国际商务谈判中的非语言交际分析_英语论文

An Analysis of Nonverbal Communication in International Business Negotiations

摘要

经济全球化的快速发展使世界各国的贸易外来越来越密切，国际商务谈判也日益频繁。谈判者在谈判中往往只注重语言而忽视非语言在国际商务谈判中的作用，从而导致了非语言交际的冲突和障碍，最终使得商务沟通的质量大打折扣，错失谈判良机。本文分析和指出非语言交际的定义和分类，以及非语言交际在国际商务谈判中的运用，并通过对一些具体事例的分析研究，提出了一些避免文化冲突的方法，帮助谈判者在商务活动中更好地进行跨文化交流。

关键词：跨文化交际；非语言交际；国际商务谈判

Abstract

With the rapid development of economic globalization, the trade among nations has become increasingly close, and the international business activity has become more and more frequent. Negotiators tend to focus only on language and ignore the role of non language in international business negotiations, which leads to the conflicts and obstacles of non language communication, and makes the quality of business communication greatly reduced. Thus, people would miss an opportunity of negotiation. This paper is going to analyze the application of nonverbal communication in international business negotiations and points out the definition and the classification of nonverbal communication. Through the analysis of some concrete examples, the paper provides some effective measures to avoid cultural conflict and helps negotiators for better cross-cultural communication in business activities.

Key words: cross-cultural communication; nonverbal communication; international business negotiation

Contents

1 Introduction 1

1.1 Backgrounds of the Research 1

1.2 Purposes of the Research 1

1.3 Organization of the Research 2

2 Literature Review 2

2.1 Research Questions 2

2.2 Relevant Studies 3

2.2.1 Foreign Researches 3

2.2.2 Domestic Researches 4

2.3 Relationship between Nonverbal Communication Research and International Business Negotiations 5

3 Nonverbal Communications 5

3.1 Definition of Nonverbal Communication 5

3.2 Classification of Nonverbal Communication 6

3.2.1 Subject sends out Information 7

3.2.2 Object Presents Information 9

4 Differences of Nonverbal Communications in International Business Negotiations 10

4.1 Causes of the Differences 10

4.2 Embodiments of Differences 12

4.2.1 Different Ways of Indicating the Same Information in Different Cultures 12

4.2.2 Different Information Shown by Different Nonverbal Behaviors in Different Cultures 13

5 Ways of Avoiding Misunderstanding in International Business Communication 13

5.1 Being Aware of the Importance and Diversity of Nonverbal Communication 13

5.2 Using the Two Principles of Nonverbal Communication 14

6 Conclusion 15

References 17