国际商务谈判中的非语言交际-文学学士.doc

Abstract Besides verbal communication, nonverbal communication also plays an indispensable role in international business negotiation in which the negotiators can get lots of favorable information about their opponents. Therefore, it is of great importance for the negotiators to have a good command of nonverbal communication. However, many people fail to recognize the significance and diversity of nonverbal behavior in international business negotiation. Although there is no lack of researches about the classification and importance of nonverbal communication, the researches about nonverbal in international business communication is rare. This paper analyzes the important impacts of nonverbal communication and its classifications in international business negotiation with the help of the existing theories. Finally, it arrives at some solutions about avoiding misunderstanding for the misuse of nonverbal behavior during the negotiation. Key words: international business negotiation; nonverbal communication; importance; diversity 中文摘要 在国际商务谈判中，非语言交际起着举足轻重的作用，通过非语言信息可以判断对方的真正意图，体会不可言传的交际内容，帮助谈判者及时做出正确的判断和反应。正确的非语言交际行为能起到加强信息交流的作用，而错误的非语言行为则可能因文化风俗不同引起冲突和误解。关于非语言交际的类型和意义,国内外不乏其研究成果，但其研究方向主要在跨文化交际的大范围上，鲜有专门研究其在商务谈判中的实际作用。 本选题在结合已有理论的基础上，探讨了非语言交际在国际商务活动中的作用、类型，在分析了相关例子后总结出防止和消除非语言交际的冲突与障碍的方法。由于在国际商务谈判中人们对非语言交际的了解程度较浅而影响谈判效益的现象屡见不鲜，因此，结合语言交流，观察谈判对方的非语言表现，准确地把握其非语言行为的变化，对掌握谈判大局十分关键。 关键词：国际商务谈判；非语言交际；重要性；差异性； 1. Introduction With the rapid development of science and technology, the world is becoming a global village. The communication among international business negotiators is also becoming more and more frequent. The communication in international business negotiation can be divided into two kinds, verbal communication and nonverbal communication. On one hand, nonverbal communication is universal as it is used accompany with verbal messages or independently. On the other hand, nonverbal communication is important in international business negotiation, because it can