浅析跨文化商务谈判中的肢体语言_英语论文
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浅析跨文化商务谈判中的肢体语言_英语论文

On Body Language in Cross-cultural Business Negotiation

摘要

随着经济全球化的发展,中国与世界的交往日益密切,国际贸易活动也愈加频繁。跨文化商务谈判是国际贸易活动重要的组成部分,它包括言语沟通和非言语沟通两部分,据调查显示,在正常的人际沟通过程中,语言交际所产生的效果为35%,其余的65%是通过非言语交际产生的。而肢体语言作为非言语交际中最重要的一个分支,无疑在跨文化商务谈判中占据着举足轻重的作用。本文在萨丕尔―沃尔夫假说的理论指导下,基于跨文化交际角度,对跨文化商务谈判中的肢体语言进行分析,从身势、手势、面部表情、眼神交流以及体触五个方面进行文化解读与区分,并总结提出对我国跨文化商务谈判的建议。由此,谈判双方能清晰地理解对方的意图,确保谈判能顺利进行,最终实现双赢合作。 

关键词:商务谈判  肢体语言  跨文化交际

Abstract

With the economic globalization driving, China has more close interaction with the world, and the international business activities are becoming more and more frequent as well. Cross-cultural business negotiation is a vital component of international business activities. It consists of two parts: verbal communication and non-verbal communication. According to what is shown in the survey, during the process of normal inter-personal communication, verbal communication arises 35% of effects, while the other 65% is from non-verbal communication. There is no doubt that body language plays a main role in cross-cultural business negotiation, as an important branch of non-verbal communication. Guided with Sapir-whorf hypothesis theoretically, this thesis analyzes the body language in cross-cultural business negotiation on the basis of cross-cultural communication, carries out the cultural interpretation in five aspects: posture, gesture, facial expression, eye contact and touch, and summarizes the revelations for cross-cultural business negotiation. In this way, both sides can understand the counterpart’s intentions clearly, which ensures that negotiation can go on smoothly and ultimately achieve win-win cooperation.

Keywords: Business Negotiation  Body Language  Cross-cultural Communication

Contents

Introduction 1

Chapter Ⅰ Development of Business Negotiation 3

1.1 Domestic Business Negotiation 3

1.2 Internaional Business Negotiation 4

Chapter Ⅱ Language and Culture 6

2.1 The Relationship Between Language and Culture 6

2.2 The Role of Culture in Cross-cultural Business Negotiation 8

Chapter Ⅲ Body Language in Cross-cultural Business Negotiation 11

3.1 Posture 12

3.2 Gesture 14

3.3 Eye Contact 16

3.4 Facial Expression 18

3.5 Touch 19

Chapter Ⅳ The Revelations for Cross-cultural Business Negotiation 22

4.1 Adequate Preparation for Pre-negotiation 22

4.2 People-oriented 23

4.3 Cultural Adaptability 24

Conclusion 25

References 27

Acknowledgements 28 


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