浅谈肢体语言在商务谈判中的作用
商务谈判肢体动作
六个肢体动作，帮你赢得商务谈判每个小细节在商务谈判中都可能会在商务谈判中释放出讯号，你和你的肢体语言也不例外，适当的肢体语言技巧可以帮助你增加商务谈判的自信。
本文就将教给你六个小细节，帮你赢得商务谈判。
点头表示同意或意见分歧稍微点头可能会有两种不同的意思传达，这取决于谈话的气氛。
当谈判进展顺利，点头表明你的赞同。
但当谈话变得有点细微甚至很有争议时，点头则弥漫了紧张的氛围。
注意：使用这个动作时，请保持目光对视，表明你正在听但仍然坚定自己的立场。
不要有过多的手势研究表明，当一个人在说话时，使用手势可以帮助他更清楚地思考，但要保持你的手势与语气一致。
例如，当你说到重点的时候，伸手指会显得很自然。
但在许多情况下，这个手势会产生一种压迫感。
请尽量避免这种手势，或者你可以模仿奥巴马总统，把拇指和食指捏在一起强调某些词，但没有敌意。
张开双臂是敞开心胸的信号开放的姿势能够传达你冷静的思维。
除非有意识地让你的手臂和手保持一个姿势，不然会让你看起来像坐立不安，过多的手臂和手势反而起到反作用。
值得注意的是,如果你的胳膊和腿交叉，即使这是你最舒适的首选姿势,但你的谈话对象很可能将其解释为一个信号,表明你不想对他们说什么。
如果要证明你敞开心扉，请注意双手之间的距离。
适当的目光接触最近的研究表明，保持眼神交流在紧张的谈判中可能对你不利。
这项研究中，来自哈佛大学和弗莱堡大学的结论是，有说服力的谈判家如果保持眼睛直视那些不同意其观点的人，可能会产生不利的影响。
研究人员认为，这种肢体语言与恐吓有关。
他们建议，不要死盯着对方，偶尔看他或者其他任何一个人的脸，而不是眼睛。
模仿还是不模仿?一般来说，模仿别人的行为可以帮助提升两人之间的和谐关系。
成为对方的镜子，是人下意识的倾向，因此,不要觉得毛骨悚然。
但是故意模仿你的谈话对象可能适得其反，结论来自非言语交际研究人员jeff thompson：“如果在交流时你刻意模仿他人，它可能会创建一种认知压力并且导致压力泄漏。
浅谈肢体语言在商务谈判中的作用
浅谈肢体在商务谈判中的作用写作提纲一、绪论由于当前经济全球化，人们越来越频繁地参与到商务谈判中，商务谈判是市场经济条件下最普通的活动之一。
成功的商务谈判不仅要求谈判人员熟知谈判原则、相关法律及商务业务,而且要掌握谈判技巧。
肢体语言作为一种语言交际策略,在国际商务谈判中也有着重要的作用.本文从肢体语言的特点着手，旨在突出肢体语言在商务谈判中的作用。
二、本论（一）肢体语言的概念及特点1。
肢体语言的概念2。
肢体语言的特点（二）肢体语言在商务谈判中的作用1.增强有声语言的表达力2.具有暗示性3.能迅速传递、反馈信息，增加互动性(三）肢体语言在商务谈判中的运用1.上肢动作语言信息2。
下肢动作语言信息3.腹部动作语言信息三、结论随着商务交流的日益频繁,商务谈判也越来越受到商务人士的关注，肢体语言作为商务谈判中重要策略之一，也越来越被谈判者重视，肢体语言的真实和不易伪装在谈判过程中占主导地位，因此有效地利用商务谈判中的语言也是非常重要的。
浅谈肢体语言在商务谈判中的作用饶慕容【内容摘要】近年来，我国与世界各国的国际商务关系不断地发展变化，商务谈判在跨国商务和国际经济活动中日益频繁。
肢体语言作为商务谈判中重要的一部分,其作用也是非常重要的。
本文就肢体语言在商务谈判中的作用提出了在商务谈判中上肢动作、下肢动作和腹部动作三大肢体的语言信息，力求把握好肢体语言技巧,让商务谈判更好更顺利的进行。
【关键词】肢体语言商务谈判作用由于当前经济全球化,人们越来越频繁地参与到商务谈判中,商务谈判是市场经济条件下最普通的活动之一.成功的商务谈判要求谈判人员不仅要熟知谈判原则、相关法律和商务业务，而且要掌握谈判技巧.肢体语言作为商务谈判中重要的一部分，在商务谈判中也有着重要的作用.本文就肢体语言的特点着手，旨在突出肢体语言在商务谈判中的作用。
一、肢体语言的概念及特点（一）肢体语言的概念肢体语言又称身体语言，是指非语言性的身体符号,包括眼神与面部表情、身体运动与触摸、姿势、身体间的空间距离等，是除语言表达外另一种重要的沟通方式广义言之，肢体语言也包括前述之面部表情在内；狭义言之，肢体语言只包括身体与四肢所表达的意义。
浅析肢体语言对商务谈判的作用
浅析肢体语言对国际商务谈判的作用摘要：随着经济技术的发展，越来越多的人们参与到商务交流中，商务谈判在国际经济活动中日益频繁.肢体语言作为商务谈判中一个较为特殊的部分，他所体现的真实性和无意识性在商务谈判中起着重要的作用，越来越为谈判者所重视本文就肢体语言的表现形式着手，力求把握好肢体语言技巧，让商务谈判更好更顺利的进行。
关键词：肢体语言商务谈判作用目录摘要 (1)关键词 (1)一、肢体语言的定义 (3)二、肢体语言在商务谈判中的作用 (3)（一）增强语言的表达力 (3)（二）代替有声语言 (3)（三）迅速准确的传递信息 (4)（四）调节作用 (4)三、肢体语言的表现形式 (4)四、肢体语言在商务谈判中的应用 (5)（一）脸部表情 (5)（二）手部动作 (6)（三）腿动作语言信息 (6)（四）头部动作 (7)结论 (7)参考文献 (7)一、肢体语言的定义肢体语言又称身体语言，是指通过头、眼、颈、手、肘、臂、身、胯、足等人体部位的协调活动来传达人物的思想，形象地借以表情达意的一种沟通方式:所谓商务谈判，是指买卖双方为了促成交易，满足双方的利益，或是为了解决买卖双方的争端，就所关心的问题而进行的磋商，并取得各自的经济利益的一种方法和手段。
二、肢体语言在商务谈判中的作用（一）增强语言的表达力人们往往利用话语表达思想，传递情感，但偶尔也会发生词不达意的情况，为此还应利用肢体语言进行补充，以弥补有声语言的缺陷，从而可以强调自己想表达的意思。
比如当别人向你问路时，此时你会边利用有声语言进行指向，而后手指也会为其指明道路方向。
同时，肢体语言也可以多方面的表达意思，可以在谈判桌上向对方传递丰富微妙的情感，使有声语言更具感染效力。
（二）代替有声语言一定条件下，肢体语言也会取代人们的有声语言，且具备有声语言所不具备的优势与特点。
当人们用语言不便无法表达自身真实意图时，便会利用肢体语言获得谈判效果。
（三）迅速准确的传递信息在互动交流过程中，肢体语言可以维持沟通的顺利进行，比如点头表明对方含有肯定的意思，而抬眉则意味着怀有疑问，由此谈判过程中，人们说表现出的点头、对视、降低声音等行为都在传递信息。
非言语交际在国际商务谈判中的应用
非言语交际在国际商务谈判中的应用在国际商务谈判中，非言语交际是一种非常重要的工具，能够帮助异族文化之间的交流和理解。
非言语交际可以通过肢体语言、面部表情、声音和空间行为来传达信息和意图。
以下是非言语交际在国际商务谈判中的应用。
肢体语言肢体语言包括身体的动作和姿势。
它可以发挥重要的作用，在谈判中发挥积极的作用。
例如，当一个人想要在谈判中表达某种肯定的想法时，他们可以使用大拇指来表示“好的”或“不错的”。
此外，当一个人想强调自己的立场时，他们可能会用手势来表示“不可”的意思。
这些肢体语言不仅在互动中提高了理解，而且也可以强调某一刻的情感体验。
面部表情面部表情是一个人的面部肌肉运动。
它可以传达个人情感和态度，并在谈判中用于交流。
例如，一个人如果面带微笑，这通常意味着他们对某件事情感到满意或高兴。
此外，当一个人面带愁容时，这表明他们对某个问题有所担忧。
在谈判中，面部表情可以用于加强说话人的立场或向对方传达某些信息。
声音声音也是非言语交际的一种形式。
通过声音的音调和语速，可以在谈判中表达感情和态度。
例如，当一个人感到紧张或不满时，他们的声音可能会变得沉闷或者嗓音会变高。
这些语音特征可以用于加强非言语交际所传达的信息，并且在谈判中扮演着重要的角色。
空间行为空间行为是人们在一个特定环境中所采取的行动方式。
这也是非言语交际的一种形式。
在国际商务谈判中，空间行为可以用于传达个人的权威和优势。
例如，一个商人可以在谈判桌上摆放一些提供某种支持的文件或重要的资料。
这种空间行为能够让对方感觉到他拥有更多的权利和能力去处理交易。
身体语言在商务谈判中的作用
身体语言在商务谈判中的作用
身体语言在商务谈判中起着至关重要的作用，因为它可以帮助表达双方的态度、情感和意图。
以下是一些身体语言在商务谈判中的运用案例：
1. 自信的姿态：在商务谈判中，展示自信的姿态可以增强谈判者的权威和说服力。
站姿挺拔、眼神坚定、微笑自然等都是表现出自信的肢体语言。
2. 倾听与关注：在谈判过程中，通过倾听对方的发言并展现关注，可以拉近双方距离，增进彼此信任。
例如，保持眼神交流、微微前倾身体、点头等肢体语言表现出对对方的尊重和关注。
3. 肢体对称：在商务谈判中，保持肢体对称可以显示出平等和友善的态度。
例如，在座位上与对方保持相同的姿势，或是在交流过程中双手放在大腿上，展示出平等对话的意愿。
4. 缓和矛盾的肢体语言：当谈判过程中出现分歧时，通过缓和矛盾的肢体语言可以缓解紧张气氛。
例如，双手合
十表示诚意，或通过微笑和柔和的眼神表达歉意和理解。
5. 互补性肢体语言：在谈判中，采用互补性肢体语言可以加强沟通效果。
例如，对方头部向后仰，你可以向前探头；对方抱臂，你可以放下手臂，这种互补性动作有助于建立默契。
