T4.Women are generally comfortable with building close relationships and confiding to others, while most men are reserved about involvement and disclosure. 女性一般舒适与建筑密切关系和信任别人，而大多数人都保留对参与和披露。
F5.Most men use communication to create connection or equality between people. 大多数人用沟通来建立联系或平等的人
F6.Women usually use communication to establish status and power. 女性通常使用沟通来确立地位和权力 T7.In feminine culture, communication is a way—probably the primary way—to express and expand closeness. 在女性文化中，传播是表达和扩大亲密关系的主要途径。
T8.Masculine socialization stresses doing things and regards action as primary ways to create and express closeness. 男性社会化强调做事情，把行动视为创造和表达亲密的主要方式。
T9.The first and last principal for effective cross-gender communication is suspending judgment. 有效的跨性别传播的第一个和最后一个主要是中止判断。
T10.It is difficult but possible to seek translation cues that will facilitate our communication. 这是困难的，但可能寻求翻译线索，将有利于我们的沟通。
T1.The most common problems in cross-cultural negotiations concern (1) rules for conducting business, (2) the selection of negotiators, and (3) methods of decision-making. 最常见的问题，在跨文化谈判的关注（1）的规则，进行业务，（2）的选择，谈判，和（3）决策方法。
T2.The Japanese believe that socializing is integral to the negotiation process while the Americans do not think so. 日本人认为，社交是谈判过程中不可或缺的一部分，而美国人却不这么认为
F3.American negotiation team members are usually selected on the basis of their social and professional status. 美国谈判团队成员通常在他们的社会和职业地位的基础上
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F4.Like Japanese and Chinese negotiators, a detailed written agreement is not central to the negotiation process in the Middle East, Mexico and France. 与日本和中国的谈判人员一样，在中东、墨西哥和法国的谈判进程中，有一个详细的书面协议是不一样的。
T5.The British employ a negotiating style similar to that of Americans, but more silence is utilized and they are less egalitarian. 英国人采用了类似于美国人的谈判风格，但更多的是利用沉默，他们也不太平等。
T6.Germans prefer clear, firm, and assertire expression while the Japanese encourage convert, fragmented expression. 德国人喜欢明确的，坚定的，和assertire表达而日本鼓励转换、碎片化的表达
T7.Mexican negotiators prefer the deductive approach. More emphasis is placed on contemplation and intuition. 墨西哥谈判者更喜欢演绎的方法。更强调的是沉思和直觉。
F8.The Brazilians do not openly disagree during formal negotiations; they would consider this insulting and embarrassing. 在正式谈判中，巴西人不会公开地不同意，他们会考虑这种侮辱和尴尬。
T9.Creating a comfortable climate and spending time on the exploratory phase of negotiations are crucial in Middle East and Brazil. 创造一个舒适的气候和花费时间在谈判的探索阶段是至关重要的中东和巴西。 F10.Women are frequent participants on a Japanese negotiation team. 女性经常参加一个日本谈判小组。
名词解释
1 economic globalization(经济全球化）：the integration of national economies into the international economy through trade, foreign direct investment, capital flows, migration, and the spread of technology. 2 barter system(物物交换）：exchange without money –
Farming communities traded their surplus produce in exchange for products and services without the
medium of money. –
Human society has always traded goods across great distances.
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3 global village(地球村）：the world form one community –
All the different parts of the world form one community linked together by electronic communications,
especially the Internet.
4 melting pot(大熔炉）：a socio-cultural assimilation of people of different backgrounds and nationalities. 5 culture(文化）：can been seen as shared knowledge, what people need to know in order to act appropriately in a given culture.
6 cultural diversity(文化融合）：refers to the mix of people from various backgrounds in the labor force with a full mix of cultures and sub-cultures to which members belong.
7. Communication(交际）: mean to share with or to make common, as in giving to another a part or share of your thoughts, hopes, and knowledge.
