nonverbalcommunicationinbusinessnegotiation.docx

nonverbalcommunicationinbusinessnegotiation.docx

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nonverbalcommunicationinbusinessnegotiation

Abstract

WiththeconstructionoftheBeltandRoadEconomicBelt,Chinaboosttherelationswithneighboringcountriesandtheyarecloserandcloser,atthesametimetradecooperationhasalsoincreased.Internationalbusinessnegotiationhavesasignificantimpacttotoday'sinterculturalexchangesandcooperation.Itisnotasimpleformofinterculturalcommunication.Inbusinessnegotiations,peopleareinclinedtopaymoreattentiontoverbalcommunicationandignorenon-verbalcommunication.Infact,understandingandmasteringnon-verbalcommunicationoftenplaysacrucialpartinthesuccessofnegotiations.Duringthenegotiationprocess,thementalityofbothpartieswillriseandfallwiththetensionofthenegotiations,andwillbeexpressedthroughnon-verbalcommunicationmethodssuchasfacialexpressionsandbodymovements.Thispaperstartswithfouraspects:

bodylanguage,environmentallanguage,paralanguageandobjectlanguage.Itcombinescaseanalysisoftheroleofnonverbalcommunicationinbusinessnegotiationsandhowpeopleshouldavoidwrongnonverbalcommunicationbehaviorinnegotiation.

Keywords:

NonverbalCommunication;BusinessNegotiation;CulturalDifference

摘要

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

Contents

1.Introduction

Fromthispart,wewillbrieflylearnthebackground,organizationandmethodsofthisthesis.

1.1Background

Whenweenterthe21stcentury,globalizationisnolongerafashion,butaverycommonthing.Economicglobalizationcontinuetodevelop,informationtechnologyandtelecommunicationsareadvancingbyleapsandbounds,givingnewimpetustotheconstructionoftheBeltandRoad,theincreasingbusinessjourneyhasallowedpeopletodealwithbusinessinasmallerworld,buttheculturalandemotionaldistancebetweenmerchantsfromdifferentcultureshasnotshortened.Infact,thisemotionaldistancewilleventuallyexpand,andwecanseeitfromimmigrantsintheUnitedStates.Theseimmigrantscomefromdifferentcornersoftheworld.Afteryearsofculturalconfrontationandinteraction,theyhavenotbeenabsorbedbythemainstreamcultureoftheUnitedStates.Infact,theracialawarenessofimmigrantsisevenstronger.Thisalsoappliestobusinessmenfromdifferentcultures:

anewcultureisabouttotakeshape.Intoday'scross-culturalbusinessexchanges,merchantswillbeinamoreface-to-faceconfrontation.Culturalawarenesswillbestrongerthrougheachother'sconfrontation.Culturaldifferenceswillinevitablyleadtocommunicationmisunderstandingsandcommunicationconflicts.Thisisnotconducivetodealingwithbusiness.Forthebenefitofbusinesscommunicationtasks,businesspeoplewillthinkofwaystodealwiththesemisunderstandingsandconflicts.Thegoalistoadaptthemtothisnewculture–aculturethatexistsincross-culturalbusinessnegotiations.

Nonverbalcommunicationisakindofthemostimportantstrategiesappliedtothissituation.Communicatingwithlanguage,peopleknowthatcommunicationinvolvesverballanguageandnon-verbalbehaviors.It’sobviousthatverbalcommunicationhaslongbeenknowntopeople,butnon-verbalcommunicationasanecessarypartofcommunicationisoftenoverlookedbypeoplebecauseofitsimplicitness.Wesendandreceivenon-verbalmessageforcountlesstimesinasingleday,anditservesthefunctionsofreiterating,complementing,replacing,regularizingandnegatingverbalcommunicationincross-culturalcommunication.Non-verbalcommunicationhasanirreplaceableroleinbusinesscommunication.Itisanimportantmeansforpeopletoexchangeideasandemotions.Atthesametime,theycanalsostrengthenandsupplementlanguageexpressionskillsandmakecommunicationmorefluent.

1.2Outline

Thedissertationispartitionedintofiveparts.

Partonesimplystatestheresearchbackground,significance,researchgapandoutline.

Thesecondpartnarratesthereviewofliteraturewhichincludesnonverbalcommunicationandinternationalbusinessnegotiationabroadandathome.

Partthreeistheprincipalpartofthethesis.Itmainlyanalyzesthecasesbybooks.

Partfouriscaseanalysis.

Partfiveisaboutconclusions.

1.3Methods

Therearethreeresearchmethodsusedinthisthesis:

1.3.1LiteratureReviewMethod

Inthispaper,involvedliteratureistobefillyreviewedonthenonverbalcommunicationandinternationalbusinessnegotiation

1.3.2QualitativeAnalysis

Thismeanistobeusedinthequalitativeanalysisoftheresearchobjects,andanalyzesthereasonsbehindthembycollectingthem.

1.3.3ComparativeStudyMethod

Thecomparativestudymethodistobeappliedinthispapertodiscussthedifferencesofnonverbalbehaviorswithvaryingculturalbackgrounds.

