Abstract: The paper analyses the formation and functions of body language and application of it in business negotiations. By comparing body language under different cultures, the author tries to emphasize the important role body language plays in business negotiation, and how negotiators can apply body language scientifically, tactfully and effectively in business negotiations, expecting to offer some references for negotiators.

Key words: body language; function; application; business negotiations

摘要：本文分析了体态语的构成和功能以及体态语在商务谈判中的应用。通过比较不同文化下的体态语，本文作者试图强调体态语在商务谈判中起着重要的作用，并讨论谈判者在商务谈判中应如何科学、灵活、有效地运用体态语，以期能够给谈判者提供一些参考。

关键词：体态语；功能；应用；商务谈判

　　Body language is a very important aspect in business negotiations. Cultural differences can result in a huge difference on the use of body language. In order to help us do better business, we have to grasp the meaning of body language accurately. So we have to understand a few features of body language, then we can do a better deal.

　　The first feature is unconsciousness. Body language is the external manifestations of nature of the human mind. Just as Freud said, “no one can hide secrets, if he does not speak through the lips, he would speak with the fingertips.” A person’s body language is more of a direct response to external stimulation and it is the unconscious responses.

　　The second feature is contextualization and complexity. As with language, body language is also lunched in the particular context. Situation determines the implications of body language. The same body language has the different meanings in different context.