Abstract

With the integration of global economy, people are more and more frequently involved in international business negotiations. Successful business negotiations require negotiators not only to be familiar with principles of negotiating, relevant laws and business knowledge, but also to master negotiating skills. Nonverbal communication, as a special part of communication, plays a significant role in international business negotiations, because nonverbal communications are mostly unconscious behaviors from inner heart. And compared with verbal communication, nonverbal communication can more accurately and really convey information and emotion, and has decisive functions in context.
This thesis is divided into four parts. The first part explains the definition and characteristics of nonverbal communication. The second part divides nonverbal communication into four types: facial expressions, body languages, boundaries and paralanguage. The third part investigates functions of nonverbal communication in international business negotiations, including reinforcement, substituting, regulating and complement. The fourth part puts forward nonverbal communication skills in international business negotiations. Through analyzing nonverbal communication in international business negotiations, the thesis enables international business negotiators to accurately judge the true intentions of the other party, realize inexpressible communication content, promote the smooth progress of negotiations, and finally win in negotiations.

Key words: nonverbal communications; international business negotiations; functions

摘  要

随着全球经济一体化，人们越来越频繁地参与到国际商务谈判中。成功的国际商务谈判要求谈判人员不仅要熟知谈判原则，相关法律和商务知识，而且要掌握谈判技巧。非语言交际作为交际中一个特殊部分，对国际商务谈判起着重要作用，因为非语言大都是发自内心深处的无意识的流露。同语言交际相比,非语言交际能更准确真实地传递信息和情感,在语境中具有决定性的意义。
本文分为四部分。第一部分解释了非语言交际的定义和特征。第二部分把非语言交际分为面部表情，身势语，界域和副语言四大类别。第三部分研究了非语言交际在国际商务谈判中的功能，包括强化，替代，调整和补充。第四部分提出了在国际商务谈判中非语言交际的使用技巧。通过分析国际商务谈判中的非语言交际，论文能够使国际商务谈判者准确判断对方的真实意图,体会不可言传的交际内容，促进谈判进程的顺利进行，并最终赢得谈判。

关键词：非语言交际；国际商务谈判；功能