nonverbal-communication-in-business-negotiation

1、AbstractWith the construction of the Belt and Road Economic Belt, China boost the relations with neighboring countries and they are closer and closer, at the same time trade cooperation has also increased. International business negotiation haves a significant impact to todays intercultural exchange

2、s and cooperation. It is not a simple form of intercultural communication. In business negotiations, people are inclined to pay more attention to verbal communication and ignore non-verbal communication. In fact, understanding and mastering non-verbal communication often plays a crucial part in the

3、success of negotiations. During the negotiation process, the mentality of both parties will rise and fall with the tension of the negotiations, and will be expressed through non-verbal communication methods such as facial expressions and body movements. This paper starts with four aspects: body lang

4、uage, environmental language, paralanguage and object language. It combines case analysis of the role of nonverbal communication in business negotiations and how people should avoid wrong nonverbal communication behavior in negotiation.Key words: Nonverbal Communication; Business Negotiation; Cultur

5、al Differenceiii摘 要 随着一带一路经济带的建设，我国与周边各国的关系越来越紧密，贸易合作也随之增加。国际商务谈判对当今的国际交流与合作的影响愈加重要，它并不是一种简单的的跨文化交际形式。在商务谈判中，谈判者通常情况下会更关注语言交际，而未关注非语言交际所起的作用，而在实际情况中是否知道非语言交际的技巧对于谈判的成败起着重要的作用。谈判过程中，双方心态会随着谈判的紧张而跌宕起伏，并通过面部表情、身体动作等非语言交际手段表现出来。本文将从体态语、环境语、副语言、客体语四个方面入手，结合案例分析非语言交际在商务活动中的作用以及人们应如何避免谈判中的错误非语言交际行为。关键词：非语言

6、交际；商务交流；文化差异ContentsAbstracti摘 要ii1.Introduction11.1 Background11.2 Outline21.3 Methods21.3.1 Literature Review Method21.3.2Qualitative Analysis21.3.3 Comparative Study Method22.Literature Review32.1 Nonverbal communication abroad32.2 Nonverbal communication in China42.3 International business negot

7、iation53.Analysis63.1 Body language63.2 Environment language83.2.1 Time Message83.2.2 Space Message93.3 Paralanguage113.4 Object language124Case Analysis135. Conclusion15References16Acknowledgements18i1. IntroductionFrom this part, we will briefly learn the background, organization and methods of th

8、is thesis.1.1 BackgroundWhen we enter the 21st century, globalization is no longer a fashion, but a very common thing. Economic globalization continue to develop, information technology and telecommunications are advancing by leaps and bounds, giving new impetus to the construction of the Belt and R

9、oad, the increasing business journey has allowed people to deal with business in a smaller world, but the cultural and emotional distance between merchants from different cultures has not shortened. In fact, this emotional distance will eventually expand, and we can see it from immigrants in the Uni

10、ted States. These immigrants come from different corners of the world. After years of cultural confrontation and interaction, they have not been absorbed by the mainstream culture of the United States. In fact, the racial awareness of immigrants is even stronger. This also applies to businessmen fro

11、m different cultures: a new culture is about to take shape. In todays cross-cultural business exchanges, merchants will be in a more face-to-face confrontation. Cultural awareness will be stronger through each others confrontation. Cultural differences will inevitably lead to communication misunders

12、tandings and communication conflicts. This is not conducive to dealing with business. For the benefit of business communication tasks, business people will think of ways to deal with these misunderstandings and conflicts. The goal is to adapt them to this new culture a culture that exists in cross-c

13、ultural business negotiations.Nonverbal communication is a kind of the most important strategies applied to this situation. Communicating with language, people know that communication involves verbal language and non-verbal behaviors. Its obvious that verbal communication has long been known to peop

14、le, but non-verbal communication as a necessary part of communication is often overlooked by people because of its implicitness. We send and receive non-verbal message for countless times in a single day, and it serves the functions of reiterating, complementing, replacing, regularizing and negating

15、 verbal communication in cross-cultural communication. Non-verbal communication has an irreplaceable role in business communication. It is an important means for people to exchange ideas and emotions. At the same time, they can also strengthen and supplement language expression skills and make commu

16、nication more fluent.1.2 OutlineThe dissertation is partitioned into five parts.Part one simply states the research background, significance, research gap and outline.The second part narrates the review of literature which includes nonverbal communication and international business negotiation abroa

17、d and at home.Part three is the principal part of the thesis. It mainly analyzes the cases by books.Part four is case analysis.Part five is about conclusions.1.3 MethodsThere are three research methods used in this thesis:1.3.1 Literature Review MethodIn this paper, involved literature is to be fill

18、y reviewed on the nonverbal communication and international business negotiation 1.3.2 Qualitative AnalysisThis mean is to be used in the qualitative analysis of the research objects, and analyzes the reasons behind them by collecting them.1.3.3 Comparative Study MethodThe comparative study method i

