跨文化交际英语论文

篇一：跨文化交际(英文论文)

Cultural differences in everyday conversations

Cultural differences on politeness between western and Chinese can be found in many aspects of daily communication, including addressing, greeting and parting, compliments, apologies, thanks, etc.

1. Greeting and Parting

When people meet acquaintances or friends, people usually greet each other. The purpose of greeting is to establish or maintain social contact. So formulaic expressions are often used, but such formulaic expressions often causes conflict because of the great cultural differences between Chinese and native English speakers. In English, people often employ the following expressions to greet each other “Good morning/evening/afternoon. “Fine day, isn’t it? ” “How’s everything going?” “Have you eaten yet?” What are you going to do?” “Where have you been?” etc. Westerners treat them as real question. While in Chinese, we always say “你吃了吗?”“你上哪里去?”“你干什么去?” to show our consideration. Parting may be divided into two steps. Before the final prating, there is usual a leave-taking. Western and Chinese cultures have diverse ways to deal with leave-takings. Firstly, in English society, during the closing phase of an encounter, from” I” perspective, reasons for terminating the encounter are presented in mediatory comments. Typical comments are associated with expressions of apology, such as “I” am afraid I must be off, I have to relieve the baby-sitter” etc.

Western people believe that to be willing to visit and converse with someone is to have respect for him.; to terminate the visiting is not of one’s own free will, but because of some other arrangements, therefore they always try to make their leaving sound reluctant by finding some reasons and apologize for it to make the leaving acceptable for both parties. English speakers often signal several times before leaving. “Well, it’s been nice to see you again. I do enjoy our talk and the lovely dinner, but I must be going soon”. Thank you very much for asking me over. I hope we’ll be able to get together again before long…” Consolidation in a wider range of common acquaintances also occurs, in expressions such as “Say hello to Jack for me” or “Remember me to John”. In Chinese society, during the closing phase of and encounter, usually, from a “you” perspective, reasons for ending the encounter are set forth in mediatory expressions. Such expressions include“你挺忙的，我就不多打扰了。”“你一定累了，早点休息吧，我要告辞了。”, etc. With this word, they may stand up from their seats. Chinese leave-taking is very short and quick. Western people think it so abrupt that they have not prepared for it. While moving to the door, Chinese employ expressions of apology like“对不起没，打扰了。”“对不起，占用你不少时间。”It should be noted that these expressions employed by Chinese guests to show concern for their hosts can only be appropriate for business visits in the English environment2..AddressingBoth western and Chinese people have two kinds of personal names---a surname and a given name. But the order and the use of these names in the two languages are somewhat different. In Chinese, the surname comes first and then the given name. And people like add“小”before their family name. Such as“小王”、“小郑”、“小李”、“小徐”and so on.. While westerners names are written and spoken with the given name first and the family name last. So John Smith's family name is Smith, not John. In a formal setting, address men as "Mister" (abbreviated as "Mr."), married women as "Misses" (abbreviated as "Mrs."), and unmarried women as “Miss" (abbreviated as "Ms."). These days many women prefer to be addressed using the abbreviations "Ms." or "M.", pronounced "miss". If the person has an M.D. or Ph.D., they will often be addressed as "Doctor"

(abbreviated as "Dr."). Faculty are addressed as "Professor" (abbreviated as "Prof.").In an informal situation, westerners will introduce each other by first name, without titles, and occasionally by just the last name. If you are introduced to somebody by first name, you can address him or her by first name the next time you meet. The only exception would be for someone who holds an important position, such as the university president or provost. Unless they tell you otherwise, faculty should be addressed using their title and last name (e.g., "Professor Smith"). When in Doubt, use the formal manner of address, since it is better to err on the side of formality. It is also appropriate to ask how they prefer to be addressed. Children should always address adults in the formal fashion, using their title and last name.

