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Abstract With the rapid development of economy and the implementation of its opening up policy for three decades, China has become one of the decisive factors in global economy especially since its accession to WTO. The trade between countries cannot take place without business negotiations, so it is a primary task for native business personnel to be well disciplined for the negotiation skills and ability. Up to present, much attention has been paid to the researches on verbal communication and much stress has been laid on speaking skills in business negotiations while nonverbal means is often ignored. However, since a great deal of information is conveyed and received by nonverbal channels, it plays a vital role in the process of face-to-face business negotiations. This thesis aims at arousing readers’ awareness of the significance of nonverbal communication in international business negotiations, providing some useful nonverbal communicative codes and listing some suggestions so as to diminish and even avoid the failure.57065
Keywords: nonverbal communication; international business negotiations; culture; language
摘要随着过去30年中国经济的飞速发展以及对外开放政策的实施，尤其在加入世界经贸组织之后，中国已成为世界经济的决定因素之一。国与国之间的贸易的实现必须通过商务谈判。因此第一要务便是训练本国商务人员的商务谈判技巧与能力。迄今为止，对言语交际的研究已经得到了极大的重视，对国际商务谈判的研究也侧重于语言技巧，却往往忽视了非语言交流。然而，大量的信息是通过非语言方式传递的，因此，非语言在整个面对面的国际商务谈判过程中起到了至关重要的作用。本论文旨在提高读者对国际商务谈判中非语言交际的重视，提供一些有用的非言语交流方式以及建议，以起到减少甚至避免谈判破裂的作用。
毕业论文关键词：非语言交际；国际商务谈判；文化；语言
Contents
1. Introduction 1
2. Literature Review 2
3. Theoretical Framework 4
3.1 Nonverbal Communication 4
3.2 International Business Negotiations 5
4. Nonverbal Communication in International Business Negotiations 6
4.1 Body Language 7
4.2 Paralanguage 9
4.3 Environmental Language 11
5. Suggestions 12
6. Conclusion 14
Works Cited 16
1. Introduction
In the 21st century, economy has been developing more rapidly than ever before, in particular toward the direction of globalization. A brand new interdependent world economic system has been under the road of establishment with the efforts contributed by every country in the world. With China’s entrance to WTO as well as the global commercial integration, international business negotiations will be carried on by Chinese companies inevitably in multifarious commercial activities. The international business negotiation is defined as a cross-bordered and cross-cultural commercial communicative activity which relies on the interaction of two forms of communication: verbal and nonverbal. During the process of face-to-face business negotiations, these two channels can availably complement each other. However, it is widely accepted that verbal communication is the most important, powerful and efficient means of communication. Thus, most people neglect the significance of the nonverbal communication. This inaccurate conception of business personnel used to result in the breakdown of negotiations. They habitually take no notice of their opponents’ tiny movements, such as some postures, gestures and even some facial expressions. 源Y自Z优尔W.论~文'网·www.youerw.com