19、s to be applied in this paper to discuss the differences of nonverbal behaviors with varying cultural backgrounds.2. Literature ReviewFor this part, we will learn the literature review of nonverbal communication and business negotiation.2.1 Nonverbal communication abroadNonverbal communication has a

20、 relatively short history compared with verbal communication. Peter F Drucker (1909-2005) has ever said that listening and understanding what isnt said was the most important thing during we communicate with others. Its regarded as the true citing that states the two categories of communicationverba

21、l and nonverbal. Darwin began the scientific study on nonverbal behaviors. He wrote a book in 1872. Its name was The Expression of The Emotion in Man and Animals. In this book, Darwin methodically working over and depicting in detail how human beings and animals express feelings. Therefore, this boo

22、k was regarded as the most mighty scientific work conducted the study on nonverbal behaviors ahead of twentieth century.In the 1950s, the research on nonverbal behaviors developed boomingly. Edward T. Halls Silent Language is one of the most eminent masterpieces. Nonverbal Communication: Notes and V

23、isual Perception of Human Relations published in 1956 and it was the first book having the title by using the term nonverbal communication. Ruesch and Kees stated the origins, utilization and coding of nonverbal communication in the book.In the 1960s, the study of nonverbal communication had a boomi

24、ng development. At that time, scholarly person study on postures and motion from any part of peoples body.In the 1970s, there are lots of works and research findings. Fast Body Language which was regarded as landmark event presented the skills of accounting messages behind the nonverbal communicatio

25、n and holding body actions and gestures. The 1980s has a further develop. Hickson and Stacks wrote a book. And the book named Nonverbal Communication: Studies and Application discussed that whatever the speakers purpose and intention are, nonverbal communication happened when the message was meaning

26、ful.Nonverbal behaviors can express the information in the interests of transmitters and acceptors. No matter what people realize, it includes the whole incetives that can express communicative informations.2.2 Nonverbal communication in ChinaThe origin of nonverbal behaviors dated back to Spring an

27、d Autumn period. The Analect of Confucius: Local Communities (2012) introduced that he advised diverse proper behaviors should suit various situations. In the 1980s, the study was increasingly developed. A large amount of foreign books were brought into China. Geng Erling written a book named An Int

28、roduction about Body Language which introduced the social actions, features, exercise and adhibition skills of body language. Fan Yunhua combined the findings on body language in China with the findings abroad in his book Practical Body Language, meanwhile he took a full consideration of Chinas situ

29、ation and discussed how to show the meaasges interpreted by body language and how to use it based on the study of many examples in social situations. During the 1990s, nonverbal communication had a booming achievement. Hu Wenzhong and Bi Jiwan made account of intercultural nonverbal behaviors. Inter

30、cultural Nonverbal Communication by Bi Jiwan published in 1999 stating the categories of nonverbal communication including body language, environment language, paralanguage and object language.Li Jiequn introduced in An Introduction to Nonverbal Communication how nonverbal communication express mean

31、ings from nine views, such as facial expression, eye contact, hand gesture, time message, space distance, etc.These scholars did lots of contribution to the study of nonverbal communication and lay a solid foundation. However, as can be seen above, the express rules of nonverbal behaviors have cultu

32、ral diversities. There are many explanations for the definition, types, and functions of nonverbal behaviors, especially in China and the United States, but there are still some shortcomings in the application of nonverbal behaviors in business negotiations, especially in China and the countries alo

33、ng the Belt and Road.2.3 International Business Negotiation There are a large number of scholars who translated books brought from foreign countries into Chinese. Global Business Negotiation-A Practical Guide was translated by Kong Lin and Xiang Juan is a typical book. Zhao Shufeng translated B. Cul

34、lens book named Multinational Management: A Strategic Approach. It is undeniable that Chinese scholars contributed a lot to the study of international business negotiation. Besides, they study on this subject based on the cultural multiplicity. Most scholars studies and dissects business negotiation

35、 skills taking full account of varying cultural differences. Tang Manlan and Lu Xiaoyan (2009) indicated that international business negotiation is originally a kind of social relationship. The special performance of interpersonal relationships, thinking habits, language arts and psychological needs

36、 are grounded on particular backgrounds. Among the many factors affecting cultural differences, verbal communication and non-verbal communication skills and communication methods, negotiation styles and methods, and ways of thinking are the three main factors. Besides, Ding Xiaoyang (2009) discussed

37、 the necessity in terms of varying cultural backgrounds and offered appropriate tactics to shorten the gap of these differences. Mao Qiang and Shaotsyn (2009) discussed the cultural diversities of negotiation from the root of culture. Xu Zhongming (2009) and Yan Yan (2009) also hold the same view.In

