摘  要

本文主要围绕商务谈判中的体态语以及文化对它的影响进行探讨研究。在商务谈判中,体态语至关重要。我们可以通过语言表达自己，也通过体态语表达自己。然而，不同的文化使我们对体态语有不同的理解和运用。对体态语的误解会带来不必要的麻烦。因此，充分地理解和有效运用体态语可以使协商者处在有利的位置。此篇论文旨在分析在商务谈判中文化对体态语的影响。
本论文由七部分组成。第一部分为引言，简要的介绍了论文的背景信息，不同的文化使我们对体态语有不同的理解和运用。第二部分对体态语进行了简要的回顾，包括体态语的定义、国际商务谈判的定义和对中西体态语的回顾。第三部分介绍了体态语的分类，包括面部表情、姿势、手势、眼神交流和接触。第四部分以中国、美国和法国为例探讨了中西不同的商务谈判风格。第五部分从文化价值观、宗教、时间观念和习俗等角度阐述了商务谈判中文化对体态语的影响。第六部分从理解文化差异和培养跨文化谈判意识给出了跨文化商务谈判的启示。第七部分为论文的结论部分，指出了论文的研究启示与不足之处。

关键词：文化；文化差异；体态语；商务谈判

Abstract

This paper mainly focuses on the research of body language in business negotiation and the cultural impact on it. Body language plays a significant role in business negotiation. We express ourselves with body language as well as words. However, different cultures lead to different understanding and using of body language. The failure to understand body language will bring unnecessary contradiction. Thus, a good understanding and an effective use of body language can help negotiators stand in a good position. This paper, which refers to international business negotiation, intends to analyze cultural differences of body language.
The thesis consists of seven parts. Part one is the introduction which briefly introduces the background information of the thesis, different cultures lead to different understanding and using of body language. Part two is a brief review of body language, including the definition of body language, the definition of international business negotiation and the review of Chinese and western body language. Part three introduces the classification of body language, including facial expression, posture, gesture, eye contact and touch. Part four explores different Chinese and western business negotiation styles with China, America and French as example. Part five elaborated the impact of culture on body language in business negotiation from the perspectives of cultural value, religion, time concept and custom. Part six presents the implications for international business negotiation from understanding cultural differences and developing cross-culture negotiation awareness. Part seven is the conclusion of the thesis, pointing out the implications and the limitations of the research

Key words: culture; cultural differences; body language; business negotiation

1 Introduction

Body language, which belongs to non-verbal behavior, plays an important part in business negotiation. The entrance of WTO increases the opportunities of international business negotiation in china. Generally, many people pay more attention to verbal communication but neglect the importance of body language. As a matter of fact, they often communicate non-verbally without consciousness.