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淮 阴 工 学 院毕业论文开题报告学 生 姓 名:朱文茜学 号：1101901206专 业:英 语T i t l e :The Role of Body Language in International Business Negotiation论 文 题 目:身势语在国际商务谈判中的作用指 导 教 师:郑艳霞 2014年2月27日 毕 业 论 文 开 题 报 告1文献综述（结合课题情况，根据所查阅的文献资料，用英文撰写1000字以上的文献综述）Literature ReviewTrading between countries is getting a further development in an increasingly global economy. But doing business becomes much more complex. Under the background of intercultural communication, conflicts are inevitable among people who hold different values and customs from each other. Being a means of adjusting and accommodating these conflicts of economic interests and an important content of international business activities, international business negotiation is indispensable. Though negotiators basically talk to communicate, nonverbal language such as body language can not be ignored. Because body language is more reliable and efficient as it generally is very difficult to fake while lies can be easily told through teeth. When dealing with business negotiations knowing what the other party is really thinking is of great importance. So it is necessary to make a study on body language and to explore its role in international business negotiation. Before working on this subject, I have read several relative papers and concerning books and articles for references. Below is a brief description :A lot of researches have been done on body language and its role in international business negotiations. For example: A Research into International Business Negotiation (2011) written by Xiong Xiaoman; Negotiating For Dummies (2007) written by Michael C. Donaldson; Body Language and Intercultural communication (2005) written by Li Na; Body Language in Intercultural Communication (2013) written by Ni Hong; Body Language and International Business Negotiation (2005) written by Liu Baiyu.In A Research into International Business Negotiation (2011), Xiong Xiaoman tries to define international business negotiation and indicates that compared with the general business negotiation, international business negotiation is far more challenging because the negotiating parties belong to different cultures and do not share the same ways of thinking, feeling or behaving. Xiong Xiaoman also points out that to people from low-context culture, 毕 业 论 文 开 题 报 告Body language is secondary to the message itself because they tend to explain all in great detail, being much more precise in communication, while to people from high-context culture body language matters a lot, for their communication generally are imprecise and they pay much attention to the person delivering the message. In addition, Xiong Xiaoman argues that negotiators from different cultures are different types of negotiators task-driven negotiators or relation-driven negotiators, and expect different negotiation outcomes either the win-lose mode or the win-win mode.In Negotiating For Dummies (2007), Donaldson mainly studies on the cultural differences of body language. He indicates that before negotiating with someone from other culture one needs to study up on how people in the other culture use body language to avoid inadvertently insulting the opposite member. Donaldson also explores the ways to decipher others body language and the skills of negotiating with different people in diverse types of negotiation by using the knowledge of body language to gear a negotiation up for success. Donaldson notes that to be a receptive negotiator is more likely to achieve successful negotiation for body language is contagious performance showing readiness to listen and openness to ideas influence the counterparts to be and do the same. Body Language and Intercultural communication (2005) by Li Na makes an analysis of body language and its influences on intercultural communication. The author explores the definition and classification of body language, as well as its nature, that is, body language is a kind of complementary language and is an important carrier of information. Moreover, Li Na shows how body language is related to culture and how it influences intercultural communication. The paper also analyzes the characteristics of body language commonality, polysemy, multiplicity and credibility and focuses on the polysemy side of body language and the conflicts it may lead to on the basis of different cultures. The differences between body language and verbal language are discussed as well. In Body Language in Intercultural Communication (2013), Ni Hong mainly talks about the six cultural characteristics and the functions of body language. The six characteristics are extensiveness, intuitiveness, emotionality, dependency, polysemy and contemporaneity; the 毕 业 论 文 开 题 报 告functions are to repeat, complement, substitute, negate and harmonize the verbal message. It also mentions the concept of body language. Taking Chinese and Thai body languages as example, this paper emphasizes the concrete meaning of the polysemy quality of body language in terms of sign language, gestures or movements, facial expressions and physical contacts. The paper, moreover, makes a study on how barriers in body language communication come into being in intercultural communication and how to break down these barriers.Body Language and International Business Negotiation (2005) by Liu Baiyu studies body language in the circumstance of international business negotiation. The author defines body language and international business negotiation, and describes international business negotiations characteristics communicativeness and internationality. Body Languages qualities of synonymity and polysemy are discussed with the emphasis on the quality of polysemy in international business negotiation. Whats more, Liu Baiyu makes researches on five parts of body language involved in international business negotiation, i.e. language of sight, gesture, face expression, proximics and silent language. The information mentioned above is of great value to my study. After a general review of the achievements and studies on this subject, I understand body language and its role in international business negotiation better. I have learnt what body language is, how to classify body language and what use body language has. I also have learnt the cultural commonality and differences of body language and how the differences influence international business negotiation negatively. Whats more, I have got a better idea about how to decipher a persons body movements in international business negotiation and how to act towards different people in different types of international business negotiation to promote its success.毕 业 论 文 开 题 报 告References 1 Donaldson, Michael C. Negotiating For Dummies M. Indianapolis: Wiley Publishing, Inc., 2007. 2 Liu Baiyu. Body Language and International Business Negotiation J. Market Weekly, 2005, (8): 47-48.3 Li Na. Body Language and Intercultural communication D. Master thesis, Linguistics Department, Heilongjiang University, 2005.4 Li Xiaojie. A Study on the Application of Nonverbal Communication in Cross-cultural Business Negotiation D. Master thesis, English Linguistics and Literature Department, Northeast Forestry University, 2012.5 Liu Yanchao. The Analysis of Body Language in intercultural Communication D. Master thesis, Foreign Linguistics and Applied Linguistics Department, Guangxi University, 2003.6 Ni Hong. Body Language in Intercultural Communication D. Master thesis, Department of Education, Shaanxi Normal University, 2013. 7 Xiong Xiaoman. A Research into International Business Negotiation D. Master thesis, English Language and Literature Department, School of Foreign Language Central China Normal University, 2011.8 黄悦. 跨文化交际中的非言语交际行为研究D. 硕士学位论文, 语言学及应用语言学系, 辽宁师范大学, 2012.9 李之松. 基于东西方文化差异的国际商务谈判风格J. 河北联合大学学报, 2013, (6): 59-62.10 刘刚. 影响商务谈判者情绪的因素D. 硕士学位论文, 贵州师范大学, 2004.11 潘克. 体态语的交际功能及英汉体态语的文化差异J. 镇江高专学报, 2003, (3): 20-22. 毕 业 论 文 开 题 报 告2. 本课题要研究或解决的问题和拟采用的研究方法My title is “The Role of Body Language in International Business Negotiations”. The main task that I will accomplish in this paper is to explore body language and its role in international business negotiation, as well as the skill of using body language in international business negotiation to achieve success.In the first part, I will introduce the background, definition, and the classification of body language. In the second part, I will expound the characteristics and functions of body language. Then, in the next part, I will analyze the quality of synonymity and polysemy of body language and how the polysemy quality affects international business negotiation with examples. In the last part, Im going to discuss how to decipher different kinds of negotiators body language in different types of negotiation and how to make use of body language to promote the success of international business negotiation. My study will be based on the information I have searched from the books and the Internet.Through analyzing the effects of body language in international business negotiation and the ways of exploiting body language to advance successful international business negotiation, this paper aims at arousing negotiators awareness of the significance of body language in international business negotiation, and providing them with the required skill of effective body language reading and using in international business negotiation. The major research methods that will be emp