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Chapter 1 Lecture Notes ● 7
13. What arguments could you give for or against the idea that body language is a science with
principles that can be interpreted accurately by specialists? (Obj. 3)
Although few would argue that body language does send silent messages, no scientific principles
have evolved explaining exactly what those messages mean. Most researchers agree that
14. Consider potential culture clashes in typical business situations. Imagine that
businesspeople from a high-context culture, say, Japan or China, meet their counterparts
from a low-context culture, the United States, for the first time to negotiate and sign a
manufacturing contract. What could go wrong? How about conflicting perceptions of time?
(Obj. 4)
Thoughtful students will recognize that misunderstandings are almost assured if both sides are
not aware of their diverging perceptions and willing to accommodate each other. A
15. A stereotype is an oversimplified perception of a behavioral pattern or characteristic
applied to entire groups. For example, the Germans are formal, reserved, and blunt;
Americans are loud, friendly, and impatient; Asians are gracious, humble, and inscrutable.
In what way are such stereotypes harmless or harmful? (Obj. 5)
These attitudes may or may not accurately describe cultural norms. As we have seen, stereotypes
often do contain a grain of truth because they originate as observations leading to
Chapter 1 Lecture Notes ● 8
Activities and Cases
Note: The solutions to the activities and cases for this chapter are located in the Solutions to
Activities section of the Instructor's Manual.
Communication Workshop (p. 31)
Scouring Job Boards to Explore Career Prospects in Your Field
This first Communication Workshop encourages students to visit two job boards, such as Monster.
The goal is to motivate students early in the semester to recognize the value of this course in
developing the communication skills that many job placement advertisements mention.
Students should become familiar with using Internet job boards. This activity takes students through
the steps of locating employment positions in their career fields. They should find three
advertisements and print them. They should analyze the skills required, tasks to be performed, and
salary range for the listed jobs. You may ask them to discuss these findings in groups or submit them
in a report.
Chapter 1 Lecture Notes ● 9
Supplementary Lecture
High-Context and Low-Context Culture Styles
Anthropologist Edward T. Hall’s theory of high- and low-context culture helps us better understand
the powerful effect culture has on communication. A key factor in his theory is context. This relates
High-context cultures (including much of the Middle East, Asia, Africa, and South America) are
relational, collectivist, intuitive, and contemplative. This means that people in these cultures
emphasize interpersonal relationships. Developing trust is an important first step to any business
transaction. These cultures are collectivist, preferring group harmony and consensus to individual
achievement. And people in these cultures are less governed by reason than by intuition or feelings.
Low-context cultures (including North America and much of Western Europe) are logical, linear,
individualistic, and action-oriented. People from low-context cultures value logic, facts, and
directness. Solving a problem means lining up the facts and evaluating one after another. Decisions
are based on fact rather than intuition. Discussions end with actions. And communicators are
Discussion: What examples can you give that demonstrate high- and low-context cultures? How
would context help explain instances of miscommunication between North Americans and Chinese
and Japanese? How could you become a better international communicator?
Supplementary Lecture
Proverbs
Discussion of U.S. Proverbs
The squeaking wheel gets the oil.
Chapter 1 Lecture Notes ● 10
This proverb reflects a primary North American value: individualism. A single person’s voice
will be heard if one speaks out. The individual who complains the loudest is the one who
receives a response and enjoys the reward. A quiet person who says nothing will not have his
Waste not, want not.
People who do not waste their resources will not run out of them and end up wanting them. A
thrifty individual who uses money and resources carefully will not have to do without. The
He who holds the gold makes the rules.
The individual with the gold (money, power) is the one who makes the rules (governs).
According to this proverb, individuals with wealth have the power to make rules and laws.
If at first you don’t succeed, try, try again.
This proverb suggests that perseverance is a prime ingredient of success. It illustrates the value
The early bird gets the worm.
The first person who achieves a goal is the one who will receive the reward. This proverb
suggests that discipline (getting up early) and alacrity (acting quickly) result in a prize, bonus,
or reward.
Chinese Proverbs
A man who waits for a roast duck to fly into his mouth must wait a very, very long time.
A person must work hard to create his own achievements. A roast duck symbolizes a completed
project, a successful undertaking, or a delicious meal— things that do not occur without
A man who says it cannot be done should not interrupt a man doing it.
This proverb, attributed to the Chinese, again illustrates the value of industry. Refusing to
recognize that something can be done (negativity) kills ambition, hope, and creativity.
Give a man a fish, and he will live for a day; give him a net, and he will live for a lifetime.
Chapter 1 Lecture Notes ● 11
Although this proverb at one time was attributed to the Chinese, it is now often heard in relation
to many developing countries, such as Africa. It conveys the values of resourcefulness,
education, training, and self-reliance.
Other Proverbs
No one is either rich or poor who has not helped himself to be so. — German
This proverb suggests that no one becomes rich or poor by accident. Individuals create their
Words do not make flour. — Italian
One must do more than talk to create concrete achievement. Although this proverb again
The nail that sticks up gets pounded down. — Japanese
This proverb reflects the Asian values of modesty, reticence, and aversion to individualism.
