论国际商务谈判中的非言语交际_英语论文

On Nonverbal Communication in International Business Negotiations

摘要

商务谈判，是指为了达成某种商品或者服务交易，谈判双方就交易的各项条件所进行的协商活动。随着自由市场经济快速发展，商品的概念正在扩大，其中不仅包括有形劳动产品，还包括资本，技术和各种信息服务等。因此，商务谈判是交易双方为了自身的经济利益和满足对方的需要而进行的商品形态的交易协商，如商品供需谈判、投资谈判、服务提供谈判、技术引进与转让谈判等。

鉴于商务谈判日渐突出的重要性，对于商务谈判的非言语行为分析也显得非常必要。本次课题对非言语行为在国际商务谈判中的应用加以研究和分析，有利于商务谈判者掌握更加精确的谈判技巧，提升自己的谈判业务水平，促进国际商务谈判的成功，为公司带来更大的利益，这具有非常重要的现实意义。此外，对于非言语行为在国际商务谈判中应用的研究，也能够丰富目前的研究进展，为他人提供有效地参考价值。

关键词：非言语交际; 国际商务谈判; 应用

Abstract

Business negotiation refers to the negotiators between the two sides of the negotiations for the accomplishment of a commodity or service selling and purchasing under different environments. As free market economy develops rapidly nowadays, the concept of commodity is extending, which contains capital, labor, technology and a variety of services etc. Thus, business negotiation is mainly related to variety of goods trading, composing of commodity supply and demand for negotiations, technology transfer and introduce for negotiations and invest for negotiations and so on. 

Because the importance of business negotiation is becoming more and more prominent, it is necessary to analyze the non - verbal behavior of business negotiation. This paper basically takes a study and analyzation on the application of nonverbal behavior in international business negotiations. It is conductive to business negotiators to master more accurate negotiation skills and to improve their level of business negotiations. At the same time, it can assure the accomplishment of international business negotiations to bring greater benefits to the company. This has a very important practical significance. In addition, the research on the application of nonverbal behavior in international business negotiations can enrich the current research progress and provide effective reference value for others. 

KeyWords:Nonverbal Communication; International Business Negotiation; Application

Contents

Acknowledgment i

Abstract & Key words in English ii

Abstract & Key words in Chinese iii

Introduction 1

1. Introduction to Nonverbal Communication 2

1.1 The Definition of Nonverbal Communication 2

1.2 Classification of Nonverbal Communication 2

2. Introduction to International Business Negotiations 3

2.1 Definition of International Business Negotiations 3

2.2 Stage of International Business Negotiations 4

2.3 Major Elements of International Business Negotiations 5

2.4 Influences of Nonverbal Communication  in IBN 7

3. Applications of Nonverbal Communication in IBN 9

3.1 Eye Contact 9

3.2 Gesture 10

3.3 Message of Space 10

3.4 Message of Time 12

Conclusion 13

References 15