8 intercultural communication(跨文化交际）：communication between people whose cultural backgrounds and distinct(不同） enough to alter（改变） their communicaion。
1 Pragmatics（语用学）: the study of the effect that language has on human perceptions and behavior. 2 Semantics（语义学）：a system that associates words to meaning. It is the study of the meaning of words. 3 Denotation（引申含义）：the literal meaning or definition of a word --- the explicit, particular, defined meaning. 1 Chronemics（时间学）：The study of how people perceive and use time. (1) Polychromic Time: paying attention to and doing only one thing at a time. (2)Polychronic Time（多元时间观念）: being involved with many things at once. 2 Proxemics（空间学）：Refers to the perception and use of space. 3 Kinetics（身势学）:the study of body language.身势学
4 Paralanguage(副语言)：Involving sounds but not word and lying between verbal and nonverbal communication . 1 A planetary culture（行星文化）: integrates Eastern mysticism with Western science and rationalism(理性主义）.
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2 Intercultural person（跨文化的人）: represents someone whose cognitive(认知的）, affective, and behavioral(行为的）characteristics are open to growth beyond the psychological parameters(心理界限）of his or her own culture. High-context cultures（含蓄的文化） assign meaning to many of the stimuli surrounding an explicit message. In high-context cultures, verbal messages have little meaning without the surrounding context, which includes the overall relationship between all the people engaged in communication.
Low-context cultures （外向型的文化）exclude many of those stimuli and focus more intensely on the objective communication event, whether it be a word, a sentence, or a physical gesture. In low-context cultures, the message itself means everything.
\个体主义）：1.Freedom to control their won destiny 2.Self-reliance to stand on their own feet 3.Privacy to mind their own business
4.Family ties tend to be relatively unimportant
\集体主义）：1.Harmony to strive for the common good 2.Competition is not encouraged 3.Limit rights to property 4.Filial piety(孝顺） 5.Inter-dependant
Power distance(权利差距）：describes the distribution(分布） of influence within the culture, the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally. Cultures are classified on a continuum(延续体）of high to low distance, that is hierarchy(等级主义） v.s. egalitarian（平等主义）.
Masculine cultures(刚性文化）:These cultures place high values on maculine traits and stress assertiveness, competition and material success.
Feminine cultures(柔性文化）：These cultures place high values on feminne traits and stress quality of life, interpersonal relationships and concern for the weak.
1. Enculturation(文化习得): all the activities of learning one’s culture are called enculturation
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9. Acculturation(文化适应): the process which adopts the changes brought about by another culture and develops an increased similarity between the two cultures.
10. Ethnocentric(文化中心主义): the belief that your own cultural background is superior.
11. Communication: mean to share with or to make common, as in giving to another a part or share of your thoughts, hopes, and knowledge. 12. Source交际邀请
The source is the person with an idea he or she desires to communicate.
13.Encoding编码Unfortunately (or perhaps fortunately), humans are not able to share thoughts directly. Your communication is in the form of a symbol representing the idea you desire to communicate. Encoding is the process of putting an idea into a symbol.
1. Message编码信息The term message identifies the encoded thought. Encoding is the process, the verb; the message is the resulting object.
2. Channel交际渠道The term channel is used technically to refer to the means by which the encoded message is transmitted. The channel or medium, then, may be print, electronic, or the light and sound waves of the face-to-face communication.
3. Noise干扰The term noise technically refers to anything that distorts the message the source encodes. 4. Receiver交际接受The receiver is the person who attends to the message.
1. Decoding解码Decoding is the opposite process of encoding and just as much an active process. The receiver is actively involved in the communication process by assigning meaning to the symbols received. 2. Receiver response接受反应The receiver is the person who attends to the message. Receiver response refers to anything the receiver does after having attended to and decoded the message.
3. Feedback反馈Feedback refers to that portion of the receiver response of which the source has knowledge
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