非语言交际在商务交际中的重要性

1、The Importance of Nonverbal Communication in Business CommunicationAbstractThis paper sets out one important Business communication-Nonverbal communication and Effective of the nonverbal communication in business. Introduce some nonverbal communication in terms of ways of expressions and body langua

2、ge and so on through a lot of examples. And meanwhile, it talks about cultural differences from the views of gesture, facial expressions and so on. To face the nonverbal differences, people should pay attention to them when they are doing business with the whole world. Better communication makes bet

3、ter business. Key words: nonverbal communication; body language; ways of expressions; friendship; importance.Outline. Introduction. The relationship of nonverbal communicationIII. Characteristics of nonverbal communication3.1 Nonverbal communication is universal3.2 Nonverbal communication is differe

4、ntIV. Explain why nonverbal communication is important in business communicaiton4.1 Noverbal communication to establish image4.11 Confidence4.12 Friendliness4.13 Enthusiasm4.14 Sincerity4.2 Expressing emotions4.3 Conveying interpersonal attitudes4.4 Get informations from buyer V. Conclusion商务沟通中非语言交

5、流的重要性摘要：本文通过实例列举了非语言交流在商务沟通中的重要性和非语言交流在商务中的效果。以及在表达方式上，肢体语言等方面在商务沟通的不同，分别从手势、面部表情等的不同去论证。面对语言文化的差异，我们应该正视、理解、掌握这些差异，更好地与客户交流与沟通，以适应经济全球化。关键词：非语言交流；肢体语言；表达方式；友谊；重要性。提纲：商务沟通中非语言交流的重要性一、引言二、非语言交流和文化之间的关联。三、非语言交流的特征。1、非语言交流是全球性的。2、非语言文化是不同的。四、解释为什么非语言交流在商务中的重要性。1、非语言交流能够建立形象（1）自信（2）友谊（3）热情（4）诚信（5）外貌2、表达

6、情感3、输送人与人之间的意见4、通过非语言交流从顾客处得到信息五、结论The Importance of Nonverbal Communication in Business Communication. IntroductionSince the reform and opening up, China has developed a far closer relationship with the outside world. Statistics show that the total amount of foreign trade has increased by three tim

7、es and a half from 1980 to 2010, ranking among the top ten in the world. During the same period, China has become the second largest country to attract investors from all over the world. All these changes have provided more opportunities for the domestic enterprises to communicate perfectly with for

8、eigners from other countries. We need to understand something about the business cultures such as nonverbal communication. These are keys to success of any corporation.II . The relationship between nonverbal communication and culture Nonverbal communication is an important communicative means. It is

9、 necessary to make the relationship between nonverbal communication and culture clear. Many examples show that nonverbal communication always changes with the cultures changes. For example, in China, the young same sexual friends walk in road arm in arm, which is common for them. They are regarded a

10、s intimate friends; but in America, they will be misunderstood that they are homosexual. Different cultures have different time selection. The communicators have different concepts of body language. Different countries have different manners to meet people. Hand-shaking, kissing, and hugging are all

11、 the manners used by different counties. If the communicators think that all the nonverbal behaviors have the same meaning, they will be wrong. We should understand that the nonverbal actions might be interpreted differently in cross-cultural communication.Culture determines the distance between the

12、 communicators. However, when the cultural etiquette is the same, the space around them may vary with different people. Generally speaking, the space the rude people need is larger than that of the common people. When you talk with other people if you do not know the suitable distance between each o

13、ther, you can do sorely on the experience: if the person you talk walks close to you continually, which you may feel uncomfortable, but you can form a judgment that he wishes the distance between you two should be a little closer. Thus, you can stand there quietly and let him walk close to you. If h

14、e does not walk close to you again, this is the suitable distance between you two. On the contrary, if the person you communicate walks back all the ways, he means that the distance between you two should be a little farther. Thus you should stop walking close. In this case, the best way is that you

15、 should stand there quietly and let your counterpart to determine the size of the space. When you converse with other people, you should remember what you do, how to do it suitable, remember that the distance between talkers is relevant to the nations, age, sex, and other obvious featuresIII. Charac

