摘要

近年来，随着国际贸易日趋频繁，商务谈判也经常发生。然而在谈判过程中谈判者往往偏重于有声语言的表达技巧与策略，而对无声非语言表达很少有深入的解析。国际商务谈判是跨国界跨文化的商务沟通活动，通过语言和非语言两种交际形式的相互配合而完成。非语言同语言一样都属于社会文化的一部分并受不同文化的制约。在跨文化语境中，正确的非语言行为能起到加强信息交流的作用，错误的非语言行为则可能因不合礼俗而引起误解与冲突。同语言的交际功能相比，非语言交际更能准确真实地传递信息和情感，在语境中具有决定意义的功能。总之，在跟他国交谈之前，我们就应该了解谈判者所在国的风俗。尽量做到在谈判时不触犯到他们。只有这种我们才会对此次商务谈判结果有信心。换言之，我们在这次谈判中可以取得成功。

关键词：语言交际；非语言交际；商务谈判
 
Abstract

In recent years, with the increasing number of international trade, there are more and more business negotiations. However, in the process of negotiations, negotiators tend to focus on expression skill of the sound language and strategy. Few language researchers analyze the expression of nonverbal communication deeply. International business negotiations are activities happened between different countries with verbal and nonverbal communication. Nonverbal communications as well as language communications belong to a part of the social culture and restricted by different cultures. In the cross-cultural context, the right non-verbal behaviors can strengthen the information communication, the wrong nonverbal behavior may lead to misunderstandings and conflicts as different cultures have different customs. Compared with the functions of verbal communication, non-verbal communication can more accurately convey information and emotion and truly has decisive function in the context. In conclusion, we should be familiar with the partner’s customs before negotiation with other countries. While communicating with partners, try to avoid the actions they dislike or hate. Only in this way can us fully confident with the negotiation results. In other words we can succeed in the negotiations.

Key words: language communication; nonverbal communication; business negotiation