Another difference is about the form of addressing. From the viewpoint of sociolinguistics, forms of addressing can serve as an indication of the relationship of power and solidarity in the society. In calling their superiors or elders, the Chinese are accustomed to the noeciprocal or asymmetrical addressing, in other words. They use “title +surname” to address their superior or elders rather than call them surnames, while the superior or elders call the addressers their names. The Chinese tend to abide by the polite principle of depreciating oneself and respecting others to show appropriate respects towards the persons being addressed, otherwise, the addresser may be considered as ill mannered, ill educated or rude. But in English speaking countries, people have a tendency to follow the reciprocal or symmetrical addressing. Although they are different in age and status, they can call the other directly, namely, their names, even first names except when they call the doctors, not arousing offence between them, but demonstrating the sense of intimacy and the conception of” Everyone is created equal” . Chinese people feel unnatural addressing a westerner by his given name, feeling that it indicates too close a relationship, and westerners, on the other hand, may feel that if a Chinese insists on using his surname, it indicates an unwillingness to be friendly and maintains a gap between them. So the use of forms like” Miss Mary” or “Mr. Smith ” may be a Chinese forms of compromise. With Miss Mary, the use of the given name indicates friendliness, but the addition of the title indicates the respect they feel they ought to show. And with Smith, the lack of a title indicates friendliness, but the use of the surname prevents if sounding too intimate. However, both addressing used by the Chinese sound very strange and uncomfortable to the westerner.

3. Compliments and Response to compliment is to praise the addressee’s virtues, ability, behavior, appearance, clothing, personality and belongs. Appropriate compliments can serve as effective supplementary means in inter-personal communication. Western and Chinese culture are at polar opposites about compliment. A western hostess, if she is complimented for her cooking skill, is likely to say,” Oh, I am so glad that you liked it. I cook it especially for you.” Not so is a Chinese hostess, who will instead apologize for giving you “Nothing”. They will say“随便作几个菜，不好吃。”If translate this into English “I just made some dishes casually and they are not very tasty. Perhaps the foreigner will think why you invite me to you family and have the untested food. You aren't respecting me. The English-speaking people are more active to praise others and to be praise than Chinese people. For example, the Americans are “straight forwardness”, the Chinese take pride in “modesty”. That modesty has left many a Chinese hungry at an Americans table, for Chinese politeness calls for three refusals before one accepts an offer and the Americans hosts take ”no ” to mean “no ”, whether it is the first, second or third time. Still bigger differences exist in people’s attitude towards compliments, i.e., in the response to compliments. Chinese are tending to efface themselves in words or refuse it, although they do feel comfortable about the

compliments. So many westerners simply feel puzzled or even upset when their Chinese friends refused their compliments. The Chinese people are not intending to be modest with the sacrifice of friendship in so doing, but it is rather due to the traditional Chinese philosophy, that of modesty. The Chinese people regard modesty as a most valuable virtue, so they seldom agree to the compliment on their own.

4. Apologies and Responses if wrong things are done, there must be apologies .As to how to offer apologies, both western and Chinese people may “I am sorry….” “I apologize for…” Etc. But Chinese would like to apologize for the crowded state of their dwellings and for small numbers of dishes, although the room is big enough and there are many dishes. Chinese stay these to express self-depreciation only out of courtesy, not having other implication. But the westerners would wonder, since the room is so large and there are so many dishes, why do they say so. May be they do not welcome our visit; they don’t like us to eat more. When Chinese contact with westerners, if they do not know these differences, if will lead to misunderstanding. The ways to respond to apologies are different, too.

A: Oh, I’m sorry. I forget it.

B1: It doesn’t matter.

B2: That’s all right.

B2 is westerners. B1 is a Chinese person. “It doesn’t matter” is a translation of “没关系”from Chinese, which is a common pattern in Chinese to respond to apologies. If a Chinese uses this to respond to apologies, westerners will think that he is a sharp person, who simply cannot forgive a very little wrong thing.

5. Thanks and Responses

“Thank you” is widely used in English to show gratitude in such cases as being invited, helped, given a gift, etc. Cultural differences exist between Chinese and western in how to express thanks and responses. In fact, “Thank you” is uttered in English for more than acknowledging favor or gratitude, and it is often a means to show politeness. On many occasions, the English use this utterance while the Chinese may say “有劳您了。”or do not say a word at all but just smile or nod. As a matter of fact, “Thank you” is used more widely by westerners than Chinese use“谢谢”, for minor favors like borrowing pencil , asking directions, requesting someone to pass on a message , receiving a telephone, etc. “Thank you” not only shows politeness but also carries a person’s grateful feeling for those who offer help. Without using expressions of gratitude, misunderstandings may arise because the help seems to be taken for granted and is mot appreciated, For westerners, each person is an equal individual, whether he is a family member of not. In Chinese, “谢谢”is not frequently used between intimate friends and family members because it may imply a certain distance between the addresser and the addressee. Native speakers may respond to “Thank you” by saying: You are welcome /It’s a /my pleasure/ Not at all/ don’t mention it/That’s all right. While Chinese people may say:“这是我应该做的”， which may convey to westerners the message that the Chinese did not really want to do it, or that he /she did it only because it wall his/her duty. This message is quite different from what the Chinese speaker intended to express.

