Abstract: Body language, as a part of communication used in business negotiations, is attracting more and more scholars’ attention. Simply speaking, body language is a way to express emotions and exchange information through body movement. In this thesis, the author uses cases to conduct a comprehensive study on the different meanings that the same body language represents under different culture background in term of gestures, postures, eye-contact, facial expression and touch. What’s more, the author will put forward four suggestions according to “Cooperative Principle” hoping that the thesis can help to eliminate cultural conflicts to the greatest extent, avoid negative effects caused by misuse of body language, and make a good beginning in international business negotiations.

Key words: Body Language; International Business Negotiation; Cultural Difference

CONTENTS

Abstract

摘要：

1. Introduction1

2. Theoretical Framework.2

  2.1 Body Language

  2.1.1 Definition

  2.1.2 Characteristics

  2.1.3 Functions

  2.2 International Business Negotiations

  2.3 Grice’s Cooperative Principle

3. Application of Body Language in International Business Negotiations5

  3.1 Gesture

  3.2 Posture

  3.3 Facial Expression

  3.4 Eye Contact 

  3.5 Touch

4. Suggestions on How to Use Body Language in International Business Negotiations.9

  4.1 Maxim of Quantity

  4.2 Maxim of Quality

  4.3 Maxim of Relation

  4.4 Maxim of Manner

5. Conclusion.10

Bibliography12

Acknowledgements.13