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1、Topic 2: Talking skills Cultural factors 说话技巧中的文化因素说话技巧中的文化因素商务英语沟通topic2talkingskill Discourse patterns 语篇模式Vanessa商务英语沟通topic2talkingskillWhats a discourse study? The study of discourse (语篇） is the study of units of language and language use consisting of more than a single sentence, but connected
2、 by some systems of related topics. Letters, jokes, stories, chapters, sermons, speeches are all categories of discourse. 商务英语沟通topic2talkingskillWhen westerners or Asians do business together, or when men and women work together in an office, they engage in what is called “inter-discourse communica
3、tion”商务英语沟通topic2talkingskillIt is found that most miscommunication does not arise through mispronunciation or through poor uses of grammar, as important as those aspects of language learning are. The major sources of miscommunication in intercultural contexts lie in differences in patterns of disco
4、urse, which greatly depends on thought patterns.商务英语沟通topic2talkingskillTeachers of English, have often been puzzled by the difficulties they encounter in trying to get Chinese students to organize their English writing in a way that strikes natives as natural. 商务英语沟通topic2talkingskillA list of Chin
5、glishGood good study, day day up好好学习，天天向上好好学习，天天向上How are you? How old are you？怎么是你？怎么老是你怎么是你？怎么老是你You have seed. I will give you some color to see see. Brothers! Together up! 你有种，我要给你点颜色瞧瞧。兄弟你有种，我要给你点颜色瞧瞧。兄弟们！一起上！们！一起上！商务英语沟通topic2talkingskillYou ask me, me ask who? 你问我，我问谁？你问我，我问谁？ We two who and
6、who? 咱俩谁跟谁？咱俩谁跟谁？No three no four 不三不四不三不四 If you want money, I have no; if you want life, I have one 要钱没有，要命一条！要钱没有，要命一条！Chickens that did not have sexual experience. 童子鸡童子鸡商务英语沟通topic2talkingskillResearch findings in the cultural patterns Language usage follows culturally determined patterns, whic
7、h not only influence the order in which people use words to form phrases, but also influence thinking.商务英语沟通topic2talkingskillCultural thought patterns and second language writing 商务英语沟通topic2talkingskillFive cultural thought patterns The figure is a diagrammatic representation of five cultural thou
8、ght patterns related to five language groups respectively. 商务英语沟通topic2talkingskillEnglish language group (英语-直线型） A vertical straight line with a downward-pointed arrow typifying the linear logical development of the English paragraph that begins with a topic statement, then develops that topic wit
9、h related ideas supporting it, and at last makes a conclusion of the whole essay 分分总总总总商务英语沟通topic2talkingskillSemitic language group（平行对仗型） It is imposed of a series of forward-moving, zigzagged lines signifying parallelistic movements. it suggests that “Semitic” paragraph development relies on “ a
10、 complex series of parallel constructions” that are of the same importance in the whole essay. 商务英语沟通topic2talkingskillOriental language group（东方语言螺旋型） Oriental group is designed by a circular, spiral line suggesting of “indirection”. Reflected in the paragraph development, the organization of the O
11、riental writing is “ off the point”, “ out of focus”, “indirect” and even “ awkward” for English natives. 商务英语沟通topic2talkingskill“Romance” language group （拉丁语系-迂回转折型） It is characterized as a digressive , back-and-forth zigzag. It means that “romance” languages show “ much greater freedom to digres
12、s or to introduce extraneous(无关的） material” that is unrelated to English natives eyes. 商务英语沟通topic2talkingskill “Russian” language groupIt allows for more digression from the topic than does English, but the “Russian” diagram consists of dotted lines （虚线） instead of solid lines（实线）, which signifies
13、the higher tolerance for subordination （从属关系）in “Russian” paragraph development. 商务英语沟通topic2talkingskill To sum up, Kaplans argument contains two propositions: First, nonnative writing violates the native readers expectations. And second, each culture-linguistic group has its own unique paragraph o
14、rder.商务英语沟通topic2talkingskillLinear language and non-linear languageLinear and non-linear aspects of language involve cultural thought patterns: they indicate how people in a specific culture think and communicate. 商务英语沟通topic2talkingskill Linear language has a beginning and an end, is logical, and
15、object oriented. Linear language such as English , look on time as a continuum of past, present, and future. An example of such business practices is short-range planning. 商务英语沟通topic2talkingskill Nonlinear language is circular , tradition oriented and subjective. Nonlinear languages such as Chinese
16、, look on time as cyclical and the seasons as an over-repeating patterns. 商务英语沟通topic2talkingskillThe nonlinear concepts are apparent in the long-range planning of the Chinese and Japanese and in the seasonal messages at the beginning of Japanese letters, while the short term is unimportant in Asia.