6. Asking Personal Affairs

People from China do not regard it as asking personal affairs when they ask others name、year、marital status、wages、personal life、belief and political points. It is regard as concerns. While the westerns will think you 侵犯their right of privacy. When we talk to the westerns, we must avoid asking some questions like this:” How old are you?”、“Are you

married?”、“How many children do you have?”、“How much do you make?”、“What’s your weight?”、“Do you go to the church?”

7. Invitation and Saying Good-Bye

In the culture of British and America, it is very important to consult a time before you invite somebody to attend a banquet or take part in social activities. Esp. in America, invite somebody means you are borrow times of others. So they respect time very much. While in China, people are preferred to an uninvited guest. And otherwise, you will be thought unfriendly if you cannot receive an uninvited guest very well.

Different cultural factors may result in cultural differences, and consequently, the acknowledgment of the factors that affect the cultural differences will facilitate the understanding of such differences, part of which will vie discuss in the followings. Since it is impossible to cover all of the factors in this thesis, the factors discussed here are some important ones.

Factors affect cultural differences. Cultural Background

1. One of the cultural different reasons between China and western is cultural background. In spring and autumn and warring s periods of China emerged Confucianism, Taoism and other ideologies. As different ideologies developed and combated each other, the basic framework of Chinese civilization was established. And then Confucianism became the foundation stone of Chinese philosophy system. Confucianism's central doctrine is that of the virtue of Ren. What is Ren? Ren is translated variously as goodness, benevolence, humanity and human-heartedness. In short, Ren means affection and love. For more than 2 thousand years it has molded and shaped the civilization of China and exerted a profound influence upon almost one fourth of human race. Just as DR. Sun-Yat-Sen said:” Therefore the old morals of loyalty and piety, affection, and love, faithfulness and righteousness, are superior to those of the foreign countries Let alone that peace and harmony. These high standards of morals are our national spirit. "

Different from China, Christianity plays an important role in western. The English speaking countries are generally considered as Christian countries where many people believe in Christianity. Christianity is the region based on the life and teaching of Jesus Christ. He is the founder of Christianity. According to the doctrine of Christianity, the Trinity is the union of the three forms of God, the Son and the Holy Spirit. Jesus Christ the son of the God and the holy book of Christianity is the Bible, which consists of the Old Testament and the New Testament. However, the power of the church cannot compare with the past time, it still influence many aspects of people’s daily life. For example, there are a few important festivals in the western is concern with Jesus Christ. Christmas day is a festival in celebration of the birth of the Jesus Christ on Dec.25.Virgin Birth refers to the birth of Christ, which Christians believe to have been caused by God rather than by ordinary sexual union.

2. Different values another cultural different reasons between China and western is different value

The concept of Chinese values is often consciously or unconsciously placed in opposition with Western values. Therefore, it is necessary to determine how people define Western values. Some have stated that the modern Western value system originated in Victorian England, and describe it as social norms and behaviors common in European people during that time. The core of Western values is individualism. David Hitchcock described Western values from a Chinese perspective. He said that, from the Chinese viewpoint, Western values have three levels: 1) physical level – science, technology, business, public

administration, and modern capitalist economics; 2) conceptual level – equal opportunity, the role of law; and time management; and 3) core values – open debate, equality, balance of power; free speech, and democracy. The core of the Chinese value has some relationship with the Confucianism. The ethnic principle of Confucianism is its discovery of the ultimate in the moral character of human relationships in which Confucius offered the solution for the ills and evils of his days. That is the well-known five Relationships: ruler-minister, father-son, husband-wife, elder-younger brother and friend-friend. This was explained as” there should be affection between father and son , righteous sense of duty between ruler and minister, division of function between man and wife, stratification between old and young, and good faith between friends. During the more than two thousand years of the feudal period, the ruling class arranges every thing by these relationships, and then formed a class society. In this kind of society, a minister owes loyalty to his ruler, and a child filial respect to his parent. The result is the humanity is neglected and people have no equality.

Different from China, in the Renaissance period of England, people began to emphasize the dignity of human beings and the importance of the present life, they voiced their beliefs that man did not only have the right to enjoy the beauty of their life, but also have the ability to perfect themselves and perform wonders.