16、teristics of nonverbal communication 3.1 Nonverbal communication is universalWhether in the United States, China, English or some other countries, people may have similar feelings, such as sad, pleased, angry, and tend to have similar meanings for behaviors such as crying, smiling, frowning. This pr

17、oves that though nonverbal communication has many cultural differences, it is universal. Some of the basic emotions of nonverbal behaviors are common sense in human communication. And the universal facial expressions for most of human basic emotions are produced by general and common genetic inherit

18、ance. Nonverbal communication is universal which makes the communication possible 3.2 Nonverbal communication is differentNonverbal behavior is based on different beliefs, religious, values and customs in different cultures. It has its culture specific features and is greatly affected by culture and

19、 context. We must notice that when, where, how and to whom we display our nonverbal behaviors. The nonverbal communication is conventional. Culture determines what is and what not appropriate nonverbal behavior is. For example, one culture accepts that snapping fingers to call a waiter in the gestur

20、e, but another culture may consider it is rude. Feelings of happiness exist everywhere but their expressions varied in different cultures. Each culture has its specific understanding in nonverbal behavior. What is accepted in one culture may be unaccepted in another.Gesture is the use of your arms a

21、nd hands to express an idea or feeling. Crossed arms may indicate concentration or withdrawal; a hand placed against the side of the head can imply forgetfulness; trembling or fidgeting hands sometimes indicate nervousness.All the nonverbal communication must be evaluated or interpreted within the c

22、ontext in which it occurs. Nonverbal behavior is more bound by the social context and culture for meaning. That is, there is no reference book to look up the specific meaning of a particular gesture, emotional expression, or social distance. Context determines specific meaning of nonverbal behavior.

23、 For example, looking down at the floor may reflect sadness in one situation and submissiveness or lack of involvement in another usually; the same nonverbal behavior performed in different context may receive different effect of meaning. We should realize that those we interact with would interpret

24、 meaning to our behavior in specific context and make important judgments and decisions.IV Explain why nonverbal communication is important.Nonverbal communication is important because it means primarily used to establish your image, expressing emotions, Conveying interpersonal attitudes and also he

25、lp you make better business.4.1 Noverbal communication to establish image4.11 Confidence“No one knows you like yourself.” Because this statement is true, others use your self-confidence level as a basis for determining your competence and abilities. If they perceive you to have an air of self-confid

26、ence, they believe that you perceive yourself as competent and confident. If you believe this about yourself, then others will believe it unless you prove otherwise. 4. 12 FriendlinessAnother important aspect of an effective image is friendliness. Friendly is defined as supporting, helping, or kindl

27、y. When you send a nonverbal message that you are supporting, helpful, or kind; you are considered to be friendly. When you are congenial, cordial, pleasant, or kind or to others, they are drawn to you. To be perceived this way often means that you must focus on the needs of others rather than on yo

28、ur own needs, We send nonverbal messages that say” friend” when we smile; When we have a relaxed approach; and when we desire honest, open feedback.4. 13 EnthusiasmEnthusiasm is an aspect of image that can set you apart from others. Real enthusiasm is contagious. When you enthusiastically present yo

29、ur ideas, receivers will sense your enthusiasm and feel positive about those ideas and you. When youre truly excited about an idea and eagerly present it, your feelings spread quickly to others. Smiles, raised eyebrows and eyes that are wide open and sparkle are nonverbal symbols of enthusiasm.4.14

30、SinceritySincerity is a critical part of your image. For you to be credibel, you must be perceived as sincerewhich may take time. Open, honest communication sends a nonverbal message that you are sincere. In order to declare you”sincere”, receivers need time to observe. If your actions and words con

31、trast with one another, you will be viewed as ainsincere. If they match, you are considered credible and sincere.4.15 Appearance According to research, people generally believe that well-groomed people of either gender have more socially desirable personality traits than do individuals who are poorl

32、y groomed. Thus, your appearance also is critical to your image and the expectations others will have you. The first impression others have of you is particularly important. Your dress helps to establish others first impression of you. It also is an important part of your “total package”.4.2 Express

33、ing emotionsnonverbal communication is usually used alone to express communicators happiness, sadness, indignation, astonishment, fearfulness, disappointment, tiredness, hesitation, indifferenceAll these emotions are mainly expressed through facial expressions. In a very real sense, when it comes to

