商务谈判中的肢体语言(英语论文).docx

AbstractIn the current economic context of globalization, people are more and more frequently involved in business negotiations, business negotiation is one of the most popular activities under market economy conditions. Successful businessnegotiationsrequirenegotiatorstonotonlybe familiar withtherelevant lawsand businessoperationsoftheprinciple , andalso to master negotiation skills. Negotiation is communication, but are not necessarily verbal.In fact, the facial expressions, eye contact, gesture or posture of negotiations can convey more information than words. All of these non-mouth language is referred as “body language”. In business negotiations, body language plays an important role of promoting the smooth progress of the negotiations.The paper analyzes the main manifestations of body language in business negotiation, focusing on stress the importance of using body language in business negotiations.Key words: Business negotiation, Body language, EffectContents1.Introduction12.The definition and development of body language12.1The definition of body language12.2. The development of body language22.3. The bases of application of body language in business negotiation situations33.The application of the body language in negotiation33.1 Eye contact43.2 Facial expression53.3 Hands movement63.4 Posture74.The effect of the body language in negotiation84.1 Enhance the expression of sound language84.2 Replace the sound language84.3 Quickly deliver information ,increase interaction.94.4 Regulation105.The principle of the use of body language in negotiation105.1 Understand with context105.2 Principle of consistency116.Conclusion11References121.IntroductionWith the rapid development of the global economy, a growing number of international business negotiation activities has been turned up. In the emerging knowledge society, communication is the most important constituent elements. Good communicationisfundamental to the success of international business negotiations. Asacommunication tool, languageplays an important role in international negotiations,body language,however,as an complementarytool to help people complete transmission of information, and can break the language barrier. Body language as a pragmatic www.biyezuopin.cc strategy in speech communication played an importantsignificance in international business negotiations.This article analyzes information expressed by body languages in business negotiation from eye contact, facial expressions, hand movements, posture and so on. it can improvetheskillsofthe negotiators,to narrowthedistanceofthenegotiationsthe two sidesand enhance negotiation persuasion, promoting the efficiency andsuccess of the negotiations. In recent years, body language has been paid more and more attention and has become the new research object of winning business negotiation. 2.The definition and development of body language2.1The definition of body language Body language, refers to by the various movements of the body, thus instead of language in order toachieve the objective expression mean of communication. General words, body language, including theaforementioned facial; special words, body language just including expressions of the body and limbs. According to the Oxford Dictionary explains, means of non-verbal communication gestures, facialexpressions, and so on. United States linguist LarryA.Sam Ovar and co-author Richard E.Porter in their “Communication Between Culture” to define non-verbal communication: non-verbal communication includes nonverbal incentives inall exchanges, issued these factors by itself and he caused by the use of the environment, issued andaccepted and has a potential value of information.Non-verbal communication also known as “High-Context Communication” High-context was first proposed by Edward Hall. In high-context communication, most of the information is not expressed by language, but bythe communicator themselves and the effects of the external environment to express the feelings in his heart.2.2. The development of body language Early in the 19th century, Darwin had begun research on facial expression and body language.In the 1920of the 20th century, Germany psychologists published the book the Physique and Character of theKretscher marked the beginning of real to the study of non-verbal communication. In 1952, United Stateslinguist Ray L.Birdw histell in his “introduction into Kinesics” first proposeda set of non-verbal communication symbol; Another United States anthropologist Edward Hall haspublished 4 books (The Silent hidden Dim Language,The ension,Beyond Culture and the Dance of Life), have a deeper level of study of non-verbal communication. In the 1950 of the 20th century, pioneer of research on body language AerboTemai Rabin find: influence inbecoming a message generated by 7% from language (only text), 38% from the sound (including voice,tone, and other sounds), the rest of the 55% are all from the silent body language; Anthropologist Ray Birdwhistell found that in a face-to-face exchange, labguage transfer in the amount of the total amount of the share of less than 35%, leaving more than 65% of information is accomplishedthrough non-verbal communication. People will always using series of action to cope with their own conversation, compared to the language consciousness, these action is unconscious , and can more reflect inside real idea of the talking people. sowe must not onlylisten to hiswords,but also to observe each othersmannersto capturethe tracesoftheir inside activities; also can look in the research its psychological changes from each otherss attitudes. Use all of these skills, not only can we judge changes in each others thoughts, decide our side strategies, while also purposefully usesuitable words to convey information, enable negotiations to contribute to our