This is the rudiment of Humanism. People became respect the humanity from then on. And then develop into the ideas of what we always said freedom, democracy. Today, take Americans for instance; the top personal values were self-reliance, hard work, and a tie between achieving success in life, personal achievement, and helping others. Hard work, respect for learning, honesty, and self-reliance were most valued among Chinese people. In terms of social values, the top six for Americans were freedom of expression, personal freedom, rights of the individual, open debate; thinking for oneself, and official accountability. The top six social values for Asian people were maintenance of an orderly society, harmony, accountability of public officials, openness to new ideas, freedom of expression, and respect for authority. This study finds that unlike Americans, East Asians are generally more respectful of authority and prize an orderly society, however in concurrence with the West, Asians honor new ideas, official accountability, and free expression.

3. Individualism and Collectivism

Individualism refers to the doctrine that the rights of the individual are the most important ones in a society. Most westerners believe that each person has his own separate identity and personality, which should be recognized and reinforced. Therefore, one cannot comprehensive western and its people without understanding individualism. Only with the cognition of individualism can we understand how westerners conceptualize family, friendships, and privacy. The core of individualism is the pursuit of personal and achievements. It is highly valued, earnestly believes and well appreciated as a fundamental social virtue. In Christianity traditions, individuals are important not only to each other, but also to the society and God. Individualism has been handed down from their ancestors. Therefore, to westerners, individualism is not selfishness but rather virtue. They emphasize individualism so much that they believe that there must be something wrong with someone who fails to demonstrate individualism. That likes the sentence

“God helps those who help themselves.” However to Chinese people, the word“individualism”is related to the derogatory meaning as egoism, with represents selfishness in quality and looseness in discipline. In traditional Chinese beliefs, esp. in Confucianism, collectivism is appreciated. It emphasizes cooperation among group members

篇二：跨文化交际英语论文

大学生跨文化交际中的障碍和能力的培养

A brief analysis of the application of

body language in cross-cultural Communication

Specialty:

Name: Student ID:Advisor:

College of Foreign Languages

Nov , 2013

Acknowledgements

In writing this paper, I want to thank all my teachers ,for their teaching and kind support, their continuous encouragement and massive help during these years. To the my twenty six classmates who helped me with my research, for their enthusiastic participation;To my friends in shijiazhuang, beijing, Liverpool, Western Ontario encouragement and great support.

Second, I would like to express my heartfe lt gratitude to professors Fu Tianjun, my advisor who spent much of his precious time discussing with me and helping me to narrow the topic at the initial stages, as well as showing great concern for my progress. I am deeply indebted for his assistance in helping me to accomplish this study. Without his encouragement and specific guidance, the completion of this thesis would have been impossible. In addition, he has been very kind to me whenever I confronted problems during the project.

Also, I hereby express my sincere gratitude to my classmates and roommates, who helped me to do the data collection I needed for this project. They have generously offered their help at the preparatory stage during this study. Finally, I thank the subjects whose cooperation and participation contributed to the very basis for this research work.

Abstract

In the 21st century, as the economic and cultural exchanging of all countries becomes more and more frequent, there appear more obstacles caused by the differences of language and culture. In intercultural communication, one of the most useful ways to deal with the obstacles is to master the meaning of body language. However, even if we understand the meaning of some general body language, there are also some difficulties to master because even the same body language has great differences in different culture background and have different social functions. This article devotes to a comparison and contrast of body language in different cultures in terms of eye language, gestures, postures, facial expressions and touch. Using body languages wrongly makes you fail in interpersonal communications, which would cause conflict in international communication. So what are the differences of the same body language in different country? How to apply body language correctly? In this essay, after borrowing and studying the experience of the forefathers, the author analyzes the various usages and functions of body language in different culture background. It aims to illustrate the differences and similarities of body language and put forward the principles of reducing barriers in communication so as to achieve efficient communication and to avoid misunderstanding.

