The Application of Body Language in International Business Negotiation_英语论文

摘要

随着经济全球化的迅猛发展，肢体语言在国际商务谈判中有重要作用。肢体语言包含面部表情，手势，肢体动作等,作为一个语用策略，这是对语言社交的一种增补，替换和调整，表达出更深层的含义。正确的肢体语言能帮助商务人员避免不必要的错误，读懂对手的隐藏信息，从而处于有利地位，获得成功。不恰当的肢体语言则有可能毁坏所有努力。本文主要讨论肢体语言在国际商务谈判中的运用。通过对肢体语言的研究，作者陈述了其定义，作用和含义。本文帮助商务人员有效地阅读和使用肢体语言，理解不同文化背景下的肢体语言差异。随着中国和其他国家间商务谈判的日渐频繁，作者强调了国际商务谈判中学习，阅读和使用肢体语言的重要性和必要性。

关键词：肢体语言；国际商务谈判；运用；文化差异

Contents

摘  要 I

Abstract II

1 Introduction 1

1.1 The current situation of international business negotiation 1

1.2 The research about body language 1

1.3 The significance of the topic 1

2 The Overview of Body Language 2

2.1 The definition of body language 2

2.2 The functions of body language 3

3 The Application of Body Language in Negotiation 4

3.1 Facial expressions 4

3.1.1 Lips & mouth 4

3.1.2 Smiles 4

3.2 Body postures 5

3.3 Gestures 5

3.3.1 Palm 5

3.3.2 Fingers 6

3.4 Eye contact 6

3.4.1 Eye movement 6

3.4.2 Blinking 6

3.5 Personal space 6

4 The Influences of Cultural Differences in Body Language 7

4.1 Personal styles 7

4.1.1 Individualism and collectiveness ( consensus and decisiveness) 7

4.1.2 Egalitarian and hierarchical 7

4.1.3 Result-oriented and process-oriented 8

4.2 Body language 8

5 The Importance and Principles of Body Language in International Business Negotiation 9

5.1 The importance of studying body language 9

5.2 The principles to use body language 10

6 Conclusion 11

References 12