Read the text below. Identify the basic message implied by the text.
1 Building a relationship
Cross-cultural understanding (1)
Welcoming visitors
Small talk: keeping the conversation going
Eye contact
In many Western societies, including the United States, a person who does not maintain
‘good eye contact’ is regarded as being slightly suspicious, or a ‘shifty’ character. Americans
unconsciously associate people who avoid eye contact as unfriendly, insecure, untrustworthy,
inattentive and impersonal. However, in contrast, Japanese children are taught in school to
direct their gaze at the region of their teacher’s Adam’s apple or tie knot, and, as adults,
Japanese lower their eyes when speaking to a superior, a gesture of respect. Latin American cultures, as well as some African cultures, such as Nigeria, have longer
looking time, but prolonged eye contact from an individual of lower status is considered
disrespectful. In the US, it is considered rude to stare – regardless of who is looking at whom.
In contrast, the polite Englishman is taught to pay strict attention to a speaker, to listen
carefully, and to blink his eyes to let the speaker know he or she has been understood as well
as heard. Americans signal interest and comprehension by bobbing their heads or grunting.
A widening of the eyes can also be interpreted differently, depending on circumstances
and culture. Take, for instance, the case of an American and a Chinese discussing the terms
of a proposed contract. Regardless of the language in which the proposed contract is carried
out, the US negotiator may interpret a Chinese person’s widened eyes as an expression of
astonishment instead of as a danger signal (its true meaning) of politely expressed anger. 3 If necessary, read the text again. Then comment on the following:
a) observations about many people from the United States
b) observations about the English
c) an observation about Japanese children
d) the meaning of lowering one’s eyes in Japan
e) why looking at someone for a long time may be considered disrespectful
f) the meaning of widened eyes in Chinese culture.
4 Before receiving a visitor from a foreign country – or before travelling abroad –
you need to think about the cultural issues that may affect the relationship.
a) Suggest some basic research that you should do before receiving your visitor, or
before travelling.What issues should you think about?
Note: After suggesting your own ideas, compare your list with the Skills Checklist at the end of this unit.
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