Key Words: intercultural communication; cultural difference;body language;

摘 要

21世纪， 随着国际经济文化交流的加深，由于语言，文化的差异而产生的障碍随时都可能存在，在跨文化交际中，消除障碍的最有效的方法就是了解身势语的含义。然而即使我们对常用的身势语有所了解，我们仍然面临着一些困难，身势语含义千变万化，即使同一身势语在不同的文化背景都有不同的含义，行使着不同的社会功能。本文致力于从目光语，手势语，身体姿态，面部表情，体触语方面对不同文化的身势语进行对比。错误地用身势语不仅会使我们在跨文化交际中失败，而且会造成和外国朋友之间的冲突，所以怎样正确地使用身势语，怎样理解身势语的差异都非常重要，该篇论文中作者在借鉴前人成果的基础上分析了各种身势语在不同文化背景下的用法和功能。目的在于通过列举身势语的文化差异与共性，并提出交际中遵循的原则，从而促进有效交流,避免误解。

关键词：跨文化交际；文化差异；身体语言

Table of contents

Acknowledgements……………………………………………………………………………… i Abstract in English ………………………………………………………………………………ii Abstract in Chinese ……………………………………………………………………………iii Chapter oneIntroduction……………………………………………………………………3

1.1 Significance of study

1.2 Structure of this paper

Chapter Two Literature Review………………………………………… 3

2.1. Concept of Body Language…………………………………………………………3

2.2. Classification and Functions of Body Language………………….4

2.3. Examples of Body Language………………………………………………………..6

2.4. Necessities of Body Language in Intercultural Communication………………….8 Chapter Three The Differences of Body Language in Various Countries.10

3.1. Eye Contact…………………………………………………………………........10

3.2. Smile………………………………………………………………………….....12

3.3. Body Distance…………………………………………………………………....13

3.4. Touch……………………………………………………………………………..14

3.5. Gestures…………………………………………………………………………..16

Chapter Four The Similarities of Body Language and Their Reasons..…19

4.1. The Similarities of Body Language………………………………………………..19

4.2. The Causes Resulting in the Similarities of Body Language ……………….........20

4.3. The Principles of Reducing Barriers in Communication………………………….20

Chapter Five Conclusion…………………………………….......21 References………………………………………………………………………….. .21

篇三：英语专业跨文化交际论文

沉默在跨文化交际中的角色分析

摘要

中国人强调和谐，大同，因此中国文化强调表达含蓄以达到心领神会的目的；不主张直接表达，将自己的情感毫无隐晦地体现在字句中。这样的文化属于意会文化，也被称为高语境文化；高语境文化对应的是高体贴说话模式，人们强调沉默是金，尤其是中国和日本，一直遵循着这么一条“美德”。该论文以中国文化为例，从其意会文化形成的背景出发，引用实例，探究沉默这一非语言交际方式在跨文化交际中的作用，分析其对交际造成的负面影响及找出应对对策；对促进不同文化之间的交流具有重要意义。

关键词

高语境文化，低语境文化，高卷入，高体谅，沉默

高低语境理论框架

美国文化人类学家Edward T．Hall在他的《超越文化》一书中曾定义了两个重要的术语高语境交际与低语境交际。高语境(HC)传播或讯息即是绝大部分信息或存于物质语境中或内化在个人身上，而极少数则处在清晰、被传递的编码讯息中。语境(LC)传播正好相反，即将大量

①的信息置于清晰的编码中。简单而言，高语境文化交际中说话者要表达的意思不仅仅是词

句的概念意思，同时也包括在交际情境下话语暗含的内容。在此种语境文化下的人们说话含蓄，言简意赅。低语境交际是指说话者要表达的意思就只有话语的概念意思，在此种语境下的人们说话直截了当，没有隐晦。按照Edward T．Hall的这一理论，Gudykunst将十二个不同文化的国家按“低语境”到“高语境”的方式排列为：中国--日本--阿拉伯--希腊--西班

②牙--意大利--英国--法国--美国--斯堪德纳维亚--德国--瑞士。由此，可见中国文化是高

语境程度最高的文化。

高介入说话模式与高体贴说话模式

Yule在《Pragmatics》一书中，对两种会话方式下了明确的定义——“有一些人认为在会话中应该积极主动，语速相对较快，话轮转换间几乎没有停顿，甚至还会有一些重合和抢话。这是一种会话方式，被称之为高介入式(high involvement style)。还有另一种与之完全不同的方式，说话者使用相对慢一点的语速，话轮之间有较长的停顿，不重合，避免打断或者抢别人的话。这种不插话，不勉强的方式被称之为高体贴式(high considerateness style)③。就说话的方式，美国社会语言学研究者Deborah Tannen 在他的著作《You Just Don’t Understand》一书中具体介绍了，高介入说话模式较高体贴说话模式而言，人们说话说得多，音量大，语速快；常打断别人的话；也不介意被别人打断；而习惯高体贴说话模式的人们通常一次和一个人交谈；在别人说话时会发出应和之声，表示自己在听；不打断别人说话；保