17、 商务英语沟通topic2talkingskill The difference between Chinese and western cultural thought patterns 中外思维方式的差异商务英语沟通topic2talkingskill 商务英语沟通topic2talkingskillChinese: Intuitional thinking 直觉思维直觉思维 to rely on intuition 直觉直觉 from whole to part 从整体到局部从整体到局部Westerners: analytical thinking 分析思维分析思维To rely on
18、Analysis Form part to whole 从局部到整体从局部到整体商务英语沟通topic2talkingskill Easterners (Chinese) Easterners lay stress on harmony and entirety.They view things from whole to part . As for Chinese, they have been accustomed to dividing one issue into two opposite parts that are considered as interactive and int
19、erdependent. 商务英语沟通topic2talkingskill如中国古代哲学主要是用如中国古代哲学主要是用元气论元气论来解释宇宙，元气是连续的、无来解释宇宙，元气是连续的、无边界且无形的整体，它充斥并运边界且无形的整体，它充斥并运动于宇宙之间，然后生化万物动于宇宙之间，然后生化万物. .所以宇宙自然是不可分割的。所以宇宙自然是不可分割的。中医把人的生命看作是宇宙中元中医把人的生命看作是宇宙中元气的一种特殊状态，用气的运动气的一种特殊状态，用气的运动来说明人体功能，把生命归之于来说明人体功能，把生命归之于“一口气一口气”，用气功追求健身、，用气功追求健身、养生的目的。从而认为生命是不
20、养生的目的。从而认为生命是不可分解的，解剖是违背生命原理可分解的，解剖是违背生命原理的，通过解剖是不可能得知生命的，通过解剖是不可能得知生命的真正奥秘的。的真正奥秘的。 商务英语沟通topic2talkingskill中国人理解事物的思维模式是：中国人理解事物的思维模式是：“阴阳五行阴阳五行”方法。即方法。即对事物的整体运动形态进行一些有关的测验，然后在信对事物的整体运动形态进行一些有关的测验，然后在信息反聩基础上作出意会性的直觉判断，中医有关的息反聩基础上作出意会性的直觉判断，中医有关的 “ “经络经络”、“针灸针灸”、“气功气功”、“按摩按摩”诸理论，及传诸理论，及传统社会的统社会的“易经
21、易经”、“看相看相”、“算命算命”、“风水风水”之之类的神秘文化，都是其特有思维模式下的杰作。类的神秘文化，都是其特有思维模式下的杰作。 商务英语沟通topic2talkingskillIntuition 直觉思维 Chinese hold the view that human and nature are an indivisible unity. With regard to the relationship among people, they appeal to collectivism and trust their own intuition. For thousands of
22、years , this kind of thought pattern has occupied a dominant position in China. 商务英语沟通topic2talkingskillIntuition 直觉思维是指对一个问题未经逐步分析，仅直觉思维是指对一个问题未经逐步分析，仅依据内因的感知迅速地对问题答案作出判断，依据内因的感知迅速地对问题答案作出判断，猜想、设想，或者在对疑难百思不得其解之猜想、设想，或者在对疑难百思不得其解之中，突然对问题有中，突然对问题有“灵感灵感”和和“顿悟顿悟”，甚，甚至对未来事物的结果有至对未来事物的结果有“预感预感”“”“预言预言”等等
23、都是直觉思维。都是直觉思维。商务英语沟通topic2talkingskillCase 青年数学家阿普顿，刚到爱迪生的研究青年数学家阿普顿，刚到爱迪生的研究所工作时，爱迪生想考考他的能力，于所工作时，爱迪生想考考他的能力，于是给了他一只实验用的灯泡，叫他计算是给了他一只实验用的灯泡，叫他计算灯泡的容积。一个小时过去了，爱迪生灯泡的容积。一个小时过去了，爱迪生回来检查，发现阿普顿仍然忙着测量和回来检查，发现阿普顿仍然忙着测量和计算。爱迪生说计算。爱迪生说:“:“要是我，就往灯泡里要是我，就往灯泡里灌水，将水倒入量杯，就知道灯泡的容灌水，将水倒入量杯，就知道灯泡的容积了。积了。”毫无疑问，身为数学家
24、的阿普毫无疑问，身为数学家的阿普顿，他的计算才能及逻辑思维能力是令顿，他的计算才能及逻辑思维能力是令人钦佩的，然而，这个问题表明，他所人钦佩的，然而，这个问题表明，他所缺少的恰恰是象爱迪生那样的直觉思维缺少的恰恰是象爱迪生那样的直觉思维能力。能力。 商务英语沟通topic2talkingskillWesterners Western thought pattern is noted for logic, analysis, and linearity. Westerners consider subject and object, material and spirit diametrical
