Abstract 

    In international business negotiations, silent language plays a pivotal role. The true intentions of negotiators can be inferred by analyzing their nonverbal behavior. The proper use of silent language can strengthen the exchange of information, and the inadequate use of silent language may lead to conflict and misunderstanding. Based on pragmatic context theories, this paper analyzes the pragmatic elements of silent language in international business negotiations. It elaborates the intentional or unintentional nonverbal behavior when practicing international business negotiations.
    The generally used silent language in international business negotiations usually includes gestures, postures, facial expressions, silence, pitch, and pause. Proper comprehension of these kinds of silent language can help to reduce the communication barriers and improve the communicative capability of the negotiators. Accordingly, miscomprehension of them could lead to negative results. However, by making full use of the pragmatic context, we can get a clear comprehension of the interlocutors’ intension, psychological process and emotional changes, which will help us to make the proper response.

Key words: international business negotiations; silent language; pragmatic context.

摘 要

在国际商务谈判中，无声语言起着非常重要的作用。通过无声语言传达出的信息，我们可以判断出对方的真正意图，理解不可言传的交谈内容，从而帮助谈判者们做出正确的判断和及时的反应。正确的使用无声语言能起到加强交流信息的作用，而错误的使用无声语言则可能引起冲突和误解。本文以语用语境论为依据，对国际商务谈判中的无声语言进行分析，详细阐述了谈判中的非言语行为。
国际商务谈判中普遍使用的无声语言通常包括手势，姿势，面部表情，沉默，音调和停顿。正确理解这些无声语言可以帮助减少沟通障碍，提高了谈判者的交际能力。相应地，对他们的误解中可能会导致负面的结果。然而，假如充分地利用语用语境论，我们就可以获取对话者的意图，心理过程和情绪的变化，借此做出准确的判断和正确的反应。

关键词：国际商务谈判；无声语言；语用语境论