摘 要

随着经济全球化和国际贸易的发展，国际商务谈判作为一种特殊的跨文化交际方式，在当今世界的地位越来越重要。人们在进行这种商务活动时一般只重视言语交际的学习而忽略了非言语交际的重要性。在跨文化语境中，正确的非言语交际能起到加强信息交流的作用，错误的非言语行为则可能因为不合礼俗而引起误解和冲突。同言语交际的功能相比，非言语交际具有更真实地传递信息，更准确地表达情感及在语境中起决定含义的作用和功能。

本文旨在从非言语交际角度研究商务谈判，以及探索非言语交际在中美谈判中的差异，希望对商务谈判中非言语交际的合理应用及注意事项提供相应的参考和启发。本文分为五个部分。第一部分是对商务谈判兴起的时代背景作出简单介绍，并提出非言语交际在商务谈判中的必要性。第二部分是对非言语交际的定义和分类作出详细的论述。第三部分是介绍国际商务谈判的定义、分类等基本信息，第四部分结合具体实例，重点分析非言语交际在中美谈判中的具体差异及表现。第五部分是结语，作者根据先前的阐述和分析，发现非言语交际在商务谈判中意义重大，准确地理解非言语交际在中美谈判的差异，才可以合理地在商务谈判中运用非言语交际，减少误解，达成共赢。

关键词：非言语交际；商务谈判；文化差异

Abstract

With the development of economic globalization and the international trade, international business negotiations, as a special form of cross-cultural communication, are becoming more and more important. While dong these business activities, people usually lay more emphasis on verbal communication and ignore the significance of nonverbal communication. In the cross-cultural context, accurate nonverbal communication can accelerate the exchange of information, and improper nonverbal communication may lead to misunderstanding or conflicts. Compared with verbal communication, nonverbal communication can convey information and emotion more authentically, and plays the decisive role in the communication.

This paper attempts to study business negotiations from the angle of nonverbal communication and to explore the differences of nonverbal communication in business negotiation between China and the United States. It is divided into five parts. The first part is the introduction to the background when the international business negotiation appears and the necessity of nonverbal communication. In the second part, the paper illuminates the definitions and classification of nonverbal communication. In the third part, the paper elaborates the definition and classification of the business negotiation. In the fourth part, the paper, based on case analysis, shows the differences of nonverbal communication between China and the United States are stated in four main aspects in details: body language, paralanguage, environmental language and object language. In the last part, the author points out the significance of nonverbal communication in business negotiation and concludes that only when we understand the differences of nonverbal communication in business negotiation between China and the United States, can we achieve precise application of nonverbal communication in business negotiation to declines misunderstandings and propel win-win situation.

Key words: nonverbal communication；international business negotiation；cultural differences

Contents

1 Introduction 1

2 Nonverbal Communication 2

2.1 Definition of Nonverbal Communication 2

2.2 Classification of Nonverbal Communication 2

3 Business Negotiation 4

3.1 Definition of Business Negotiation 4

3.2 Classification of Business Negotiation 5

4 Differences of nonverbal communication in business negotiation between China and the United States (Case Analysis) 6

4.1 Body language 6

4.2 Paralanguage 8

4.3 Environmental language 10

4.4 Object language 12

5 Conclusion 13

References 14

Acknowledgements 15

On Differences of Nonverbal Communication in Business Negotiation between China and the United States

1 Introduction

Currently, China has become the largest developing country. At the same time, the United States is obviously the most developed country in the world. There is no doubt that Sino-US economic cooperation, which cannot take place without business negotiation, is an essential pushing force in the development of globalization.

When business negotiations take place inter culturally, it is very necessary to know the various cultural backgrounds among countries and pay more attention to the cultural differences in terms of business negotiation. As international business witnesses the explosive development, the face-to-face negotiations between different countries are increasing at full speed. More and more people attach great importance to cross-cultural business negotiations negotiation and have made massive achievement in business negotiation. However, there remains much to be done in negotiation research concerning the impact of inter-cultural means of communication.

Nonverbal communication, as an important part of international business negotiation has gained popularity among scholars. Nonverbal communication, like verbal communication, is an integral part of the intercultural communication process in human activities. There are various forms and classifications of nonverbal communication. According to Bi Jiwang’s theory, nonverbal communication can be classified into four categories: (1) body language including facial expression, posture, gesture and eye contact (2) para-language including vocalization, vocal qualifiers and silence. (3) environmental language means the information about space and time. (4) object language including perfume, makeup, dress and the information personal items show., Architectural design and interior decoration, etc (毕继万，1998）

With the increasing interactions between China and the United States, it is necessary to study the process of business negotiation clearly to find out how the process is influenced in perspective of nonverbal communication to guide people to achieve better negotiation. The task of this paper is supposed to illustrate differences of nonverbal communication in business negotiation between China and the United States. Based on case analysis with communication strategies, this paper describes the theoretical framework and introduces the classifications of nonverbal communication and its application to guide the business negotiation. And this paper uses many cases to illustrate the differences of nonverbal communication in business negotiation between China and the United States. Therefore, to discover the influential factors and a proper method for successful business communication is the ultimate goal and cherish of the paper.

2 Nonverbal Communication

2.1 Definition of Nonverbal Communication