nonverbalcommunicationinbusinessnegotiation.docx

1、nonverbalcommunicationinbusinessnegotiationAbstractWith the construction of the Belt and Road Economic Belt, China boost the relations with neighboring countries and they are closer and closer, at the same time trade cooperation has also increased. International business negotiation haves a signific

2、ant impact to todays intercultural exchanges and cooperation. It is not a simple form of intercultural communication. In business negotiations, people are inclined to pay more attention to verbal communication and ignore non-verbal communication. In fact, understanding and mastering non-verbal commu

3、nication often plays a crucial part in the success of negotiations. During the negotiation process, the mentality of both parties will rise and fall with the tension of the negotiations, and will be expressed through non-verbal communication methods such as facial expressions and body movements. Thi

4、s paper starts with four aspects: body language, environmental language, paralanguage and object language. It combines case analysis of the role of nonverbal communication in business negotiations and how people should avoid wrong nonverbal communication behavior in negotiation.Key words: Nonverbal

5、Communication; Business Negotiation; Cultural Difference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

6、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.IntroductionFrom this part, we will briefly learn the background, organization and methods of this thesis.1.1 BackgroundWhen we enter the 21st century, globalization is no longer a fashion, but a very common thing. Economic globalization

7、continue to develop, information technology and telecommunications are advancing by leaps and bounds, giving new impetus to the construction of the Belt and Road, the increasing business journey has allowed people to deal with business in a smaller world, but the cultural and emotional distance betw

8、een merchants from different cultures has not shortened. In fact, this emotional distance will eventually expand, and we can see it from immigrants in the United States. These immigrants come from different corners of the world. After years of cultural confrontation and interaction, they have not be

9、en absorbed by the mainstream culture of the United States. In fact, the racial awareness of immigrants is even stronger. This also applies to businessmen from different cultures: a new culture is about to take shape. In todays cross-cultural business exchanges, merchants will be in a more face-to-f

10、ace confrontation. Cultural awareness will be stronger through each others confrontation. Cultural differences will inevitably lead to communication misunderstandings and communication conflicts. This is not conducive to dealing with business. For the benefit of business communication tasks, busines

11、s people will think of ways to deal with these misunderstandings and conflicts. The goal is to adapt them to this new culture a culture that exists in cross-cultural business negotiations.Nonverbal communication is a kind of the most important strategies applied to this situation. Communicating with

12、 language, people know that communication involves verbal language and non-verbal behaviors. Its obvious that verbal communication has long been known to people, but non-verbal communication as a necessary part of communication is often overlooked by people because of its implicitness. We send and r

13、eceive non-verbal message for countless times in a single day, and it serves the functions of reiterating, complementing, replacing, regularizing and negating verbal communication in cross-cultural communication. Non-verbal communication has an irreplaceable role in business communication. It is an

14、important means for people to exchange ideas and emotions. At the same time, they can also strengthen and supplement language expression skills and make communication more fluent.1.2 OutlineThe dissertation is partitioned into five parts.Part one simply states the research background, significance,

15、research gap and outline.The second part narrates the review of literature which includes nonverbal communication and international business negotiation abroad and at home.Part three is the principal part of the thesis. It mainly analyzes the cases by books.Part four is case analysis.Part five is ab

16、out conclusions.1.3 MethodsThere are three research methods used in this thesis:1.3.1 Literature Review MethodIn this paper, involved literature is to be filly reviewed on the nonverbal communication and international business negotiation 1.3.2 Qualitative AnalysisThis mean is to be used in the qual

17、itative analysis of the research objects, and analyzes the reasons behind them by collecting them.1.3.3 Comparative Study MethodThe comparative study method is to be applied in this paper to discuss the differences of nonverbal behaviors with varying cultural backgrounds.2.Literature ReviewFor this

18、part, we will learn the literature review of nonverbal communication and business negotiation.2.1Nonverbal communication abroadNonverbal communication has a relatively short history compared with verbal communication. Peter F Drucker (1909-2005) has ever said that listening and understanding what is

19、nt said was the most important thing during we communicate with others. Its regarded as the true citing that states the two categories of communicationverbal and nonverbal. Darwin began the scientific study on nonverbal behaviors. He wrote a book in 1872. Its name was The Expression of The Emotion i

20、n Man and Animals. In this book, Darwin methodically working over and depicting in detail how human beings and animals express feelings. Therefore, this book was regarded as the most mighty scientific work conducted the study on nonverbal behaviors ahead of twentieth century.In the 1950s, the resear

21、ch on nonverbal behaviors developed boomingly. Edward T. Halls Silent Language is one of the most eminent masterpieces. Nonverbal Communication: Notes and Visual Perception of Human Relations published in 1956 and it was the first book having the title by using the term nonverbal communication. Rues

22、ch and Kees stated the origins, utilization and coding of nonverbal communication in the book.In the 1960s, the study of nonverbal communication had a booming development. At that time, scholarly person study on postures and motion from any part of peoples body.In the 1970s, there are lots of works

23、and research findings. Fast Body Language which was regarded as landmark event presented the skills of accounting messages behind the nonverbal communication and holding body actions and gestures. The 1980s has a further develop. Hickson and Stacks wrote a book. And the book named Nonverbal Communic

24、ation: Studies and Application discussed that whatever the speakers purpose and intention are, nonverbal communication happened when the message was meaningful.Nonverbal behaviors can express the information in the interests of transmitters and acceptors. No matter what people realize, it includes t

25、he whole incetives that can express communicative informations.2.2 Nonverbal communication in ChinaThe origin of nonverbal behaviors dated back to Spring and Autumn period. The Analect of Confucius: Local Communities (2012) introduced that he advised diverse proper behaviors should suit various situ

26、ations. In the 1980s, the study was increasingly developed. A large amount of foreign books were brought into China. Geng Erling written a book named An Introduction about Body Language which introduced the social actions, features, exercise and adhibition skills of body language. Fan Yunhua combine

27、d the findings on body language in China with the findings abroad in his book Practical Body Language, meanwhile he took a full consideration of Chinas situation and discussed how to show the meaasges interpreted by body language and how to use it based on the study of many examples in social situat

28、ions. During the 1990s, nonverbal communication had a booming achievement. Hu Wenzhong and Bi Jiwan made account of intercultural nonverbal behaviors. Intercultural Nonverbal Communication by Bi Jiwan published in 1999 stating the categories of nonverbal communication including body language, enviro

29、nment language, paralanguage and object language.Li Jiequn introduced in An Introduction to Nonverbal Communication how nonverbal communication express meanings from nine views, such as facial expression, eye contact, hand gesture, time message, space distance, etc.These scholars did lots of contrib

30、ution to the study of nonverbal communication and lay a solid foundation. However, as can be seen above, the express rules of nonverbal behaviors have cultural diversities. There are many explanations for the definition, types, and functions of nonverbal behaviors, especially in China and the United

31、 States, but there are still some shortcomings in the application of nonverbal behaviors in business negotiations, especially in China and the countries along the Belt and Road.2.3 International Business Negotiation There are a large number of scholars who translated books brought from foreign count

32、ries into Chinese. Global Business Negotiation-A Practical Guide was translated by Kong Lin and Xiang Juan is a typical book. Zhao Shufeng translated B. Cullens book named Multinational Management: A Strategic Approach. It is undeniable that Chinese scholars contributed a lot to the study of international business negotiation. Besides, they study on this subject based on the cultural multiplicity. Most scholars studies and dissects business negotiation skills taking full account of varying cultural differences. Tang Manlan and Lu Xiaoyan (2009) indicated that international b