nonverbalcommunicationWord文件下载.docx

nonverbalcommunicationWord文件下载.docx

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nonverbalcommunicationAbstractWiththeconstructionoftheBeltandRoadEconomicBelt,Chinaboosttherelationswithneighboringcountriesandtheyarecloserandcloser,atthesametimetradecooperationhasalsoincreased.Internationalbusinessnegotiationhavesasignificantimpacttotodaysinterculturalexchangesandcooperation.Itisnotasimpleformofinterculturalcommunication.Inbusinessnegotiations,peopleareinclinedtopaymoreattentiontoverbalcommunicationandignorenon-verbalcommunication.Infact,understandingandmasteringnon-verbalcommunicationoftenplaysacrucialpartinthesuccessofnegotiations.Duringthenegotiationprocess,thementalityofbothpartieswillriseandfallwiththetensionofthenegotiations,andwillbeexpressedthroughnon-verbalcommunicationmethodssuchasfacialexpressionsandbodymovements.Thispaperstartswithfouraspects:

@#@bodylanguage,environmentallanguage,paralanguageandobjectlanguage.Itcombinescaseanalysisoftheroleofnonverbalcommunicationinbusinessnegotiationsandhowpeopleshouldavoidwrongnonverbalcommunicationbehaviorinnegotiation.Keywords:

@#@NonverbalCommunication;@#@BusinessNegotiation;@#@CulturalDifference摘摘要要随着一带一路经济带的建设，我国与周边各国的关系越来越紧密，贸易合作也随之增加。

@#@国际商务谈判对当今的国际交流与合作的影响愈加重要，它并不是一种简单的的跨文化交际形式。

@#@在商务谈判中，谈判者通常情况下会更关注语言交际，而未关注非语言交际所起的作用，而在实际情况中是否知道非语言交际的技巧对于谈判的成败起着重要的作用。

@#@谈判过程中，双方心态会随着谈判的紧张而跌宕起伏，并通过面部表情、身体动作等非语言交际手段表现出来。

@#@本文将从体态语、环境语、副语言、客体语四个方面入手，结合案例分析非语言交际在商务活动中的作用以及人们应如何避免谈判中的错误非语言交际行为。

@#@关键词：

@#@非语言交际；@#@商务交流；@#@文化差异Contents1.IntroductionFromthispart,wewillbrieflylearnthebackground,organizationandmethodsofthisthesis.1.1BackgroundWhenweenterthe21stcentury,globalizationisnolongerafashion,butaverycommonthing.Economicglobalizationcontinuetodevelop,informationtechnologyandtelecommunicationsareadvancingbyleapsandbounds,givingnewimpetustotheconstructionoftheBeltandRoad,theincreasingbusinessjourneyhasallowedpeopletodealwithbusinessinasmallerworld,buttheculturalandemotionaldistancebetweenmerchantsfromdifferentcultureshasnotshortened.Infact,thisemotionaldistancewilleventuallyexpand,andwecanseeitfromimmigrantsintheUnitedStates.Theseimmigrantscomefromdifferentcornersoftheworld.Afteryearsofculturalconfrontationandinteraction,theyhavenotbeenabsorbedbythemainstreamcultureoftheUnitedStates.Infact,theracialawarenessofimmigrantsisevenstronger.Thisalsoappliestobusinessmenfromdifferentcultures:

@#@anewcultureisabouttotakeshape.Intodayscross-culturalbusinessexchanges,merchantswillbeinamoreface-to-faceconfrontation.Culturalawarenesswillbestrongerthrougheachothersconfrontation.Culturaldifferenceswillinevitablyleadtocommunicationmisunderstandingsandcommunicationconflicts.Thisisnotconducivetodealingwithbusiness.Forthebenefitofbusinesscommunicationtasks,businesspeoplewillthinkofwaystodealwiththesemisunderstandingsandconflicts.Thegoalistoadaptthemtothisnewcultureaculturethatexistsincross-culturalbusinessnegotiations.Nonverbalcommunicationisakindofthemostimportantstrategiesappliedtothissituation.Communicatingwithlanguage,peopleknowthatcommunicationinvolvesverballanguageandnon-verbalbehaviors.Itsobviousthatverbalcommunicationhaslongbeenknowntopeople,butnon-verbalcommunicationasanecessarypartofcommunicationisoftenoverlookedbypeoplebecauseofitsimplicitness.Wesendandreceivenon-verbalmessageforcountlesstimesinasingleday,anditservesthefunctionsofreiterating,complementing,replacing,regularizingandnegatingverbalcommunicationincross-culturalcommunication.Non-verbalcommunicationhasanirreplaceableroleinbusinesscommunication.Itisanimportantmeansforpeopletoexchangeideasandemotions.Atthesametime,theycanalsostrengthenandsupplementlanguageexpressionskillsandmakecommunicationmorefluent.1.2OutlineThedissertationispartitionedintofiveparts.Partonesimplystatestheresearchbackground,significance,researchgapandoutline.Thesecondpartnarratesthereviewofliteraturewhichincludesnonverbalcommunicationandinternationalbusinessnegotiationabroadandathome.Partthreeistheprincipalpartofthethesis.Itmainlyanalyzesthecasesbybooks.Partfouriscaseanalysis.Partfiveisaboutconclusions.1.3MethodsTherearethreeresearchmethodsusedinthisthesis:

