分析中美商务谈判中非语言交际身势语的作.docx

分析中美商务谈判中非语言交际身势语的作.docx

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分析中美商务谈判中非语言交际身势语的作

分析中美商务谈判中非语言交际身势语的作用

唐山学院

课程论文

论文题目：

从跨文化角度看中美商务谈判中的身势语

系别：

外语系

班级：

08英本

（2）班

姓　　名：

刘连连

指导教师：

路仙伟

2011年12月

BodyLanguageinSino-USBusinessNegotiationfromCross-culturalPerspective

Student:

LiuLianlian

Supervisor:

LuXianwei

DepartmentofForeignLanguages

TangshanCollege

December,2011

从跨文化角度看中美商务谈判中的身势语

摘要

随着经济全球化的不断发展，商务谈判对于促进各国之间的经济交流与合作发挥着越来越重要的作用。

中美两国之间的经济往来也变得越来越频繁。

但中美之间由于存在很大文化差异，身势语也不同。

在中美跨文化商务谈判中非语言交际身势语起着非常重要的作用。

本文从跨文化角度对中美商务谈判中非语言交际中身势语进行了简单的对比分析,希望能有助于中美两国经济合作。

关键词：

跨文化；中美商务谈判；非语言交际；身势语

BodyLanguageinSino-USBusinessNegotiationfromCross-culturalPerspective

Abstract

Withthecontinuousdevelopmentofeconomicglobalization,businessnegotiationisplayingamoreandmoreimportantroleinpromotingeconomiccommunicationandcooperationofallcountries.Sino-USeconomicinteractionisalsobecomingmorefrequent.However,thereexistsgreatdifferenceinculturesofthetwocountries,resultingindifferencesinbodylanguage.Bodylanguage,onekindofnonverbalcommunication,playsaveryimportantroleinSino-USbusinessnegotiation.Therefore,itisnecessarytomakeabriefcomparisonandanalysisofbodylanguageinSino-USbusinessnegotiationfromcross-culturalperspective,withthehopetohelppromotetheeconomiccooperationbetweenChinaandUSA.

Keywords:

cross-cultural；Sino-USbusinessnegotiation；nonverbalcommunication；bodylanguage

Contents

Introduction…………………………………………………………….………………..1

PartIABriefIntroductiontoBodyLanguage………………………………………..2

1.1Definition……………………………………………………………………….2

1.2Classification…………………………………………………………………...2

1.3Functions…………………………………………………………………..…...3

PartIIABriefIntroductiontoBusinessNegotiation…………………………............4

2.1Conceptofbusinessnegotiation……………………………………………...4

2.2Thebusinessnegotiationprocess……………………………..........................4

PartIIIAnOverviewofCross-culturalCommunication….........................................6

3.1Hall’shigh-contextvslow-context……………………………………………6

3.2Hofstede’svaluedimensions…………………………………………………..7

PartIVDiversitiesofBodyLanguageinSino-USBusinessNegotiation…………..9

4.1Samebodylanguagewithdifferentmeanings…..............................................9

4.2Differentbodylanguagewiththesamemeaning………………………........10

Conclusion.............................…………………………………………………………..11

Acknowledgements.........................................................................................................12

Notes……………………………………………………………………………............13

Bibliography……………………………………………………………………….........14

Introduction

SinceChinaenteredintoWTOin2001,thecommunicationbetweenChinaandothercountrieshasbecomemoreandmorefrequenteconomicallyandpolitically.WiththedeepeningofChina’sreformandopening-up,thestandingofChinaismoreandmoreimportantinworldeconomy.TheinternationaltradebyturnsisoneofthemostimportantsourcesofChinagovernmentrevenue.TheinfluenceofSino-USeconomicrelationshipisworthattention.ItisanythingbutaneasythingtoconductSino-USbusinessnegotiationduetothegreatculturaldifferencesbetweenChinaandAmerican.Soitisveryimportanttohaveagoodmasteroftheculturaldifferencesinordertopromotethetradeexchange.Inaddition,bodylanguagealsoplaysakeyroleinthecross-culturalbusinessnegotiation.Soastoimproveeconomiccooperationandtradeexchange,itisnecessarytomakeabriefcomparisonandanalysisofnonverbalcommunication–bodylanguageinSino-USbusinessnegotiation.

PartⅠABriefIntroductiontoBodyLanguage

Astheworldisbecomingcloselyintegrated,economiccommunicationbetweendifferentcountrieshasbecomemoreandmorefrequent.Withthedevelopmentofeconomyandtheprosperityoftrade,businessnegotiationhasbecomeveryimportant.Theroleofnonverbalcommunication,aboveall,bodylanguagecannotbeneglected.Soitisnecessarytohaveabetterunderstandingofbodylanguagefrominterculturalperspective.Nowthethesiswillintroducethedefinition,classificationandfunctionsofbodylanguageindetail.

1.1Definition

Bodylanguagebelongstononverbalcommunication.Itisalsocalledbodymovement,bodybehaviorandsoon,whichreferstoallexpressionsandmovementsthatsendmessagestohelpuscommunicatewitheachother.Bodylanguageisaprocessinwhichweuseourphysicalbehaviortodeliverinformationandexpressspecificmeaningsubconsciouslywhichisunabletobeconveyedbyverballanguage.

Itisnoteasytodefinebodylanguage.AccordingtoKnapp‘nonverbalcommunication’referstocommunicationaffectedbymeaningratherthanwords.Somescholarsalsoclaimthatbodylanguagecanbeusedwithoutwords.Somelinguiststakesocialconventionsintoaccount.Ofcourse,