25、ly opposed, i.e. things just have two possibilities, either this or that. 商务英语沟通topic2talkingskill 中西方人们思考问题的顺序：中西方人们思考问题的顺序：如西方人姓名的排序，先是自如西方人姓名的排序，先是自己的名字，其后或是父名，最己的名字，其后或是父名，最后才是族姓。其地址的排序也后才是族姓。其地址的排序也同样，先是个人所居屋的门牌同样，先是个人所居屋的门牌号，然后才是街道、区、市，号，然后才是街道、区、市，最后为省份和国度。记时也是最后为省份和国度。记时也是由小到大，以秒、分、时、日、由小到大，
26、以秒、分、时、日、月、年为序。而中国人的相关月、年为序。而中国人的相关思维排序则正好相反。思维排序则正好相反。商务英语沟通topic2talkingskill 如西方哲学最初是用如西方哲学最初是用元素论、元素论、原子论原子论来解释宇宙；医学也来解释宇宙；医学也把人体看作由无数最小元素把人体看作由无数最小元素按照一定规律组合出来的集按照一定规律组合出来的集合体，在发展到用细胞学来合体，在发展到用细胞学来解释生物，其治疗方案建立解释生物，其治疗方案建立在解剖学（即结构组织学）在解剖学（即结构组织学）的基础之上。其世界观认为的基础之上。其世界观认为这些能分割的基本粒子的地这些能分割的基本粒子的地位很
27、重要，个体有独立的价位很重要，个体有独立的价值，形成个人主义和机械整值，形成个人主义和机械整体观。其体观。其“分析、综合分析、综合”诸诸方法，为科学发展打下基础。方法，为科学发展打下基础。 商务英语沟通topic2talkingskill Concrete thinking 具象思维具象思维 Abstract thinking 抽象思维抽象思维 商务英语沟通topic2talkingskillConcrete thinking 具象思维具象思维 On the whole, traditional Chinese culture is famous for concrete thinking,
28、which depends on analogy(类比）类比） , metaphor and symbol. 商务英语沟通topic2talkingskillhieroglyphic writing 象形文字 商务英语沟通topic2talkingskill Abstract thinking 抽象思维抽象思维 Western culture is famous for abstract thinking, ancient westerners chose abstract thinking that works by means of concept, judgment, and reaso
29、ning. 商务英语沟通topic2talkingskillDeductive patterns 演绎法演绎法 from general to the specific 从整体到局部从整体到局部Inductive pattern 归纳法归纳法 From the specific to the general 从局部到整体从局部到整体 商务英语沟通topic2talkingskillChinese：deductive VS. English: inductive 一个真正有幽默感的人不仅受人喜爱，而且在任一个真正有幽默感的人不仅受人喜爱，而且在任何聚会上也往往是人们注意的焦点，这是有一定何聚会上
30、也往往是人们注意的焦点，这是有一定道理的。道理的。How to express in English? Its reasonable to say that the truly humorous individual is not only well liked, but is often the focus of attention in any gathering. 商务英语沟通topic2talkingskillThree passions, simple but overwhelmingly strong, have governed my life: longing for love
31、, the search for knowledge and unbearable pity for the suffering of mankind. 汉语怎么说？ 渴望爱渴望爱, ,寻求知识和对人类苦难的深切同情，这寻求知识和对人类苦难的深切同情，这是支配我的生活的三种简单而无比强烈的情感。是支配我的生活的三种简单而无比强烈的情感。商务英语沟通topic2talkingskill Chinese: 意合 VS. English: 形合他有个女儿，他有个女儿，在郊区工作，在郊区工作，已经打电话已经打电话去了，去了， 下午下午就能赶到。就能赶到。暗换主语，暗换主语，表达清楚，表达清楚，在语言意
32、义在语言意义上达成语篇上达成语篇You can fight a hundred battles without defeat if you know the enemy as well as yourself. You will win one battle and lose one battle if you know yourself but leave yourself in the dark about the enemy . You will lose every battle if you leave both the enemy and yourself in the dark.