development.2.3. The bases of application of body language in business negotiation situations Negotiationsisthetalks of the vital interests of the parties involved for a full exchange of views on issues to be solved and repeated consultations,inordertoseeek ways to solvethe problems and finally reached a agreement of cooperation. Negotiating parties have their own needs, both sides are armed with this kind of both unity and contradiction of purpose and is required to participate in the negotiations. It should not be a party to suit your interests without limits, should not also be the compromise unconditionally. Negotiations need to compromise between the two sides, but also has its own bottom line. It can be said that for himself to achieve maximum benefits, the two sides have been probing each others bottom line, and trying to cover up their bottom line. This will require negotiators to be able to accurately interpret the other persons body language, combine with language information to explore other psychological factors, mental changes, and finally to make right decisions. A study in the seventies of the 20th century, thousands of detailed observation and analysis of sales and negotiation process, its results show that 60%80% of business decisions in the negotiating table in talks was made under the influence of body language. This fully indicates that the importance of body language in business negotiations.3.The application of the body language in negotiation In business negotiations, the expression of mastering a variety of language skills are the basic requirements of each negotiator to smoothly express their real needs, information needs to have a silent language of expression combined with the audio language. Silent language is a mute in the negotiating activities associated with audio language that can communicate information express feelings by eye contact, facial expressions, physical appearance and so no. Commonbody languageinbusiness negotiationsincluding negotiation behavior, postures and facial expressions, it is an objective indictor of physical and mental state of the negotiators in the negotiation process. Business people how to completely integrate body language into negotiations and accurately understand it.3.1 Eye contact The eyes are the Windows of the soul, it is a kind of sincere, subtle silent language. To negotiators, eyes can be the most obvious, natural and accurate display of their psychological activities. In the course of negotiations, right eye should be a frank, cordial, kind and sincere. Negotiators in the talks should look at each others eyes, because gazing was earnest, serious, the other side will feel your sincerity. Sometimes, the negotiators are looking at each others eyes to the triangular area of the lips. Staring by this way will make each other feel good manners and comfort. That rationality, equality, confidence, frank with the eyes of the face or head; expressedtheirtolerance, the lovefor each otherwithoverlooking theeyes; show respect, expectations with looking up the eyes. In the process of negotiation. the length of looking the other side is important. Mostly, listening party should look at said party, eye contact with each other should not account for more than one-third of the negotiation time. If both sides in the negotiation are females, views from time to time can show a sign of respect; Ifthe negotiating partiesare closely related, may be a long time looking at each other, to narrow the psychological distance. If the person isheterosexual,binocular Visual should notlastmore than 10 minutes,stare each other for a long timecan only makestheotheruncomfortable. In the negotiations, apathetic, arrogant, tired, or shesitant eyes should not appear. And we also need to be careful not to abuse the eyes. Because this will make the other person feel you are contrived and are likely to undermine the mutual exchange and communication, affect the negotiation results. Experienced business people are good at catcging a lot of valuable information from others eye. At the same time, they will use appropriate eyes from time to time to show respect and interest in order to betterguaranteethesuccess ofbusiness negotiations.3.2 Facial expression Facial expression refers to people in social communication and business negotiations, due to the dual function of the external environment and the inner mechanisms, causing changes in facial color, luster, shrinking and stretching of the muscles, in order to tranfer information of peoples innner world and to infect others. It shows others a variety of complex changes in innner world, such as happiness, sadness, pain, fear, anger, despair, anxiety, worry, doubt in the most sensitive way. As the most expressive part of the body, the face is probably the single most important source of non-verbal communication. It is capable of conveying several emotions simultaneously. The face not only can communicate a great deal, but also seemed to be the type of non-verbal behavior that people are beat able to control. However, facial expressions should be interpreted in cultural context and with caution. Take for example smiles and laughter. Smiles and laughter usually convey friendliness, approval, satisfaction, pleasure, joy and merriment. This is generally true in China as well as the English-speaking countries. However, there are situations when some Chinese will laugh that will cause negative reactions by westerners. Here is a example, laughter and a smile leads to misunderstanding in the Sino-US negotiations. If you do not pay attention, this misunderstanding will continue to develop into a disaster. David Johnson, a United States company general manager. Zhang Hai, the general manager of a company in China, are talking about the investment in China. Everything went smoothly, until the United found Chinas apparent