2.LiteratureReview

Forthispart,wewilllearntheliteraturereviewofnonverbalcommunicationandbusinessnegotiation.

2.1Nonverbalcommunicationabroad

Nonverbalcommunicationhasarelativelyshorthistorycomparedwithverbalcommunication.PeterFDrucker（1909-2005）haseversaidthatlisteningandunderstandingwhatisn’tsaidwasthemostimportantthingduringwecommunicatewithothers.It’sregardedasthetruecitingthatstatesthetwocategoriesofcommunication—verbalandnonverbal.

Darwinbeganthescientificstudyonnonverbalbehaviors.Hewroteabookin1872.ItsnamewasTheExpressionofTheEmotioninManandAnimals.Inthisbook,Darwinmethodicallyworkingoveranddepictingindetailhowhumanbeingsandanimalsexpressfeelings.Therefore,thisbookwasregardedasthemostmightyscientificworkconductedthestudyonnonverbalbehaviorsaheadoftwentiethcentury.

Inthe1950s,theresearchonnonverbalbehaviorsdevelopedboomingly.EdwardT.Hall’sSilentLanguageisoneofthemosteminentmasterpieces.NonverbalCommunication:

NotesandVisualPerceptionofHumanRelationspublishedin1956anditwasthefirstbookhavingthetitlebyusingthetermnonverbalcommunication.RueschandKeesstatedtheorigins,utilizationandcodingofnonverbalcommunicationinthebook.

Inthe1960s,thestudyofnonverbalcommunicationhadaboomingdevelopment.Atthattime,scholarlypersonstudyonposturesandmotionfromanypartofpeople’sbody.

Inthe1970s,therearelotsofworksandresearchfindings.Fast’BodyLanguagewhichwasregardedaslandmarkeventpresentedtheskillsofaccountingmessagesbehindthenonverbalcommunicationandholdingbodyactionsandgestures.

The1980shasafurtherdevelop.HicksonandStackswroteabook.AndthebooknamedNonverbalCommunication:

StudiesandApplicationdiscussedthatwhateverthespeaker’spurposeandintentionare,nonverbalcommunicationhappenedwhenthemessagewasmeaningful.

Nonverbalbehaviorscanexpresstheinformationintheinterestsoftransmittersandacceptors.Nomatterwhatpeoplerealize,itincludesthewholeincetivesthatcanexpresscommunicativeinformations.

2.2NonverbalcommunicationinChina

TheoriginofnonverbalbehaviorsdatedbacktoSpringandAutumnperiod.TheAnalectofConfucius:

LocalCommunities（2012）introducedthatheadviseddiverseproperbehaviorsshouldsuitvarioussituations.

Inthe1980s,thestudywasincreasinglydeveloped.AlargeamountofforeignbookswerebroughtintoChina.GengEr’lingwrittenabooknamedAnIntroductionaboutBodyLanguagewhichintroducedthesocialactions,features,exerciseandadhibitionskillsofbodylanguage.

FanYunhuacombinedthefindingsonbodylanguageinChinawiththefindingsabroadinhisbookPracticalBodyLanguage,meanwhilehetookafullconsiderationofChina’ssituationanddiscussedhowtoshowthemeaasgesinterpretedbybodylanguageandhowtouseitbasedonthestudyofmanyexamplesinsocialsituations.

Duringthe1990s,nonverbalcommunicationhadaboomingachievement.HuWenzhongandBiJiwanmadeaccountofinterculturalnonverbalbehaviors.InterculturalNonverbalCommunicationbyBiJiwanpublishedin1999statingthecategoriesofnonverbalcommunicationincludingbodylanguage,environmentlanguage,paralanguageandobjectlanguage.

LiJiequnintroducedinAnIntroductiontoNonverbalCommunicationhownonverbalcommunicationexpressmeaningsfromnineviews,suchasfacialexpression,eyecontact,handgesture,timemessage,spacedistance,etc.

Thesescholarsdidlotsofcontributiontothestudyofnonverbalcommunicationandlayasolidfoundation.However,ascanbeseenabove,theexpressrulesofnonverbalbehaviorshaveculturaldiversities.Therearemanyexplanationsforthedefinition,types,andfunctionsofnonverbalbehaviors,especiallyinChinaandtheUnitedStates,buttherearestillsomeshortcomingsintheapplicationofnonverbalbehaviorsinbusinessnegotiations,especiallyinChinaandthecountriesalongtheBeltandRoad.

2.3InternationalBusinessNegotiation

TherearealargenumberofscholarswhotranslatedbooksbroughtfromforeigncountriesintoChinese.GlobalBusinessNegotiation----APracticalGuidewastranslatedbyKongLinandXiangJuanisatypicalbook.ZhaoShufengtranslatedB.Cullen’sbooknamedMultinationalManagement:

AStrategicApproach.ItisundeniablethatChinesescholarscontributedalottothestudyofinternationalbusinessnegotiation.Besides,theystudyonthissubjectbasedontheculturalmultiplicity.Mostscholarsstudiesanddissectsbusinessnegotiationskillstakingfullaccountofvaryingculturaldifferences.

TangManlanandLuXiaoyan（2009）indicatedthatinternationalb