ABSTRACT
.Communications can be generally divided into two categories: one is verbal communication, expressed by verbal behaviors; the other is nonverbal communication, which is demonstrated by nonverbal behaviors. Both the two types of communications are with great importance to cross-cultural business negotiations. A lot of researches tend to focus on the significance of verbal communications in business negotiation while nonverbal communications have always been paid less attention to. Actually, nonverbal communication is as important as verbal communication, and it is even more important from some aspects. The purpose of this paper is to explore the significance and application of nonverbal communications, in terms of kinesics (facial expressions, gestures and eye contact), proxemics (negotiation site and location), and paralanguage Nonverbal communication can be adopted by business negotiators to grasp the attitude and situation of their business partners, to invent a beneficial situation and to avoid the misunderstanding and conflict between business negotiators. Furthermore, in order to be a good cross-cultural business negotiator, various knowledge and skills should be pursued, including self-recognition, gathering enough information of the business partners, avoiding stereotype, as well as awareness of cultural differences.
Key Words: cross-cultural communication, business negotiation, nonverbal communication
摘要
跨文化商务谈判中怎样进行有效的沟通一直以来都是探讨的重点。沟通通常可以分为言语沟通以及非言语沟通两类，英语论文题目，两者关于跨文化商务谈判都非常重要。然而人们倾向于重视和探讨言语交际的重要性而往往忽略了非言语交际这一非常重要的方面。事实上，非言语沟通十分重要，甚至比言语沟通更加重要。本文主要通过探讨非言语沟通的三个方面来阐述非言语沟通在跨文化商务谈判中的重要性及其运用。在跨文化商务谈判中，合理高效地应用非语言沟通能使得谈判者准确地抓住商务谈判对象的观点及状态，从而营造一个对自身有利的谈判环境，并且能够有效地消除误解和冲突。一个成功的商务谈判者必须具备完善的知识以及技巧，只有关于自身以及对手要有全面充分的认识，了解文化异同，英语论文题目，并摒除偏见，才能在跨文化商务谈判中取得胜利。
关键词：跨文化沟通、跨文化商务谈判、非言语沟通
CONTENTS
ABSTRACT 、
1. Introduction:
1.1 Background of the Study
1.2 Organization of the Thesis
2. Literature Review
2.1 Cross-cultural Business Negotiation
2.2 Nonverbal Communication
2.2.1 Kinesics: Body Language
2.2.2 Environment Language
2.2.3 Paralanguage
3. Significance of Nonverbal Communication in cross-cultural business negotiation
3.1 To Gain Insight into the Attitude of the Business Partners
3.2 To Invent a Beneficial Situation
3.3 To Avoid and Eliminate Misunderstanding and Conflict
4. Suggestions for Cross-culture Business Negotiations
4.1 Self-recognition
4.2 Seeking Business Partners’ Information
4.3 Awareness of Cultural Difference
4.4 Stereotype and Prejudice Avoidance
5. Conclusion
5.1 Summary
5.2 Limitations and suggestions
BIBLIOGRAPHY
[1]Anderson, K 1993, Body Language on the job, Cosmopolitan, 214(5), 96-99
[2]Argyle 1988, Body communication, 2nd ed, Methuen, London.
[3]Birdwhistell, R.L 1970, Kinesics and Context, Philadelphia University of Pennsylvania Press, Philadelphia.
[4]Body Language 1990, M. Evans & Company, New York.
[5]Burgoon, J.K 1978, The Unspoken Dialogue: An Introduction to Nonverbal Communication, Houghton Mifflin Company, Boston.
[6]David, A. V 1992, International Business Communication, HarperCollins Publisher, New York.
[7]Donald, W. H 1990，World-class Negotiating Deal-making in the Global Marketpla |
