into a confusing mass使纠缠；处于混乱状态使纠缠；处于混乱状态The threads tangle easily.这线容易缠结。这线容易缠结。It was hoped these would tangle the virus particles up.人们希望这些能够将病毒微粒缠在一起。人们希望这
15、些能够将病毒微粒缠在一起。Part I Notes uncertainty avoidance(Para.4):Part I Notes terms of payment(Para.9)：Conditions of payment agreed between a buyer and a seller for goods sold or services rendered.Three basic terms of payment are(1)cash,(2)open account,and(3)secured account.支付方式，付支付方式，付款方式款方式Part I Questions
16、1.On what aspects does culture have influence in business field?Culture impacts many things in business,including the pace of business，business protocolhow to physically and verbally meet and interact，decision making and negotiating，managing employees and projects,propensity for risk taking;and mark
17、eting,sales,and distribution.Part I I Questions2.How important is understanding the culture of the people with whom you are dealing to successful business interactions?When dealing with people from another culture,it is very important for us to understand their culture,for their business practices,c
18、ommunication,and management styles are different from those to which we are accustomed.Errors or delays may result from cultural misunderstandings and miscommunications and these miscues can impact the bottom line.Understanding the culture of the people with whom we are dealing is important to succe
19、ssful business interactions and to accomplishing business objectives.Part I I Questions3.Concepts like time and ethics are viewed differently from place to place.Can you give examples to illustrate this point?Concepts like time and ethics are viewed differently from place to place.For example,wester
20、ners regard“punctuality”and“efficiency”formost in business interaction.But traditional Chinese businessmen think“relationship”or“guanxi”the most imprtant in business communication,and they would not take“punctuality”serious sometimes.In concept of traditional Chinese businessmen,if they have establi
21、shed“good relationship”,“being punctual”is not that important for their appointment.While westerners do not understand Chinese“guanxi”or“relationship net”,and they may cancel the business if their business partners are not punctual.Part III Questions4.What are the wise ways to deal with culture aspe
22、cts for younger and smaller companies?For younger and smaller companies,theres no room for errors or delays,and they should try to avoid cultural misunderstandings and miscommunications.Younger and smaller companies should be flexible and creative in their approach and have less rigid constraints th
23、an their counterparts from more established companies,and need to keep an open mind about how to achieve their objectives.Part III Questions5.If you were conducting a market analysis,is it necessary for you to conduct a cultural analysis?Why?It is very necessary for us to conduct a cultural analysis
24、 if we conduct a technical or market analysis,because our understanding of culture will affect our ability to enter a local market,develop and maintain business relationships,negotiate successful deals,conduct sales,conduct marketing and advertising campaigns,and engage in manufacturing and distribu
25、tion.Cultural miscommunications often interfere in business deals,and ignoring cultural differences puts us at a disadvantage in business.Structural AnalysisPara.Main TopicsPara.1-2Chinese people render“dining”much meaning,which is different from people in Holland.Para.3-5Chinese people value connec
26、tions or“guanxi”very much,which is revealed from Chinese social ranks,business communication way and Chinese way of saying“NO”.Para.6Family view of Chinese people is quite different from people in Holland.Words and Expressionsadaptv.conform oneself to new or different conditions适适应应I suggested he sh
27、ould adapt himself to his new conditions.我认为他应该使自己适应新的情况。我认为他应该使自己适应新的情况。Words and Expressionsdelegation n.a group of representatives or delegates代表团代表团A delegation has been hurried to Africa.已派出一个代表团赶往非洲。已派出一个代表团赶往非洲。Words and Expressionsexposevt.put in a dangerous,disadvantageous,or difficult posi
28、tion使曝光；显示使曝光；显示 Instead,it will expose us more frequently and in more variations to the differences that surround us.相反相反，它会使我们在更多的差异中更加频繁地，它会使我们在更多的差异中更加频繁地暴露我们周围的不同。暴露我们周围的不同。Words and Expressionsattach vt.attribute,assign(some function,quality or characteristic)to 把把.归于，赋予归于，赋予With the skin gone
29、,to what can the hair attach itself?皮之不存，毛之焉附？皮之不存，毛之焉附？Words and Expressionsrender vt.give an interpretation or rendition of 致使；提出；致使；提出；实施；着色实施；着色 After the initialization,you render the scene to the screen.初始化后，您就可以将场景渲染到屏幕上。初始化后，您就可以将场景渲染到屏幕上。Words and Expressionsincline incline vi.have a tenden
30、cy or disposition to do or be something倾向；易于倾向；易于In those areas,people are inclined to do sort of strange things.在这些地区，人们倾向于做一些奇怪的事情。在这些地区，人们倾向于做一些奇怪的事情。Words and Expressionsfavorable adj.encouraging or approving or pleasing有利的；有利的；良好的；赞许的良好的；赞许的These favorable anticipations have been realized.这些有利的
31、期望已被实现。这些有利的期望已被实现。Words and Expressionslubricant n.a substance capable of reducing friction by making surfaces smooth or slippery润滑剂，润滑润滑剂，润滑油油 It was unintended,but diverted food aid acted as a lubricant to the development of the market.这这是人们意料之外的，但是被截留的粮食援助充是人们意料之外的，但是被截留的粮食援助充当的黑市发展的润滑剂。当的黑市发展的润
32、滑剂。Words and Expressionsencounter e upon,as if by accident;meet with遭遇，遭遇，邂逅；遇到邂逅；遇到We encounter so many problems in our work.我们在工作中遇到如此多的问题。我们在工作中遇到如此多的问题。Words and Expressionsruin vt.destroy completely;damage irreparably 毁灭；使毁灭；使破产破产Since the beloved is a major source of happiness,this person is a
