Abstract:

Body language exerts an important effect on the development of business negotiation under the Chinese and American cultural backgrounds. This paper analyzes the basic principles of using body language in international business negotiations, and the information conveyed by different kinds of body language as well. It will help with good performance and effectiveness of body language in business negotiation. In addition, the study of body language can be applied in Chinese-American business negotiation so as to improve the negotiation efficiency of Chinese enterprises and to fight for initiatives and beneficial challenges in future international business negotiations.

Key words: body language; business negotiation; Chinese and American cultural backgrounds

摘要：

身体语言对推动中美不同文化背景下的商务谈判的进程有着重要作用。本文旨在通过对国际商务谈判中身体语言运用的基本原则及常见的几种身体语言所传达的信息进行分析，从而实现身体语言在中美商务谈判中的有效运用，帮助中国企业在未来的国际商务谈判中，提高谈判效率，争取更多的主动权和胜算。

关键词：身体语言；商务谈判；中美文化背景

1．Introduction
1.1 Definition of Body Language
Body language refers to some non-verbal body symbols including eye contact, facial expression, body gestures, postures and space distance; it is an important communication style. In the 19th century, Charles Darwin started the study of facial expression and body language; in 1950s, Albert Michael Rabin, a pioneer studying body language, found that 7% of the information conveyed comes from language (words), 38% comes from voice, and the rest comes from body language. The anthropologist Ray Birdwhistell found that “the information amount conveyed by language is less than 35% in the total information amount, and the left is accomplished by body language.”