34、 using our faces, we are all actors because we all wear a variety of masks. To quote the poet T. S. Eliot, “we put on, a face to meet the faces that we meet.” The importance of facial expressions in communication is well established, however, the intercultural implications of these expressions are d

35、ifficult to assess. 6 For instance, the smile, which typically expresses pleasure, shows affection, conveys politeness, or disguises true feelings. Pain is conveyed by a grimace, which also signifies disgust or disapproval, surprise, shock, or raising the eyebrows can show disbelief. A wink given to

36、 a friend may mean, “You and I have a secret” or “Im just kidding.” Between a man and a woman, a wink can be flirtatious. Our faces easily reveal emotions and attitudes. 7Many famous dramatists, dancers use facial expressions to make their dramas and dances. But the facial expressions varied between

37、 individuals and cultures. They have many functions. We must pay more attention to their cultural differences. 4.3 Conveying interpersonal attitudesIn intercultural communication, appearance and objects are important because the standards we apply and the judgments we make are subject to cultural in

38、terpretations. The first impression we make is based on the appearance or the manner in which he or she is dressed. Dress is also an important form of nonverbal communication to convey information in cross-cultural communication. The American famous politician, scientist Franklin said, “We can eat a

39、s we please, but we have to consider what impression we will leave to others when we dress.”11What kind, how much, how little of our dress is also reflection of a cultures value orientation. Different cultures have different styles of clothing. On serious occasions, it is uncivilized to dress waistc

40、oat and shorts. In a norm, nonverbal communication can well convey the information. We must make full use of it.4.4 Get information from buyerThe nonverbal messages that salespeople emit through appearance should be positive in all situations. Characteristics of the buyer, cultural aspects of a sale

41、s territory, and the type of product being sold all determine a mode of dress. In considering these aspects, create a business wardrobe that sends positive, nonverbal messages in every sales situation. Once appropriate dress and hairstyle have been determined, the next nonverbal communication channe

42、l to consider is your contact with a prospect through the handshake.Today, a handshake is the most common way for two people to touch one another in a business situation, and some people feel that it is a revealing gesture. A firm handshake is more intense and is indicative of greater liking and war

43、mer feelings. A prolonged handshake is more intimate than a brief one, and it could cause the customer discomfort, especially a sales call on a new prospect. A loosely clasped, cold, or limp handshake is usually interpreted as indicating that someone is aloof and unwilling to become involved.General

44、 rules for a successful handshake include extending your hand first-if appropriate. Remember, however, a few people may feel uncomfortable shaking hands with a stranger and of course international protocol may need to be followed in some situations. At times, you may want to let the customer initiat

45、e the gesture. Maintain eye contact with the customer during the handshake, griping the hand firmly. These actions allow you to establish an atmosphere of honesty and mutual respect-starting the presentation in a positive manner.Our last nonverbal communication channel is body movements. Body moveme

46、nts or body language generally send three types of messages: (1) acceptance (2) caution and (3) disagreement.Acceptance signals indicate that your buyer is favorably inclined toward you and your presentation. These signals give you the green light to proceed. Some common acceptance signals include t

47、hese: Body angle-Leaning forward or upright at attention. Face-Smiling, pleasant expression, relaxed, eyes examining visual aids, direct eye contact, positive voice tones. Hands-Relaxed and generally open, perhaps performing business calculations on paper, firm handshake. Arms-Relaxed and generally

48、open. Legs-Crossed and pointed toward you or uncrossed.Acceptance signals indicate that buyers perceive that your product might meet their needs. You have obtained their attention and interest. You are free to continue your planned sales presentation.Caution signals should alert you that buyers are

49、either neutral or skeptical toward what you say. Caution signals are indicated by these characteristics: Body angle-Learning away from you. Face-Puzzled, little or no expression, eyes looking away or little eye contact, neutral or questioning voice tone. Arms-Crossed, tense. Hands-Moving, fidgeting with something, clasped. Legs-Moving, crossed away from you. Proper handling of caution signals requires that the sales representative consider a number of actions. First, adjust to the situation by slowing down or departing from the planned presentation. Second, use open ended questions that en