摘  要

受国际贸易和经济全球化的影响，国与国之间的商务活动日益频繁。中国作为世界上最大的发展中国家，其与西方国家的贸易迅速发展。贸易合作和商务谈判之间的关系密不可分。在商务谈判中，人们往往把注意力集中在有声言语交际，它被认为是最重要，最直接的交际途径。然而，肢体语言却能更真实，更有效的传递一个人的情感和态度。在商务谈判中，肢体语言和有声言语交际相辅相成，是谈判者有效交际的重要途径，其在交流中提供的言语外信息是不可忽视的。本文主要采用文献综述法，在前人的经验基础上，总结出肢体语言在商务谈判中的应用。作者通过列举一系列在商务谈判中的肢体语言，从而分析它们在谈判中所表示的含义，使读者更加清楚的了解肢体语言在中英商务谈判中的应用。本文尝试探索肢体语言在商务谈判中应用，旨在增强谈判者在国际商务谈判中对肢体语言的认知，避免由肢体语言而引起的失误，从而提高商务谈判的成功率。

关键词：肢体语言;商务谈判;应用

Abstract

With the impact of international trade and global economy, the business activities among countries are becoming more and more frequent. China, as one of the biggest developing country in the world, is developing increasing quickly in trade with western countries. There is deep relationship between business negotiation and body language. People always tend to pay their attention to the verbal communication, which is considered as the most important and direct communicative method in business negotiation. However, body language is more real and effective to transfer a person's emotions and attitudes. In international business negotiation, body language and verbal communication will never be found to be separable. Body language is a very important tool and carrier for a successful communication. The information and message provided beyond language, which can never be ignored. This paper mainly uses the literature review method to summarize the application of body language in business negotiations, which bases on the experience of predecessors. The author lists a series of body language in business negotiations to analysis the meaning in business negotiation, which makes readers to understand the application of body language in business negotiation between China and England more clearly and easily. This paper attempts to explore the use of body language in business negotiations so as to enhance negotiators’ body language cognition in international business negotiations, avoid mistakes and improve the success rate of business negotiation.

Key words: body language; business negotiation; application