④持沉默，静静地听。由此，可看出，中国的文化属于高体贴文化。

中国高情景文化背景下“沉默是金”的形成

中国人一直以来给人的感觉是默默无言，遵循沉默是金的处事原则。沉默是金一词在正规词典中并无释义，是一个在日常生活中常用的成语。更多时候“沉默是金”表达为一种行为处事方式，告诫人们要谨言善思慎行。它的形成具有一定的原因：

（一） 历史原因

中国受封建统治两千多年，阶级尊卑的思想已深深地根植于人们的脑海中，面对长辈、领导、上司，不能锋芒毕露、恃才放旷，要维护他们的权威，即使他们出了错也沉默不语。

（二）民族的意识形态

中华民族崇尚以和为贵，集体的利益高于一切。在这种价值观的指导下，人们说话小心谨慎，交流的时候就得控制不能说的话，互相谦让。为了集体的利益，个人的观点是可以忽略不计

的。

（三）宗教信仰

佛教的因果报应影响了中国人的生活态度，所以在交流中小心谨慎，面面俱到。孔子的“仁爱”的思想，即建立和维护人与人之间的和睦关系也深深地影响到中国人。

除了以上三个因素外，影响沉默形成的因素还有社会结构，教育等等，沉默是否真的是金呢？又该如何将它发挥到实处呢？

沉默是金&沉默不是金

（一）人际关系上的沉默

例一：（小张和小李在同个办公室工作）

一年年终，和小李一个办公室的小张悄悄来打听小李拿了多少。小李本来不想告诉她，但她已经先说她发了5000元，所以小李也只好礼尚往来告诉她，但小李还是悄悄地打了个折扣，少说了2000元，以便和她的数目差不多。但即便如此，小张还是阴沉了脸，此后一段时间遇到了小李说话都总是带点刺儿，搞得小李很尴尬。后来小李才知道，其实小张只拿到了1000元的年终奖。

分析：在这个案例中，小李和小张虽说是好朋友，但是在利益差距的面前，有时候，友情是非常脆弱的。区区一点年终奖，就可以让两个人产生隔阂。可见在这种情况下，保持沉默，以微笑代替直接回答，将自己的年终奖数目隐藏起来是最明智的，这样既维系和同事的这份友情，也避免一些尴尬。此时，沉默就是金。

例二：（一名叫Alex的俄罗斯籍大学教师，在我国某所大学任教，他在和自己同国籍的好朋友聊天时，谈到自己很难理解中国沉默是金的处事方式）

“系里有些教师去外面讲学捞了些外快，系主任在全系大会上宣读了一个通知：要求挣了外快者上缴一部分所得给系里。我当即提出这种做法不妥：“这是变相征收所得税，无论是系里还是主任都无权修改政府的个人所得税法律，这是违法行为。”系主任愣了半晌后表示：“你提醒得对，我们得尊重法律。所以我改为要大家以自动捐赠的名义缴纳30％的校外兼课收入，我马上起草一份《自愿捐赠书》，每位员工都要签字。看来我们还得建立一个监督机制，让大家互相检举不上缴外快的员工。”听了主任的这番高论，我瞠目结舌。在场的员工则无人提出异议，我纳闷中国人怎么不敢挺身维护自己的权益呢？让同事之间互相监视和鼓励暗地里打小报告，这也太恐怖了吧。”

分析：在这个案例中，这名外教来自低语境国家，对应的他所应用方式是高介入模式，所以在听了系主任的话后，他很直接地表示了自己的反对意见；由于文化的差异，他对于保持沉默的中国教师感到诧异；中国教师之所以会沉默，是因为中国属于高语境文化国家，对应地采取的是高体谅说话模式。在这种语境下，中国教师考虑的不单单是自己的利益，还考虑到说话者的权威性，因此，他们只能保持沉默，不能冒犯上司。在这个案例中，中国教师的沉默是无谓的，不应该因为畏惧权威，就放弃了维护自身的合法权益的权利。

（二）商务谈判的沉默

中国人总结了商务谈判的一些技巧：

1．当对方提出一个建议时，要避免马上给出赞成或反对的意见。考虑对方的提议时，不要害怕保持沉默，同时也要清楚对方也在估计你的反应。找出彼此立场的共同之处。等对方把话说完之后再做出答复。

2. 在沟通过程中不要害怕沉默、冷场。沉默、冷场是一件好事，如果对方性子比较

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