开题报告范例Word格式文档下载.docx

1、学 生 姓 名:朱文茜学 号：06专 业:英 语T i t l e :The Role of Body Language in International Business Negotiation论 文 题 目:身势语在国际商务谈判中的作用指 导 教 师:郑艳霞 2014年2月27日 毕 业 论 文 开 题 报 告1文献综述（结合课题情况，根据所查阅的文献资料，用英文撰写1000字以上的文献综述）Literature ReviewTrading between countries is getting a further development in an increasingly globa

2、l economy. But doing business becomes much more complex. Under the background of intercultural communication, conflicts are inevitable among people who hold different values and customs from each other. Being a means of adjusting and accommodating these conflicts of economic interests and an importa

3、nt content of international business activities, international business negotiation is indispensable. Though negotiators basically talk to communicate, nonverbal language such as body language can not be ignored. Because body language is more reliable and efficient as it generally is very difficult

4、to fake while lies can be easily told through teeth. When dealing with business negotiations knowing what the other party is really thinking is of great importance. So it is necessary to make a study on body language and to explore its role in international business negotiation. Before working on th

5、is subject, I have read several relative papers and concerning books and articles for references. Below is a brief description :A lot of researches have been done on body language and its role in international business negotiations. For example: A Research into International Business Negotiation （20

6、11） written by Xiong Xiaoman; Negotiating For Dummies （2007） written by Michael C. Donaldson; Body Language and Intercultural communication （2005） written by Li Na; Body Language in Intercultural Communication （2013） written by Ni Hong; Body Language and International Business Negotiation （2005） wri

7、tten by Liu Baiyu.In A Research into International Business Negotiation （2011）, Xiong Xiaoman tries to define international business negotiation and indicates that compared with the general business negotiation, international business negotiation is far more challenging because the negotiating parti

8、es belong to different cultures and do not share the same ways of thinking, feeling or behaving. Xiong Xiaoman also points out that to people from low-context culture, 毕 业 论 文 开 题 报 告Body language is secondary to the message itself because they tend to explain all in great detail, being much more pr

9、ecise in communication, while to people from high-context culture body language matters a lot, for their communication generally are imprecise and they pay much attention to the person delivering the message. In addition, Xiong Xiaoman argues that negotiators from different cultures are different ty

10、pes of negotiators task-driven negotiators or relation-driven negotiators, and expect different negotiation outcomes either the win-lose mode or the win-win mode.In Negotiating For Dummies （2007）, Donaldson mainly studies on the cultural differences of body language. He indicates that before negotia

11、ting with someone from other culture one needs to study up on how people in the other culture use body language to avoid inadvertently insulting the opposite member. Donaldson also explores the ways to decipher others body language and the skills of negotiating with different people in diverse types

12、 of negotiation by using the knowledge of body language to gear a negotiation up for success. Donaldson notes that to be a receptive negotiator is more likely to achieve successful negotiation for body language is contagious performance showing readiness to listen and openness to ideas influence the

13、 counterparts to be and do the same. Body Language and Intercultural communication （2005） by Li Na makes an analysis of body language and its influences on intercultural communication. The author explores the definition and classification of body language, as well as its nature, that is, body langua

14、ge is a kind of complementary language and is an important carrier of information. Moreover, Li Na shows how body language is related to culture and how it influences intercultural communication. The paper also analyzes the characteristics of body language commonality, polysemy, multiplicity and cre

15、dibility and focuses on the polysemy side of body language and the conflicts it may lead to on the basis of different cultures. The differences between body language and verbal language are discussed as well. In Body Language in Intercultural Communication （2013）, Ni Hong mainly talks about the six

16、cultural characteristics and the functions of body language. The six characteristics are extensiveness, intuitiveness, emotionality, dependency, polysemy and contemporaneity; the functions are to repeat, complement, substitute, negate and harmonize the verbal message. It also mentions the concept of body language. Taki