6. 运用空间：在商务谈判中，合理运用空间可以表达出不同的态度。
例如，主动靠近对方展示友好，或保持一定距离以显示尊重对方的个人空间。
7. 避免不良肢体语言：在谈判过程中，避免使用不良肢体语言，如交叉手臂、翻白眼等，这些动作可能会给对方留下不好的印象，影响谈判结果。
总之，在商务谈判中，恰当地运用身体语言可以提升谈判效果，增进双方沟通与信任。
了解并掌握身体语言的运用，对于谈判成功具有重要意义。
论肢体语言在商务谈判中的作用
On Application of Body Language in Business Negotiations 1 IntroductionUnder the environment of the economic globalization, business communications become more and more frequent, so that businessmen pay more attention on business negotiations.Business negotiations refer to the behavioral process. In this process, in order to coordinate and improve the economic relationship between them, and to meet the requirements of trade, both sides who own the corporate capacity and relative benefits hold a discussion around the trade condition towards the subject matter with the purpose of achieving the trade. Both sides of business negotiations are in a relationship of interdependence and in opposition to each other on benefits, which reflect the substance of business negotiation. It is actually a behavioral process of adjusting benefits and reducing differences between both sides.The inscapes of business negotiations include negotiation subjects, negotiation objects, negotiation information, and the time and place of negotiation. The negotiation subject refers to the parties in negotiation which can be divided into the relationship subject and the behavior subject, and there are not only similarities but also differences between them. The relationship subject refers to the natural persons, social organizations who are entitled to participate in the business negotiation and take responsible for the results of negotiation, and those entities that can enjoy the rights as well as take responsible in the negotiation or the performance.Behavior subjects actually refer to those who have participated in the negotiation.Negotiation objects refer to the contents that are made up of negotiation topic and various substances, which include objects of financial aspects, technical cooperation, and commodities and so on.During the business negotiation, it is necessary to own great negotiation skills and negotiation ways for both parties, because the negotiation subjects are required to communicate and consult the information around the negotiation objects.A successful business negotiation requires that the negotiators know the principles of negotiations, relative laws and commercial businesses. On the other hand, it is also important to master the skills of negotiations—that is the individual language code of conduct and the ability of perception towards non-language behaviors (Zhang Lehui, Chang Qing, 2012:27). As the basic tool of communications, language plays a vital role in the international negotiations. However, language communication is not the only mean of communications. During the process of communications, non-language communication happens with language communication at the same time. Therefore, as one of the important part of non-language communications, body language can break language impediment and help people transmit the information more completely. The negotiators focus on body language because it is a significant part of business negotiation strategies. If the momentous function of language communication is ignored, the business negotiations will fail to be held successfully. Moreover, the reality and hard-to-camouflage are also vital factors which can influence the results in the process of negotiations. In order to make the business negotiation hold more successfully, it is indispensable to do a research on body language.However, the studies about body language in the international stage are mostly related to biology and criminology, and it rarely refers to the field of business negotiations. In international business negotiations, the negotiators need to make contact with different people from different countries with different cultures, so the