38、 general, a large part of the above literature is cultural diversity, which affects international business negotiations. However the scope of research is a bit small abroad. It is not enough to analyze the impact of literature on nonverbal behaviors in intercultural business negotiations. Therefore,

39、 this is the research significance of this paper. 3. AnalysisOn the condition of varying culture of business negotiation, people from varying cultures gather to produce a new trading culture. There is no gainsaying that it is a actional structure. The features of this dynamic structure depend primar

40、ily on the culture of human beings. Different trading ways were determined by varying cultural combinations due to the patterns of display for varying cultures are different. Therefore, in this part, we will study the functions and applications of nonverbal communication in four parts: body language

41、, environmental language, paralanguage and objective language. These aspects are closely related to the establishment of interpersonal relationships between merchants in a cross-cultural business negotiation environment, and will also give cultural differences in every aspect.3.1 Body language Body

42、language is a typical kind of nonverbal communication method and an important means for people to use their body movements to express their meaning, such as gestures, eyes, facial expressions and postures. The practical significance of body language is plentiful, and its information transmission chi

43、efly comes through three ways: deliberately making the body language and discourse content inconsistent, deliberately replacing the discourse with body language, or changing the posture. Next, facial language will be mainly introduced.Facial expressions are one of the most obvious and indispensable

44、sources of nonverbal communication. In many settings, people in an intercultural business environment are curious about how the expressions on other peoples faces affect their reactions. Facial expressions are also innate. Merchants can get a realistic view of their peers about what they are talking

45、 about.Most cultural groups believe that the six basic emotions, namely happiness, sadness, aversion, fearfulness, anger and wonder, have the same meaning. But how, when and how facial expressions are displayed is usually determined by cultural norms. In many Mediterranean cultures, people express t

46、heir signs of sadness or sadness through exaggerated emotions. It is not uncommon to see men crying in a business environment in this part of the world. However, in the United States, white males tend to suppress the desire to express these emotions, and Japanese businessmen can even cover up their

47、expressions of anger, sadness, or aversion by smiling or laughing. Chinese businessmen will control their feelings and show a weak feeling through their faces in public or in the face of strangers. For the Chinese, showing too much emotion will destroy harmony and lead to conflict, thus violating th

48、e face. When Chinese people are in a bad mood, they usually try to maintain a neutral expression. In this case, the entire face of the Chinese lips is in a loose state, the forehead and eyebrows are equal, naturally closed, and the eyes look forward, this appearance is considered a neutral expressio

49、n.In the case of a smile, smile is the most common emoji in life, and at the same time laughter is also worth a thousand words, expressing diverse information in varying countries and areas. Generally speaking, smile is a symbol of friendship and kindness, but it can also be resolved feeling of inne

50、r fear. For example, in South Korea, a person who laughs too much is often considered a shallow person. Thai people are smiling most of the time. People greet each other. If one of them does not have a smile, and then the other party will feel very strange and will guess in the heart why they are un

51、happy. Japanese culture also has the same meaning. Nevertheless, the sign of smiles might be applied to screen from feelings or to stave off embarrassment or depression. No matter how bad the situation, the Japanese will smile at the guests. Russians belong to a nation that does not like smiling. In

52、 the environment of Russian life, due to their unique ethnic customs and habits, they do not accept smiles as a courtesy and modest criterion in their growth. Most of them are only sincere between friends and family. Smile. Not smiling at strangers does not mean that Russians are inhospitable, rude,

53、 cold, and even hostile. On the other hand, if you get the trust of a Russian friend and become a friend, especially when you are invited to be a guest at home, you can feel the true enthusiasm of the Russians. They will prepare a hearty meal; constantly persuade the guests to eat, and hospitality.

54、In fact, the smiling Russians have their own unique code of conduct. First of all, the Russians habit is not to smile to strangers. Secondly, for Russians, smiling is not an essential element of politeness. Finally, Russians also believe that when performing official duties, attitudes should be seri

55、ous and should not be smiling.3.2 Environment languageAs a kind of object language, environmental language is a momentous form of non-verbal communication. The environmental language includes spatial information, time information and so on. Space distance and time message are vital elements of envir

56、onmental language communication and have strong cultural characteristics.3.2.1 Time MessageThe famous American anthropologist Hall said that time can be more firsthand than the verbal language and it was easy to misinterpret as a spoken language, and it can also expose peoples lives. People with var

57、ying cultural backgrounds have different rules for the timing and processing of time. For example, punctuality is a universally applicable concept, but in varying cultures, the understanding of punctuality is different. For example, in the case of invited guests, in Russian culture, if you are invited to visit or visit a friend, you ought to make an appointment ahead of schedule. Remember not to go to the appointment too early, meanwhile not too late. But in Chinese culture, we usually go to the appointme