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1、Oral Test For Intercultural Business Communication CourseDirections: Youll read 5 cases, with several questions for discussion followed. Please work in pairs and get prepared for the oral test. You should make up a dialogue for each case and analyze the case with the help of those questions. You sho
2、uld first point out the conflict/ conflicts in the case, and then analyze the reason/ reasons by figuring out the cultural differences. You should also work out the solutions. During the oral test, each pair will be assigned one case to analyze and your dialogue should last for at least 3 minutes. （
3、40）Case 1 A very distinguished 75-year-old Chinese scholar and statesman was being honored by a university in the eastern United States. He and his wife had just made the 21-hour flight from Beijing and they were met at the airport by some friends who exclaimed, “You must be tired!” His response was
4、 keyi, “Its possible” or “Its OK”. Of course he was tired! He was an old man who had sat on airplanes or in airports for 24 hours straight. But the context - the meeting in an airport at night, the fact of his long journey, his slightly glazed eyes - communicated the obvious. It was unnecessary to p
5、ut it into words.Yet it is not hard for a Western imagination to suppose the situation in reverse. A traveler to Beijing gets off the plane after 24 hours of continuous travel and , in response to the same comment, “You must be tired!” replies, “Tired! Ive never been so tired if my legs would work a
6、gain! My eyes are so gritty with sleep that they feel like the Gobi desert was in that plane!” and so forth. Questions for discussion:1. What does the old mans answer mean?2. What aspects of culture result in the different answers between American and Chinese?Case 2 American: I am very pleased to me
7、et you, Mr. Sato. (The American extends his hand for a handshake).Japanese: (extending his hand and shakes hands with a weak, limp grip) So pleased to meet you, Mr. Rogers.American: This is my first time in Tokyo, and I look forward to our business association. Shall we begin our meeting?Japanese: (
8、puzzled). Excuse me. (reaches into a card case and presents his card to Rogers). Here is my business card.American: ( Rogers takes out his wallet immediately and puts Satos card in it after quickly glancing at both sides; he fumbles through his credit cards looking for a business card). Im sure i ha
9、ve a card here. somewhere.Japanese: (acting hurt) Do not go to any trouble.American: (Finds one). Ah, heres a card. ( he hands Sato a bent card).Japanese: ( Sato graciously accepts the card and reads it very carefully, and turns it over to its flip side and its blank. He is puzzled.)American: Is the
10、re something the matter? (He sees that Sato San is uncomfortable).Japanese: Not really.American: Shall we begin our meeting?Japanese: That would be very nice, but perhaps we can first talk about ourselves a little bit. such as our positions in the company?American: Oh, sure.Japanese: (Sato has kept
11、Rogers card in front of him all this time, holds it with his two hands and keeps looking at it.)Questions for discussion:1. Why did Mr. Sato feel puzzled when Mr. Rogers first suggested starting their meeting?2. Do you think it is proper for Mr. Rogers to put Satos business card into his wallet imme
12、diately? Why?3. Why did Sato insist on introducing themselves, such as the positions in the company instead of beginning the meeting?Case 3 David Evenson, manager of a supermarket chain based in Milwaukee, was eager to establish trade ties China, one of the fastest growing economics in the world. Th
13、rough a Chinese employee, Wu Xin, David reached an agreement to import 2,400 two- ounce packages of Chinese green tea from Xin Cheng, an agricultural and animal products importing and exporting corporation in Chinas Zhejiang Province.The shipment came in just in time for the Thanksgiving Day sales p
14、eak. David, a tea lover himself, was impressed by the quality of the tea, and the packaging was better than he had expected. He anticipated good sales of the tea in his stores. He even took the trouble to have Wu Xin write some bilingual ads for the tea, which ran in major local papers and on radio
15、stations. However, because of the small size of the transaction, the transportation per unit was quite high. In order to profit form this transaction, Davids accounting department suggested that the Chinese green tea be priced a little higher than the domestic and imported brands of tea they already
16、 sold. Mr. Sheng Jiao-ru, a representative from Xin Cheng, disagreed, suggesting that David cut the price to match other brands first; once the Chinese brand was established and recognized by the consumers, both sides could profit from economy of scale, selling a larger amount of tea at a lower price per unit. David, who was unwilling to start out selling at a loss, decided to
