Abstract

With the rapid development of economic globalization, the trade among nations has become increasingly close, and the international business activity has become more and more frequent. Negotiators tend to focus only on language and ignore the role of non language in international business negotiations, which leads to the conflicts and obstacles of non language communication, and makes the quality of business communication greatly reduced. Thus, people would miss an opportunity of negotiation. This paper is going to analyze the application of nonverbal communication in international business negotiations and points out the definition and the classification of nonverbal communication. Through the analysis of some concrete examples, the paper provides some effective measures to avoid cultural conflict and helps negotiators for better cross-cultural communication in business activities.

Key words: cross-cultural communication; nonverbal communication; international business negotiation

Contents

Abstract

摘要

1 Introduction-1

1.1 Backgrounds of the Research-1

1.2 Purposes of the Research-1

1.3 Organization of the Research....2

2 Literature Review-2

2.1 Research Questions-2

2.2 Relevant Studies-3

2.2.1 Foreign Researches-3

2.2.2 Domestic Researches-4

2.3 Relationship between Nonverbal Communication Research and International Business Negotiations-5

3 Nonverbal Communications-5

3.1 Definition of Nonverbal Communication-5

3.2 Classification of Nonverbal Communication-6

3.2.1 Subject sends out Information-7

3.2.2 Object Presents Information-9

4 Differences of Nonverbal Communications in International Business Negotiations-10

4.1 Causes of the Differences-10

4.2 Embodiments of Differences-12

4.2.1 Different Ways of Indicating the Same Information in Different Cultures-12

4.2.2 Different Information Shown by Different Nonverbal Behaviors in Different Cultures-13

5 Ways of Avoiding Misunderstanding in International Business Communication-13

5.1 Being Aware of the Importance and Diversity of Nonverbal Communication-13

5.2 Using the Two Principles of Nonverbal Communication-14

6 Conclusion-15

References.17