Abstract：With the rapid development of international trade, business negotiation has become increasingly important. As is known to all, international business negotiation is a cross-cultural interpersonal communication, which has verbal and nonverbal means. When it comes to negotiation and communication, people will usually pay more attention to the use of language, and ignore the nonverbal expressions. Body language as an important way of nonverbal expression, conveys information in the cross-cultural business negotiation even more than language itself. At the same time, cultural differences of body language exist in thousands of ways, so appropriate body language in intercultural business negotiation plays a vital role, which makes complements to the speech communication, sometimes even can make negotiations successful. The purpose of this article through the analysis of the communicative functions of body language is to interpret its role in the cross-cultural business negotiation, to attract the attention of the non-verbal communication and improve the possibility of success in cross-cultural business negotiations.

Key words: body language; international business negotiation; different cultures; communicative function; application

Contents

Abstract

中文摘要

1. Introduction-1

2. Literature Review-2

3. The Classification and Application of Body Language-2

3.1 The definition of body language-2

3.2 The classification of body language-3

3.3 The application of body language-10

4. Communicative Functions of Body Language-11

4.1 Repetition-11

4.2 Supplement-12

4.3 Replacement-12

4.4 Adjustment-13

4.5 Contradiction-13

5. Strategies in Cross-cultural Business Negotiation-14

5.1 Respect in negotiation-14

5.2 Adaptation to culture difference-14

5.3 Establishment of cross-cultural consciousness-14

5.4 Avoidance of cultural prejudice-15

5.5 Preparation in advance-15

6. Conclusion-15

Works Cited-17