中美跨文化商务谈判中身势语的对比研究_英语论文

A Contrast of Body Language in Business Negotiations between China and  America

摘要

国际商务谈判是跨国界的商务沟通.此种商务沟通是通过语言和身势语两种形式来完成的，身势语在不同国家表示的意义往往不同。熟悉身势语差异，谈判就能成功；不熟悉身势语差异，谈判就注定失败。所以本文主要是写中美商务谈判中身势语的不同，引起这些不同的原因以及减少这种的方法。

关键词：身势语；差异性；商务谈判；冲突

Abstract

International business negotiation is a cross-national business communication. This kind of communication is accomplished by verbal and non-verbal, Body language in different countries has different meanings. If you know difference of body language, you will make a successful negotiation, but if you know nothing, you will be doomed to make unsuccessful negotiation. This essay mainly introduces the differences of body language in business negotiation between China and America, causes of difference of body language between China and America, and the ways of reducing conflicts in Sino-US negotiation.

Keywords: body language; differences; negotiation；conflicts

Contents

1. Introduction……………………………………………………..………1

2. Literature Review…………………………….…………………………2

3. Definitions...............................................................................................2

3.1 The definition of cross-cultural communication………………………...2

2.2The definition of body language…………………….…………................3

2.3The definition of business negotiation……….……………...……………3

4. Conflicts of Body Language in Sino-US Business Negotiations…4

4.1Gesture……………………………………………………………………4

4.2 Eye contact…………………….…………………………………………5

4.3Facial expression……………………………….…………………………6

4.4 Physical distance……………………………………………………........7

4.5 Silence……………………………………………………………………8

5. Causes of the Conflict in Body Language in Sino-US Business Negotiations……………….…………………………………………………9

5.1 Values…………………………………………………………………… 9

5.2 Social ritual…………...………………………………………………….9

6. Suggestions to Reduce the Conflicts in Sino-US Business Negotiations…………………………………………………..………10

6.1 Forming the awareness of cross-cultural communication……………...10

6.2 Having a tolerant attitude………………….……………………………11

7.Conclusion……………………….………………………….……………12

Works Cited……………………………………………………………......12