Abstract

Essentially speaking, international business negotiation is intercultural business communication. Nonverbal communication, as the necessary supplement of verbal communication, plays an immensely significant role in international business negotiation. With the rapid development of the modern society and the growing commercial trades between countries in the world, international business negotiation becomes an indispensable part in the global economic activity. Based on the studies of the nonverbal communication and intercultural business negotiation，the author of this thesis analyzes the nonverbal communication phenomenon during the process of Sino – U.S. business negotiation and its impacts and offers some suggestions. The study of nonverbal communication in Sino-U.S. business negotiation will help us understand its importance and it will also be beneficial to trades between America and China.

Keywords: nonverbal communication; intercultural communication; business negotiation; China; the United States

Contents

Abstract

摘要

1. Introduction-1

2. Literature Review-1

2.1 Intercultural communication-1

2.2 Nonverbal communication-3

2.3 Intercultural business negotiation-5

3. Nonverbal Communication in Intercultural Communication-5

3.1 Kinesics—body language-5

3.2 Paralanguage-6

3.3 Environmental language-8

4. Case Studies of Nonverbal Communication in Sino-U.S. Business Negotiation-9

4.1 Case study about body language-9

4.2 Case study about paralanguage-10

4.3 Case study about environmental language-10

5. Suggestions-11

6. Conclusion-12

Works Cited-14