A Study of Body Language Implications in Business Negotiation_英语论文

摘要

随着全球化的出现，中西方的贸易往来日益频繁。商务谈判也被越来越多的人重视，其中肢体语言在商务谈判中起着不可忽视的作用。然而中西方文化差异容易使谈判者误解异国肢体语言暗示，从而影响其判断能力。为了有更好的谈判过程及结果，谈判者们必须了解肢体语言，并且着重了解肢体语言暗示体现的五个方面，即：眼神、面部表情、手势语、姿势语和接触。笔者通过收集文献、研究案例，深刻分析肢体语言及文化差异产生的不同的肢体语言暗示。笔者认为：为了提高商务谈判的效率，谈判者必须首先了解肢体语言，然后了解不同文化间肢体语言暗示的差异，从而能更好地在商务谈判过程中使用肢体语言。

关键词：肢体语言；商务谈判；暗示；文化差异

Contents

摘  要 I

Abstract II

1 Introduction 1

1.1 Background and Significance of the Study 1

1.2 Definitions of Body Language and Business Negotiation 1

2 Literature Review 2

2.1 Previous Studies Abroad 3

2.1 Previous Studies in China 3

3 Body Language Implications in Business Negotiation 4

3.1 The Characteristics of Body Language 4

3.1.1 Automaticity 4

3.1.2 Cultural Differences 4

3.1.3 Intuitive and True 4

3.2 Body Language Implications in Business Negotiation 5

3.2.1 Eye Contact 5

3.2.2 Facial Expressions 6

3.2.3 Gestures 7

3.2.4 Posture 7

3.2.5 Touch 8

4 Application of Appropriate Ways of Using Body Language in Business Negotiation 8

4.1 Causes of Different Body Languages in China and the West 8

4.1.1 Different Traditional Cultures 8

4.1.2 Different Ethnic Character Traits 9

4.1.3 Different Social Customs 9

4.2 Proper Ways of Using Body Language in Business Negotiation 10

4.2.1 Attention to Their Own Body Language 10

4.2.2 Ready before the Business Negotiation 10

4.2.3 Message to the Other Party 10

5 Conclusion 11

References 12