phenomenon of cultural conflicts is very common. If it is hard to break the language impediment, body language is the best tool during the communications. Therefore, thepurpose of this paper is to study the performance forms of body language in business negotiations, in which the applications and functions of body language in business negotiations are emphatically analyzed. It can not only make it clear for negotiators to know the importance of body language in business negotiations, but also break the impediment of different languages to avoid cultural conflicts, and contribute to the success of the business negotiations.2 Main forms of Body LanguageTo declare the connection between body language and business negotiations more clearly, this part will make a brief descriptions of the concepts of body language. Only in case of that the forms and connotations of the body language can be clearly understood by negotiators. They will hold the tendency of negotiations in time.Body language is also called kinesics. The definition of body language is given by Oxford Advanced Learner’s English-Chinese Dictionary: Body language refers to the process of communicating what you are feeling or thinking by the way you place and move your body rather than by words. In other words, it means expressing the emotions through the body posture (Hornby, 2008:209).The Merriam Webster Dictionary: Body language refers to the gestures, actions and behaviors for communications of a person or an animal (Webster, 2001:155).From the explanations given by above dictionaries, it can be seen that body language is a non-verbal behavior which can convey the psychological activities hidden in the heart and expressed without languages.Body language has followed several major forms of expression.2.1 Transparent Head ActionsHead movements include nodding head, raising head and scratchinghead. These movements have different meanings under different cultural backgrounds (Li Wenying, 2011:119). Nodding head means ―yes‖ and shaking head means ―no‖ in China, England and America, while people use nodding head express ―no‖ and use shaking head mean ―yes‖ in some other countries. For example, it means ―yes‖ when Indians shake one side of the head from one side. But for some other people, it means ―yes‖ when nodding the head upward or down and ―no‖ when lean ing to one side.In America, people can shout ―Heads up‖ to remind others of taking care when it seems something dangerous to happen, and they will naturally raise their heads to look at them or look around. But raising heads means thinking hard in China.Movements like scratching heads occur when people are confused about something or try to recall someone or something. It also occurs when people are required to make a decision in dealing the problems. When you have no answers to the questions of others, you can scratch your head to express the idea that please give me some time to think and consider.2.2 Delicate Facial ExpressionsFace is called the organ of emotion, because we usually can read his or her feeling of heart through the facial expressions. Face provides the vital hints of our feelings to surrounding people.In China and other English speaking countries, it means friendly, approval, satisfaction, happiness and pleasure no matter it is smile or laughter (Wang Hui, 2009:76). When there are some guests at our home, we will welcome them with a smile, but Indians cry to show their welcomes. In African countries, laughing is used to express surprise, embarrassment and intolerant, so ―black laughter‖ in English stems from the description of laughter from African (Li Wenying, 2011:119).Sneering means insincere in North America and England, but scorn and ridicule in China (Li Wenying, 2011:119). Pulling one’s face meansunhappy both in North America and in China. Frowning means sad or disagree in North America and England but doubt and think