Abstract:  This paper aims to investigate the functions of body language in business negotiation. At present, more and more scholars study the body language and the business negotiation together, and it even becomes a specialized subject. The paper gives a brief introduction of definition and classification of body language, and analyzes the common body language in business negotiation. Based on different cultures, it also briefly describes the influences of body language on business negotiation. Then, this paper summarizes the characteristics of body language, and focuses on the functions of body language in business negotiation, which is a help for negotiators to realize the importance of body language and increase the likelihood of business negotiation. In addition, this study also provides help and implication for education of nonverbal-communication.

Key words: body language; business negotiation; characteristics; functions

CONTENTS

Abstract

摘要

1. Introduction1

2. Literature Review.1

2.1 Introduction of Body Language

2.1.1 Definition of body language

2.1.2 Characteristics of Body Language

2.2 Overseas and Domestic Research Status

3. Application of Body Language in Business Negotiation 4

3.1 Facial Expression

3.2 Hands’Gestures

3.3 Body Language in Narrow Sense 

4. Functions of Body Language in Business Negotiation.6

4.1 Enhancing Expressions of Language

4.1.1 Repeating Verbal Language

4.1.2 Providing Effective Information

  4.2 Replacing Verbal Language

    4.2.1 Indicating People’s Habits

    4.2.2 Taking Effect When Verbal Language Cannot Express Ideas

4.3 Transmitting Information and Enhancing Interactivity of People

4.3.1 Maintaining and Adjusting Communication

4.3.2 Expressing Real Ideas

    4.3.3 Knowing Each Other Better among People

5. Conclusion.11

Bibliography..13

Acknowledgements.14