Abstract:

Verbal communication and nonverbal communication are the two major forms of human communication. In daily communication, people often pay attention to verbal communication, while ignoring that the communication also relies on non-verbal symbols. With the increasingly frequent exchanges and trade between China and the United States, the business negotiation has become an integral part of global economic activity. Non-verbal factors are one of the main causes for misunderstanding and cultural conflict. Firstly, under the background of economic globalization, this paper gives the definition of nonverbal communication and business negotiation. Secondly, from the Sino-US daily communication, the most basic nonverbal symbols are the main study objects. The contrastive study in Sino-US business negotiation is based on three categories of nonverbal communication, namely, kinesics, paralanguage and environmental language. Then, strategies are put forward for differences of nonverbal communication between China and United States due to different cultures so as to improve people’s ability in Sino-US business negotiations and propel mutual benefit and win-win situation.

Key words: nonverbal communication; business negotiation; culture

摘要：

言语交际和非言语交际是人类交际的两种主要的形式。在日常交际中,人们往往只注重言语交际, 却忽略了交际还需要依靠非言语符号。随着中美两国人民交流和贸易往来的日益频繁, 商务谈判成为全球经济活动不可或缺的一部分。非言语因素是引起交流误解、文化冲突的重要原因之一。本文首先在经济全球化背景之下对非言语交际以及商务谈判进行了定义，其次从中美日常交际中，以最基本的非言语符号为研究对象，以非言语交际的三个范畴,即身势语、副语言、环境语言为基点进行中美双方商务谈判的对比,然后针对由于中美文化不同而产生的非言语交际差异提出有效的应对策略。通过这篇论文，希望人们能够提高中美商务谈判的能力，促进互利共赢。

关键词：非言语交际；商务谈判；文化

Introduction
As we enter the 21stcentury, with the rapid development of economic globalization and information technology, cooperation and business negotiation between countries are increasing frequently. There are more and more communications between different nations and different cultures. Since China entered the World Trade Organization in 2001, established economic relations with many countries, the importance of international business negotiation is obvious.
Verbal communication and nonverbal communication are the two major forms of human communication. In daily communication, people often pay more attention to verbal communication, while ignoring the fact that the whole process is not only occupied by the verbal communication, but also by nonverbal communication. The nonverbal communication still plays an important role in international business negotiation. Non-verbal cues are one of the main causes for misunderstanding and cultural conflict. Most of the time, differences in cultural or racial views will result in some problems.