deeply in China. Raising the eyebrows means surprise in North America but disagreement and worry in England.2.3 Exquisite Eye ContactZhang Wendi proposed that eyes are the window of heart. People often can see others’ psychological status and real thoughts through their eyes. And eyes are the most important parts which can perfectly provide other people some subtle messages among those body parts transferring information (Zhang Wendi, 2009:245). So eye contact plays a significant role in the social communication. Due to the difference in places, the feeling demands of the conversations and backgrounds, the eye contacts of people are different. For example, the accepted distances of eye contact among white people, in which people just glance at others and avoid direct eye contact, are 16-32 foots in American big cities. But in the small towns, people used to greet others by eye contacts even to strangers.The eye contacts between people during the conversation are different owing to the difference in social classes, ages, regions, races and countries. For instance, in America and most western countries, both parties hope that the other party to gaze at them rather than lower their head to pretend to be not seen in the communications, which would let others feel that the speaker is indifferent to the conversation and does not want to talk (Wang Hui, 2009:76). Especially in the public speech, it is required to look at the audience and make some eye contacts. If the speaker just lower his head to look at the speech draft and the eyes are indecisive, it will make the audiences feel that the speaker is timid and disrespectful. But in China, Japan and Mexico, the speaker and listener can’t keep looking at each other when they have conversation, because direct eye contacts means impolite. In Japan, people should look at the position of the prominent laryngeal rather than eyes during the conversation. In Arab countries, people should look steadily at others toshow that they are interested in the topic. In Puerto Rico, it is an honorific and obedient performance for nice girls not to look at the eyes of adults.2.4 Direct GestureGestures refer to a set of language system which is built by speech center using the positions and shapes of palms and fingers to express what you want to say (Chen Junsen, Fan Weiwei, 2000:205). Generally speaking, gestures in Southern Europe areas are most frequently and turgidly used like Italy, Spanish, and Greece, and the Western Europe countries have taken the second place in usages of gestures like Germany, England and Netherlands. However, gestures are almost never used to express any information in the Nordic countries which are far away.Thumbs-up has different meanings in different countries. It means agreement and satisfaction in North America, Great Britain and Russia, but offence in Iran, and rudeness in Australia. And it shows the praise for the good job of others in China and requests of hitchhiking in America and France. Gao Fei pointed that it expresses good, nice and well-done in England when someone uses thumbs-up sigh, but in Iran culture it means discontent and nasty (Gao Fei, 2010:146). Thumbs-down can mean not only disagreement but also not well in North America. However, it is a rude and impolite behavior in Hellenism.In America and most Europe countries, raising middle fingers means despising and disdaining which is an extremely rude behavior. But it has no special meaning in China and some Asian countries.The gesture of OK means great, everything goes well in China (Liu Baiyu, 2006:47), and agreement in North America and Germany but no value and zero in France and European countries, and money in Japan. In some conditions this gesture means the number of three in China.Using the fingers to tap temples gently means people are trying to think and meditate in China, Peru and African countries. But in Germany, Europe