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Deductive and inductive patterns

the deductive pattern from the general to the specific the inductive pattern from the specific to the general

Both English and Chinese have recourses todo the deductive and the inductive. (i.e. It 's not correct to say that deductive pattern belongs to the West and inductive pattern exists only in Asia.) The Chinese seem to have a preference for the inductive because of their reluctance to Impose. Westerners tend to think that Chinese like to communicate in an indirect way. Which one to use depends on a number of factors including power difference，social di stance and weight Of imposition Of a request.

P106 verbal styles 的表格（最后两种分类方法异同点）

P110-111 言语风格的球类比喻.（太长，自己看）

Chapter 4

P127 非言语交际的功能

Replacing.This can replace verbal communication, as with the use of gesture. Suppose someone asksyou a question. Instead of answering verbally ,you nod your head vertically –up and down．By doing so，you replace the action meaning yes\

Regulation. We often regulate and manage communication by using some form of nonverbal behavior. For example, we have direct eye contact with someone to let him or her know the channels are open. Turn taking (i.e. who speaks first an d for how long) is largely governed by nonverbal signals.

Conveying. Nonverbal behavior conveys our emotions and our attitudes towards ourselves and towards the people we are communicating with. For example, the phrase, \with can convey different meanings and attitudes depending on you and discuss this issue in more detail, the nonverbal signals accompanying the words.

Modifying. Nonverbal Communication can modify verbal communication. Loudness andtone of voice provide an example here. You can accent your anger by speaking in a voice that is much louder than the one you use in normal conversation.

Repeating.People Often use nonverbal messages to repeat a point they are trying to make. We might hold up our hand in the gesture that signifies a person to stop at the same time we actually say the word \

Complementing. Closely related to repeating is complementing. For example, you can tell someone that you are pleased with his or her performance, but this message takes in extra meaning if you pat the person on the shoulder at the same time. Physical contact places another layer Of meaning on what is being said. Contract some occasions, our nonverbal actions send Signals opposite from the literal means contained in our verbal messages. For example, you tell someone you are relaxed and at ease，yet your voice quavers and your hands shake. People rely mostly on

nonverbal messages when they receive conflicting data like these, SO we need to be aware Of the dangers.

P129 body language 包括什么（不明白重点是啥自己看==）

P129,136,138,142 body movement, eye contact, touch, smell的术语名称每个部分开头段第一句中的斜体字

body movement：Kinesics eye contact: oculesics touch: haptics smell: olfacitics

P130 泰国人对脚底态度(自己看)

P133好运手势（有图自己看）

亚洲女性的笑

Actually. in many Asian countries, one does not freely show feelings and force one's emotions on anybody else. Too much smiling is often perceived as the sign of shallow person. Men don ' t smile a lot in public, and in situations Of strong emotion, it is considered acceptable to smile or laugh, but not to frown or cry. Women tend to put a hand in front of their mouths when laughing, because they are not supposed to show their teeth when they smile.

P138 非接触文化的特点 non-touch culture

P140 第二段+表格（表格书上自己看）

The Germans prefer a firm handshake, which is seen as a symbol of strength and character. The German culture uses the handshake more frequently than almost any Other culture. In fact, this form Of touch is the acceptable and expected form of touch in virtually every situation, whether meeting a stranger or greeting one?s family. Not following the custom is viewed negatively. The French generally have a much softer handshake. They may feel uncomfortable with the grip Of a German,

and the German may wonder about the limp handshake of the French. In the Middle East ， a limp handshake is more common than a firm handshake. Middle Easterners may put the free hand on the forearm Of the person with whom they are shaking hands. As a result, the distance to the Other person diminishes. The Japanese, used to bowing, may shake hands with foreign business partners but keep their arm firmly extended to keep a greater distance. In addition, they m ay slightly bow and thereby combine the Japanese an d Western greeting ritual. In Russia, good friends start with a strong, firm handshake followed by a bear hug. However, the Finns who border Russia reject the idea Of a hu g in greeting.

P143 vocal qualifiers 每段第一句话

Vocal qualifier refers to volume the spoken word and stresses, etc. Vocal qualifiers differ from

culture to culture

Tones of voice refers to the rising or falling inflection that tells you whether a group Of words mean a question or a statement，whether the speaker is uncertain or confident，whether astatement is sincere or sarcastic.

Pitchmeasures whether a voice uses sounds that are low or high. Stressis the emphasis given to one or more words in a sentence.