33、lso a major threat to our happiness:more than anyone else,the beloved can ruin our happiness.因为所爱的人是幸福的主要来源，这个人同样也是对因为所爱的人是幸福的主要来源，这个人同样也是对我们幸福的主要威胁：比起其他任何人，所爱的人我们幸福的主要威胁：比起其他任何人，所爱的人更能毁灭我们的幸福。更能毁灭我们的幸福。Words and Expressionsparadox n.(logic)a statement that contradicts itself悖论，悖论，反论；似非而是的论点；自相矛盾的人或
34、事反论；似非而是的论点；自相矛盾的人或事Above all,it was an age of paradox and power.首先，这是一个悖论和权势的年代。首先，这是一个悖论和权势的年代。NotesConfucianism:Confucianism,also known as Ruism,is described as a tradition,a philosophy,a humanistic or rationalistic religion,a way of governing,or simply a way of life.Confucianism developed from w
35、hat was later called the Hundred Schools of Thought from the teachings of the Chinese philosopher Confucius(551479 BCE),who retransmitted the values of the Zhou dynasty golden age of several centuries before.With particular emphasis on the Notes importance of the family and social harmony,the core o
36、f Confucianism is humanistic.Confucian thought focuses on the cultivation of virtue and maintenance of ethics.Some of the basic Confucian ethical concepts and practices include benevolence,righteousness,propriety and wisdom.儒家思想儒家思想Questions for the Text1.What special aspects of Chinese culture are
37、mentioned in this article?In this article,some aspects of Chinese culture are mentioned such as the value of dining,connections or“guanxi”,communication way,ways of saying“no”and family view.Questions for the Text2.Is the authors understanding of Chinese peoples attitude towards“dining”correct?Give
38、examples to illustrate your opinion.The author thinks that Chinese people render“dining”much meaning,and people always prepare for a big feast to show their hospitality and their welcome to their guests,and they also expect this kind of treat when visiting elsewhere.The authors understanding is corr
39、ect,and business dining or feast is very important for Chinese people.(Examples may vary according to students experiences.)Questions for the Text3.Is there anything misunderstood in the authors comments on Chinese“guanxi”in business culture?Please give more examples to illustrate your idea.（Answers
40、 are open.The students are encouraged to undertand more about Chinese culture.）Questions for the Text4.According to the author,what are the differences between Chinese people and Dutch people in saying“NO”?Do you agree with his understanding?Try to explore the social and historical reasons behind Ch
41、inese way of saying“NO”.Dutch people say“NO”directly if they are not able to meet their counterparts demand.But Chinese people do not like to say“NO”directly and they usually use some excuses to refuse people.For example,Chinese people will say“we are atill studying this issue”,“we are very busy,and
42、 we will try”to refuse people.The author understands that“we are studying”actually means impossibility and it means“no”.That Chinese people do not like to say“NO”directly is a demonstration of their concern over“guanxi”,for they think that to say“NO”directly might ruin the relationship.The authors u
43、derstanding is correct.(The students are encouraged to explore the social and historical reasons behind Chinese way of saying“NO”and put it down as an essy.)Questions for the TextQuestions for the Text5.What else do you know about Chinese culture in business field?Give some examples.（Answers are ope
44、n.）Reading Comprehension1.This text shows the authors understanding on Chinese business culture including .A.Chinese dining valuesB.Chinese valuing of connections or“guanxi”and Chinese way of saying“NO”C.Chinese family viewD.all of the aboveReading Comprehension1.This text shows the authors understa
45、nding on Chinese business culture including .A.Chinese dining valuesB.Chinese valuing of connections or“guanxi”and Chinese way of saying“NO”C.Chinese family viewD.all of the aboveReading Comprehension2.Paragraphs 3,4 and 5 are mainly about .A.Chinese social ranksB.Chinese way of business communicati
46、onC.Chinese way of saying“NO”D.Chinese valuing of connections or“guanxi”revealed from Chinese social ranks,business communication way and Chinese way of saying“NO”Reading Comprehension2.Paragraphs 3,4 and 5 are mainly about .A.Chinese social ranksB.Chinese way of business communicationC.Chinese way
47、of saying“NO”D.Chinese valuing of connections or“guanxi”revealed from Chinese social ranks,business communication way and Chinese way of saying“NO”Reading Comprehension3.According to the author,the reason for which Chinese people do not say“NO”directly is .A.Chinese people are shy.B.Chinese people a
48、re too polite.C.Chinese people attach importance to“guanxi”so much that they think to say“NO”directly might ruin the relationship.D.Chinese people are influenced much by Confucianism,which discourages people to say“NO”to hurt people.Reading Comprehension3.According to the author,the reason for which
49、 Chinese people do not say“NO”directly is .A.Chinese people are shy.B.Chinese people are too polite.C.Chinese people attach importance to“guanxi”so much that they think to say“NO”directly might ruin the relationship.D.Chinese people are influenced much by Confucianism,which discourages people to say
50、“NO”to hurt people.Reading comprehension4.What method(s)is/are used by the author in writing this article?A.argumentation B.contrastC.ironyD.all of the aboveReading Comprehension4.What method(s)is/are used by the author in writing this article?A.argumentation B.contrastC.ironyD.all of the aboveReadi