33、 通过大量反映形式关系的动词不定式，通过大量反映形式关系的动词不定式，分词，介词，连词，关系代词等把句子分词，介词，连词，关系代词等把句子的其他成分层层搭架，从语言形式上结的其他成分层层搭架，从语言形式上结合成语篇。合成语篇。商务英语沟通topic2talkingskill晴雯先接出来，笑道：晴雯先接出来，笑道：” ” 好啊，叫我研了好啊，叫我研了墨，早起高兴，只写了三个字，扔下笔就墨，早起高兴，只写了三个字，扔下笔就走了，哄我等了这一整天，快来给我写完走了，哄我等了这一整天，快来给我写完了这些墨才算呢！了这些墨才算呢！“商务英语沟通topic2talkingskill Qing-wen gr
34、eeted him with a smile, exclaiming, “ A fine one you are!” On the spur of the moment you bade me grind ink for you this morning. But you threw down your brush and went away after having written merely three characters. Youve kept me waiting for you the whole day. You are to use up this ink now. Be q
35、uick!”商务英语沟通topic2talkingskill 1. the teacher speaks slowly, his voice is loud, everyone in the classroom can hear clearly. The teacher speaks slowly and his voice is so loud that everyone can hear it clearly in the classroom. 商务英语沟通topic2talkingskillEnglish: 前重心 VS. Chinese: 后重心 A.先结果，后原因先结果，后原因 X
36、(comment, main point, or action suggested) because of Y ( topic , background, or reasons)I criticized him, not because I hate him but because I love him. 商务英语沟通topic2talkingskillB. 先原因，后结果先原因，后结果 because of Y X因为我爱他而不是恨他，所以我才会批评他因为我爱他而不是恨他，所以我才会批评他商务英语沟通topic2talkingskill verbal styles Context is th
37、e information that surrounds a communication and helps convey the message. In HC societies, such as Japan and many Asian countries, messages are often highly coded and implicit. While in LC societies, the message is explicit and the speaker says precisely what he or she means. 商务英语沟通topic2talkingski
38、ll 商务英语沟通topic2talkingskill 商务英语沟通topic2talkingskill 商务英语沟通topic2talkingskillDifferences of Communication StyleFemale Written Language:Vocabulary：温和，细腻温和，细腻Sentence：冗长冗长, 委婉，信息量小委婉，信息量小Structure：精巧，零散精巧，零散Male Written Language:Vocabulary：专横，粗犷专横，粗犷Sentence：简洁，直率，信息量大简洁，直率，信息量大Structure：磅礴，逻辑，磅礴，逻辑，商
39、务英语沟通topic2talkingskillDifferent styles & strategies applied by men and women in their communicationFemaleWomen are more likely to disclose themselves in verbal language; ask more questions, support more and agree more when listening to others, more patient and considerate; relationship-centered tal
40、king, etc.MaleMen are more slow to show themselves in verbal language; language aims at the authority and confidence to establish dominant position and power in the group; interrupting, raise new topics, swear more, argue more, more time than women商务英语沟通topic2talkingskillChinese hold many beliefs ab
41、out talk, and those beliefs, implicit or explicit, dictate the daily communicative practices in Chinese culture. For example, “一言既出驷一言既出驷马难追马难追”（what has been said cannot be unsaid” “祸从口出祸从口出” “言多必失言多必失” 商务英语沟通topic2talkingskillSpeech in Chinese culture thus is constantly exercised with reminded tha
42、t if they are not careful about what they say , they will have to deal with various relational and social consequences. It is therefore not surprising for Chinese to use restraint and control in speaking. 商务英语沟通topic2talkingskillT OR F?7. Liner language has affected communication patterns and business practices in the United States; an example of such business practices is long-range planning.8. Inductive pattern is less indirect. 商务英语沟通topic2talkingskill 啊, 闰土哥!商务英语沟通topic2talkingskill 商务英语沟通topic2talkingskill商务英语沟通topic2talkingskill商务英语沟通topic2talkingskill商务英语沟通topic2talkingskill
