摘  要

随着中美两国之间频繁的贸易往来和中国经济的快速发展，国际商务谈判已成为环球经济中不可或缺的一部分。在国际商务谈判中，除了使用口头语言交流使用之外，非语言交际原则同时也起着决定性的作用，占了全部交际进程的65%。在国际商务谈判中能够踊跃恰当的运用非语言交际，有助于有效捕捉对方有用而隐藏起来的讯息，从而推动谈判的成功。同时，国际商务谈判又是两国之间跨国界产生的活动，因此明了各国迥然不同的文化环境，并且考虑到贸易文化活动中的悬殊差异是十分重要的。这篇文章的主要目的便是谈论中美两国因为文化的差异而引发的非语言交际的不同。因此，两国之间的商务谈判人员务必在谙熟各国的特殊文化，从而从中了解非语言交际的特殊表达方式，并对它们所传递的讯息作出及时准确的判断和反馈。

关键词：国际商务谈判；非语言交际；影响

Abstract

With the rapid development of the Chinese economy and the growing commercial trades between China and US, international business negotiation becomes an indispensable part in the global economic activity. Besides verbal communication, nonverbal communication has played a very important role in international business negotiation, which accounts for about 65%. Using proper nonverbal communication in international business negotiation can help us to capture useful information in order to succeed in the negotiation. So long as international business negotiations take place across national boundaries, it is very important to understand the different cultural environments among nations and consider cultural differences in all facets of business. This thesis attempts to explore the differences of nonverbal codes in terms of the different cultures between these two countries. So the international business negotiators must be familiar with nonverbal communication’s special representations in particular culture and react accordingly to the information that they have delivered.

Key words: international business negotiation; nonverbal communication；influence