143 pitch那段

Pitch measures whether a voice uses sounds that are low or high. In American English, a speaker raises the pitch at the end of a question, signifying a nonverbal question mark. If the rise in pitch is accompanied by a pause, the listener interprets this to mean that the speaker is waiting for an answer. On the 0ther hand，if the speaker asks a question without the pitch going up，he may not expect or want an answer. The speaker may be asking a rhetorical question and then be ready to make the next point. A speaker who has finished expressing an idea typically lowers his/her pitch signifying he/she is done．Someone else can speak now. Ending sentences with a high pitch in American English may indicate self- doubt and uncertainty. In French, on the Other hand, sentences tend to end on a higher pitch than in either German or English. The French speaker may be very certain of what she he is saying, yet a listener from U.S. or German cultural background may have a different impression. (Beamer & Varner，2001)

P146 印度的silence

Silence can play a dominant role in Indian culture, too. The Hindu believes that \， salvation, truth，wisdom, peace, and bliss are all achieved in a state Of meditation and Introspection when the individual is communicating with himself or herself in silence. (Jain &Matukumalli, 1993）

P147-148 4个zone的名称和远近排列

Intimate zone (no distance to 6 to 18 inches，or 1 5 to 50 centimeters) is reserved for very isresved for very close friends（ e.g. husband and wife, or between lovers)This distance has its culture significance. If somebody who is not intimate to you gets within this di stance, you will feel threatened. Or this person is not doing something culturally appropriate. So you have to be very careful ab out not approaching up on this intimate distance.

Personal zone（18 inches-to 4feet or 50 to about 130 centimeters) is for giving instructions to others or worK1ng closely With another Person．(e.g. between friends informal occasions ，a group ofstudents

Social zone ( 4 to 12 feet, or about 130 to 366 centimeters) is used when calling people in a formal, impersonal way. (e.g. a meeting) Public zone（12 to 25 feet or oyer,or about 366 to 762 centimeters) is used when calling across the room or giving a talk to a group (e.g. when making a public speech)

P151 日本办公室

A typical office arrangement puts file cabinets along the outside walls of the office, The employees sit in groups at large tables in the center of the room. Th e employees are facing each Other with the leader of the group seated at the head of the table. Unless the nature of the business

requires a phone,individual employees typically do not have a phone at their work station. Another typicalarrangement of the Japanese office is to have everyone sit at individual tables or desks facing in the same direction. Sometimes the manager sits in the front of the room facing the employees, but in many cases the manager sits in the back, behind the employees. If the Japanese manager has a private Office, it Often has windows to the large common work area, where the manager can 100k out at the employees, but the employees can also 100k into the manager's office. As a result ，the furnishing in Japanese offices are not as important as in U.S. offices. Even in big companies, the office decoration usually looks rather modest by Western standards. Businesspeople from the West, used to more lavish furnishings, may misinterpret the signals and question the importance or profitability Of the Japanese business they are dealing with.

P155 第一段第二段

Punctuality and promptness

punctuality and promptness are two striking features of M-time. On the other hand，P-Time puts less emphasis on them. When doing business in countries that adhere to M-time schedules, it is important to be on time for meetings. Additionally, these meetings typically end at the appointed time SO that participants can be on time for their next meeting. When doing business in countries that adhere to P-time schedules, it is common to find business meetings starting late and finishing late.

The length Of time one has to wait to see another person also sends a message. Americans，for example, tend t O be very precise and punctual in their business dealings. TO be kept waiting is frequently taken as an insult or a sign Of irresponsibility. Besides，he length Of the wait is associated with one's status and importance. The person perceived as Of high status would be seen immediately. Generally, keeping a person with a business appointment waiting for five minutes is acceptable. Keeping a person waiting for 1 5 minutes clearly implies that you consider yourself more important than your visitor. With a 20-to 30-minute wait, the message becomes stronger and implies contempt and/or annoyance; it also sends the message that the Other person's time is not important. If，for whatever reason，one is late for prearranged meeting, one would expect to Offer an apology. They are Often frustrated in negotiations with people who take a much more leisurely approach．TO ensure that they use time wisely, Americans schedule it in advance，establish timetables,and set dead-lines for themselves. This perception of time has made Americans conscious of the need for establishing deadlines for work to be done and to stick to them.it also accounts for Americans being very fastidious about making and keeping appointments.

Chapter 6：

P213 Nan Leaptrott对protocol和etiquette的解释

Nan Leaptrott distinguishes the two terms in a simpler way as the following: “protocol is what to do in a given situation.Etiquetteis how to do it and how to do it gracefully.\Figure skating is taken as an analogy: \technical merit and another for artistic impression. For our analogy, protocol would be the technical merit, and etiquette the artistic impression. They both are important in making the best possible impression on an audience.”(Leaptrott, 1996，p24）．As long as you understand the correct protocol, etiquette can usually be adapted to doing gracefully and respectfully what needs to be