商务英语：高级口语素材(二)

口语作为商务英语BEC交流与沟通的重要组成部分之一，毫无疑问是最为直接、快捷的。然而，事实上，如何成功地与英美商业人士面对面沟通，对许多国内商务人员来讲仍是一大挑战。笔者根据多年与英美商业人士打交道的经验以及多年的理论研究，通过本文向读者介绍了BEC商务口语的具体过程，并分析了其中所涉及的功能句型、身体语言、文化差异以及其他注意事项。

　　Identify the Differences ：Five Fundamental Patternsof Cultural Differences

　　了解不同：中西文化差异的五种基本模式

　　1.Different Communication Styles 不同的交流风格

　　The way people communicate varies widelybetween, and even within, cultures. One aspect ofcommunication style is language usage. Acrosscultures, some words and phrases are used indifferent ways. For example, even in countries thatshare the English language, the meaning of "yes"varies from "maybe, I'll consider it" to "definitely so," with many shades in between.

　　Another major aspect of communication style is the degree of importance given to non-verbal communication. Non-verbal communication includes not only facial expressions andgestures; it also involves seating arrangements, personal distance, and sense of time. Inaddition, different norms regarding the appropriate degree of assertiveness incommunicating can add to cultural misunderstandings. For instance, some white Americanstypically consider raised voices to be a sign that a fight has begun, while some Asian, African,Jewish and Italian Americans often feel that an increase in volume is a sign of an excitingconversation among friends. Thus, some white Americans may react with greater alarm to aloud discussion than would members of some American ethnic or non-white racial groups.

　　2.Different Attitudes Toward Conflict 对待冲突的不同看法

　　Some cultures view conflict as a positive thing, while others view it as something to beavoided. In the U.S., conflict is not usually desirable; but people often are encouraged to dealdirectly with conflicts that do arise. In fact, face-to-face meetings customarily are recommendedas the way to work through whatever problems exist. In contrast, in many Eastern countries,open conflict is experienced as embarrassing or demeaning; as a rule, differences are bestworked out quietly. A written exchange might be the favored means to address the conflict.

　　3.Different Approaches to Completing Tasks 对待完成任务的不同方法

　　From culture to culture, there are different ways that people move toward completing tasks.Some reasons include

　　different access to resources, different judgments of the rewards associated with taskcompletion, different notions of time, and varied ideas about how relationship-building andtask-oriented work should go together.

　　When it comes to working together effectively on a task, cultures differ with respect to theimportance placed on establishing relationships early on in the collaboration. A case in point,Asian and Hispanic cultures tend to attach more value to developing relationships at thebeginning of a shared project and more emphasis on task completion toward the end ascompared with Americans. Americans tend to focus immediately on the task at hand, and letrelationships develop as they work on the task. This does not mean that people from any oneof these cultural backgrounds are more or less committed to accomplishing the task, or valuerelationships more or less; it means they may pursue them differently.

　　4.Different Decision-Making Styles 不同的决定风格

　　The roles individuals play in decision-making vary widely from culture to culture. Forexample, in the U.S., decisions are frequently delegated -- that is, an official assignsresponsibility for a particular matter to a subordinate. In many Southern European and LatinAmerican countries, there is a strong value placed on holding decision-making responsibilitiesoneself. When decisions are made by groups of people, majority rule is a common approachin the U.S.; in Asia consensus is the preferred mode. Be aware that individuals' expectationsabout their own roles in shaping a decision may be influenced by their cultural frame ofreference.

　　5.Different Attitudes Toward Disclosure 对待披露/曝光的不同态度

　　In some cultures, it is not appropriate to be frank about emotions, about the reasonsbehind a conflict or a misunderstanding, or about personal information. Keep this in mindwhen you are in a dialogue or when you are working with others. When you are dealing with aconflict, be mindful that people may differ in what they feel comfortable revealing.

　　Questions that may seem natural to you -- What was the conflict about? What was your rolein the conflict? What was the sequence of events? -- may seem intrusive to others. Thevariation among cultures in attitudes toward disclosure is also something to consider beforeyou conclude that you have an accurate reading of the views, experiences, and goals of thepeople with whom you are working.