浅析商务谈判中非语言交际的重要性_英语论文

A Brief Analysis of the Significance of Nonverbal Communication in Business Negotiation

摘要

随着经济活动的快速发展以及贸易和商业的日益紧密，商务谈判已成为现代社会必不可少的一部分。从本质上说，商务谈判是跨文化商务交际活动。非语言交际作为言语交际的必要补充，在商务谈判中发挥着极其重要的作用。在某些情况下，非语言交际甚至大于语言交际的功能。随着越来越多的跨文化商务谈判失败，人们逐渐意识到，主要的原因是忽略了彼此的文化背景和文化差异。

交际分为两种类型：语言交际和非语言交际。在交际过程中对于非语言交际的忽视，往往会造成交际过程的不完整。非语言交际主要由体态语、副语言、客体语和环境语所组成。本文主要讨论其概念与分类，并着重分析中西文化背景在巨大差异下的商务英语谈判中非语言行为表露信息的各种差异。本文旨在帮助人们更好地了解商务谈判中非语言交流的重要作用,从而最终达到提高谈判效率的目的。

关键词：非语言交际；商务谈判；文化差异

Abstract

Business negotiation is becoming a necessary part of modern society with the rapid development of economic activities and the increasingly close trade and business. In essence, business negotiation is intercultural business communication activity. As the necessary complement of verbal communication, nonverbal communication plays an extremely vital role in business negotiation. Nonverbal communication even functions more than verbal communication in some cases. With more and more cross-cultural business negotiations failing, people gradually realize that the main reason is ignoring each other’s cultural background and cultural differences.

Communication can be divided into two categories: verbal communication and nonverbal communication. However, the ignorance of nonverbal communication usually results in the incomplete process of communication. It mainly includes body language, paralanguage, object language and environmental language. This paper aims to discuss the concept and classification of nonverbal communication, and focuses on the analysis of Chinese and Western cultural backgrounds in huge differences when the nonverbal behavior demonstrates information in Business English negotiations. The purpose of this paper is to help people understand the application of nonverbal communication and achieve the purpose of increasing the negotiating efficiency in business negotiation.

Key words: nonverbal communication; business negotiation; cultural differences

Contents

1 Introduction 1

2 Basic Contents of Nonverbal Communication and Business Negotiation 2

2.1 Nonverbal Communication 2

2.1.1 Definition 2

2.1.2 Importance and Functions 4

2.1.3 Classification and Process 5

2.2 Business Negotiation 6

2.2.1 Definition 6

2.2.2 Business Negotiation Process 6

3 Analysis of Nonverbal Communication in Business Negotiation 7

3.1 Body Language 7

3.1.1 Eye contact 8

3.1.2 Facial expression 8

3.1.3 Gesture 9

3.1.4 Posture 9

3.2 Paralanguage 10

3.2.1 Silence 10

3.2.2 Turn-taking 10

3.3 Object Language 11

3.4 Environmental Language 11

3.4.1 Space 12

3.4.2 Time 12

4 Cultural Causes for Differences in Nonverbal Communication 14

5 Conclusion 14