@#@1.3.1LiteratureReviewMethodInthispaper,involvedliteratureistobefillyreviewedonthenonverbalcommunicationandinternationalbusinessnegotiation1.3.2QualitativeAnalysisThismeanistobeusedinthequalitativeanalysisoftheresearchobjects,andanalyzesthereasonsbehindthembycollectingthem.1.3.3ComparativeStudyMethodThecomparativestudymethodistobeappliedinthispapertodiscussthedifferencesofnonverbalbehaviorswithvaryingculturalbackgrounds.2.LiteratureReviewForthispart,wewilllearntheliteraturereviewofnonverbalcommunicationandbusinessnegotiation.2.1NonverbalcommunicationabroadNonverbalcommunicationhasarelativelyshorthistorycomparedwithverbalcommunication.PeterFDrucker（1909-2005）haseversaidthatlisteningandunderstandingwhatisntsaidwasthemostimportantthingduringwecommunicatewithothers.Itsregardedasthetruecitingthatstatesthetwocategoriesofcommunicationverbalandnonverbal.Darwinbeganthescientificstudyonnonverbalbehaviors.Hewroteabookin1872.ItsnamewasTheExpressionofTheEmotioninManandAnimals.Inthisbook,Darwinmethodicallyworkingoveranddepictingindetailhowhumanbeingsandanimalsexpressfeelings.Therefore,thisbookwasregardedasthemostmightyscientificworkconductedthestudyonnonverbalbehaviorsaheadoftwentiethcentury.Inthe1950s,theresearchonnonverbalbehaviorsdevelopedboomingly.EdwardT.HallsSilentLanguageisoneofthemosteminentmasterpieces.NonverbalCommunication:

@#@NotesandVisualPerceptionofHumanRelationspublishedin1956anditwasthefirstbookhavingthetitlebyusingthetermnonverbalcommunication.RueschandKeesstatedtheorigins,utilizationandcodingofnonverbalcommunicationinthebook.Inthe1960s,thestudyofnonverbalcommunicationhadaboomingdevelopment.Atthattime,scholarlypersonstudyonposturesandmotionfromanypartofpeoplesbody.Inthe1970s,therearelotsofworksandresearchfindings.FastBodyLanguagewhichwasregardedaslandmarkeventpresentedtheskillsofaccountingmessagesbehindthenonverbalcommunicationandholdingbodyactionsandgestures.The1980shasafurtherdevelop.HicksonandStackswroteabook.AndthebooknamedNonverbalCommunication:

@#@StudiesandApplicationdiscussedthatwhateverthespeakerspurposeandintentionare,nonverbalcommunicationhappenedwhenthemessagewasmeaningful.Nonverbalbehaviorscanexpresstheinformationintheinterestsoftransmittersandacceptors.Nomatterwhatpeoplerealize,itincludesthewholeincetivesthatcanexpresscommunicativeinformations.2.2NonverbalcommunicationinChinaTheoriginofnonverbalbehaviorsdatedbacktoSpringandAutumnperiod.TheAnalectofConfucius:

@#@LocalCommunities（2012）introducedthatheadviseddiverseproperbehaviorsshouldsuitvarioussituations.Inthe1980s,thestudywasincreasinglydeveloped.AlargeamountofforeignbookswerebroughtintoChina.GengErlingwrittenabooknamedAnIntroductionaboutBodyLanguagewhichintroducedthesocialactions,features,exerciseandadhibitionskillsofbodylanguage.FanYunhuacombinedthefindingsonbodylanguageinChinawiththefindingsabroadinhisbookPracticalBodyLanguage,meanwhilehetookafullconsiderationofChinassituationanddiscussedhowtoshowthemeaasgesinterpretedbybodylanguageandhowtouseitbasedonthestudyofmanyexamplesinsocialsituations.Duringthe1990s,nonverbalcommunicationhadaboomingachievement.HuWenzhongandBiJiwanmadeaccountofinterculturalnonverbalbehaviors.InterculturalNonverbalCommunicationbyBiJiwanpublishedin1999statingthecategoriesofnonverbalcommunicationincludingbodylanguage,environmentlanguage,paralanguageandobjectlanguage.LiJiequnintroducedinAnIntroductiontoNonverbalCommunicationhownonverbalcommunicationexpressmeaningsfromnineviews,suchasfacialexpression,eyecontact,handgesture,timemessage,spacedistance,etc.Thesescholarsdidlotsofcontributiontothestudyofnonverbalcommunicationandlayasolidfoundation.However,ascanbeseenabove,theexpressrulesofnonverbalbehaviorshaveculturaldiversities.Therearemanyexplanationsforthedefinition,types,andfunctionsofnonverbalbehaviors,especiallyinChinaandtheUnitedStates,buttherearestillsomeshortcomingsintheapplicationofnonverbalbehaviorsinbusinessnegotiations,especiallyinChinaandthecountriesalongtheBeltandRoad.2.3InternationalBusinessNegotiationTherearealargenumberofscholarswhotranslatedbooksbroughtfromforeigncountriesintoChinese.GlobalBusinessNegotiation-APracticalGuidewastranslatedbyKongLinandXiangJuanisatypicalbook.ZhaoShufengtranslatedB.CullensbooknamedMultinationalManagement:

@#@AStrategicApproach.ItisundeniablethatChinesescholarscontributedalottothestudyofinternationalbusinessnegotiation.Besides,theystudyonthissubjectbasedontheculturalmultiplicity.Mostscholarsstudiesanddissectsbusinessnegotiationskillstakingfullaccountofvaryingculturaldifferences.TangManlanandLuXiaoyan（2009）indicatedthatinternationalbusinessnegotiationisoriginallyakindofsocialrelationship.Thespecialperformanceofinterpersonalrelationships,thinkinghabits,languageartsandpsychologicalneedsaregroundedonparticularbackgrounds.Amongthemanyfactorsaffectingculturaldifferen