摘  要

非语言表达主要是指谈判人员的行为、体态等，它是反映商务英语谈判过程中谈判者身心状态的一种客观指标。通过分析非语言信息，可判断对方的真实意图，体会不可言传的交际内容，以促进谈判进程。在商务英语谈判中，谈判者的体态语以及其他非语言行为都会向对方传递信息。因此，谈判者要顺利地表达出自己的需要，表达信息如果没有非语言表达的配合，那效果也是有限的。在商务英语谈判中，要正确的表达和理解对方的意图，就要发挥好非语言表达的作用。商务英语谈判人员必须熟悉在不同文化中非语言交际的差异，并对它们所传递的信息作出及时准确的判断和反应。本文着重研究非语言交际在商务英语谈判中的特点及作用，并给出了一些商务谈判上非语言使用的建议。

关键词：商务英语谈判；非语言交际；文化差异

Abstract

Nonverbal communication mainly refers to negotiators’ behaviors, postures and so on. It is an objective norm expressing the mind and body condition of the negotiators in the process of English business negotiation. By analyzing the nonverbal information, one can make a judgment of the opponents’ real intention and feel the communicative content which can not be conveyed by words. This can contribute to the promotion of the negotiation. In the process of English business negotiation, the kinesics of a negotiator as well as his nonverbal movements will both transmit information to the opponent. Without nonverbal communication, the effect of verbal communication in English business negotiation is limited. In English business negotiation, if the negotiator wants to express his or her need, he should not only use verbal language but also make full use of nonverbal language. English business negotiators must be familiar with the difference of nonverbal communication in different cultures. Besides, negotiators are required to have an exact and timely judgment and reaction to the information conveyed. This paper emphasizes on the characteristics and functions of nonverbal communication in English business negotiation and provides some useful advice for readers so that they can successfully accomplish business activities.

Key words: English Business negotiation; nonverbal communication; cultural difference

1  Introduction
In recent years, with the development of international trade, there have been an increasing number of domestic universities or colleges opening the course of international business negotiation for international trade and English majors in order to cultivate the prepared talents to possess the ability of international negotiation skills. International business negotiation is the business communicative activity of cross-border and cross-culture, which is accomplished through interaction of verbal and nonverbal communication. However, most of the present text books tend to emphasize on the introduction of the expressions and tactics of verbal language. And nonverbal communication is attached not that much attention and not enough deep analysis has been made up to now.