error of data. After careful investigation, the result is error is caused by Chinese employees. China Manager apologized and with a big smile on his face. David Johnson, suspect the sincerity apology. He rather doubted whether managers are really deal with this error seriously. It is hard for Americans believe that the Chinese people smiling or laughing means not only happy but also shows modesty or embarrassment. For Zhang, the smile displaced sincerity in apology and an important part of the responsibility. In Johnsons eyes, smiling is a sign of disrespect. In this case, the error understanding on smile makes an awkward situation got worse. Chinese companies may lose the trust of the US company. Other facial expressions also vary from culture to culture. For instance in some US businesses, it is considered acceptable to frown, swear, and yell, but not to cry. But for the Japanese, in situations of strong emotion it is considered acceptable to smile or laugh, but not to frown or cry.3.3 Hands movement Negotiation process is the process of continuously wondering each others bottom line, hide their own bottom line. Buyers will seek to reduce the price, seller will list all the data to illustrate how high is the sellers cost, how small is the profit. In the process of the psychological battles, one can carefully worded, but not consciously control body movements fully. Once the statement could follow our heart, there will be inconsistent with the language of the body movements. For example, the lie will make the nerve tissue your neck feel sensitive itchy, so people have to eliminate this discomfort by the action of rubbing or scratching. This would not only explain why people scratch our neck when wondering, it can alsoexplainwhyliarsworry aboutthelieswould be detected,theywill pull the collar frequently. When a person is angry or suffer defeat, he or she will also pull the collar away from their necks, so that cool air could flow into clothes, to cool the anger in heart. During the process of business negotiation, we should pay attention to some small movements of your opponent, to watch if they would subconsciously to took water Cup drink, with hand cover mouth, or to disguised themselves by cover mouths with cough, or touch nose, or pulled collar when refering to key problems. these small of action, most precisely reflect people in a lie, tension or anxiety psychological state.3.4 Posture The way people carry themselves communicates volumes. People from different cultures learn to sit, to walk and tostand differently. The impact of culture on non-verbal communication is so strong that even people with great experience in cross-culture communication might be unaware of how meaning of a non-verbal act varies from culture to culture. The wife of a former president of the United States was said to have shocked her Arab hosts bycrossing her legs during a public meeting, which is an indecent posture in Arab culture. Posture offers insight into a cultures deep structure. For instance, in the United States where being casual andfriendly is valued; people often fall into chairs and slouch when they stand. In many European countries, such asGermany, where lifestyle tends to be more formal, a slouching posture is considered a sign of rudeness and poormanners. Similarly, in Japan, the formality is important and the Japanese value the ability to sit quietly. They mightsee the Americans fidget and shift as an indication of lack of mental or spiritual balance. But there are similarities. For instance, even in North America, swinging a foot in interview makes negativeimpression. Also, people respond unfavorably to standing with weight back on heels and hands in pockets at workplace or sitting with feet up on the desk in office. And slouching or leaning on the lectern in business presentationmay make the audience feel that the speakers ideas area as careless as his or her posture. Generally, standing erect, shoulders back, head held high display confidence, energy, andself-assurance, whichgains more attention from the audience. And a relaxed posture, a comfortable seating position, uncrossed arms, andlack of stiffness indicate openness with no communication obstacles. On the other hand, abrupt movements, shiftingseating positions, crossed arms or legs may signal defiance, disinterest or an unwillingness to listen. Women in many settings will often hold their arms closer to their bodies than men. They will also keep their legsclose together and seldom cross them in mixed company. Good negotiators know how to use body language to their advantage. They also know how to read other peoplesbody language to gain the upper hand. Crossed arms, raised eyebrows, wandering eyes - they all mean something.Pay attention and youll be surprised what you might learn about what is really going on in the negotiationregardless of what is being said with words.4.The effect of the body language in negotiation4.1 Enhance the expression of sound language People uselanguageto communicateideas,express emotion,but oftenlythewords can not convey the accurate meaning of feelings.Therefore,we need use non-verbal behaviors to help, or to compensate for the limitations of language, or to emphasize the content expressed by words , so that your intentions are more fully expressed, more esaily understood. For example, when someone walking in the street ask you way, you point the road direction with your finger, to help each other to achieve effective communication. Focus on a narrow face-to-face communication with a variety of specific actions and facial expressions to convey the potential information, so as to achieve the sense of higher level. Meanwhile, thebody languageisasemanticmulti-functionalsystem of signs. As the core and main contents of non-language communication system, body language can convey a rich, subtl