and North American countries, it is a representation for someone going crazy and insane.People will clench their fists when they are determined to do something in China, and it can also mean power. But it means anger in North America and Great Britain countries, and wretched appearance in Pakistan and Lebanon which is indelicate to make such a gesture in public.3Function of Body Language in Business NegotiationsThrough the brief descriptions mentioned above, it can know that body language have several forms, and it is of great importance to use and interpret body language correctly and understand the functions of body language in business negotiations. This part will analyze the functions of body language in business negotiations through some instances as follows.As a mixture of movement, posture, and tone of voice with a strong subconscious layer, body language, including head actions, facial expressions, eye contact and gestures reflects our feelings, thoughts and attitude towards the interlocutor so accurately that it can undermine our verbal discourse. This, corroborated with the statistic detail that over 70% of our communication is done nonverbally (Goman, 2008:35), places further emphasis on the importance of acquiring skills pertaining to this type of interaction in order to ensure efficient social and business relations.3.1 Reinforcement of Language ExpressionPeople will find that they can’t say everything on their mind when they communicate with others through language, and body language is needed at that time to make up for deficiencies of language. It is better to state your ideas with body language so that you can express your intentions more sufficiently and completely. Jiang Y ang put forward that body language can strengthen and replenish expression of verbal language as well as externalize the verbal information (Jiang Yang,2009:145). So sometimes it is not enough to express your own intentions only through language in business negotiations, body language is also needed.There is a business negotiation between an American company and a Chinese company. The Chinese main negotiator is required to suspend the negotiation because the quotation of the American is beyond the Chinese expectation. The American do not know what happened, but the American start to understand the intention of the rival when they found that the Chinese main negotiator start to wipe the glasses. The negotiation is ongoing after a short break, and finally the negotiation proved to be successful. It can see from this case that negotiator should not bring the pressure to the rival when he start to clean his glasses because this action imply that the rival is under consideration with hesitation, negotiator should give the rival enough time to consider and then the negotiation can continue when the rival put on his glasses again.3.2 Substitution of Language in Certain ConditionsIt will obtain a good effect by keeping silence and using body language when the expression of language is inopportune or cannot be understood by others during the negotiation. For example, the Empty Fort Strategy (Luo Guanzhong, 1979:823), which was a great success, is a full description of the irreplaceable uniqu eness of body language that doesn’t exist in language. In the Three Kingdoms Romance, facing with the situation that the city was besieged by Sima Yi, Zhuge Liang ordered his soldiers to open all the gates and set them dressed as ordinary people cleaning the streets at each gate. When all these preparations were complete, he sat down on the wall by one of the towers with his lute before him and a stick of incense burning. Seeing that Zhu was so calm and confident, Si retreated with his men with a belief that there must be an ambush in the city. Zhu made the overpowering enemy retreat without any word or loss. It cannot deny that his use of body language played an important role during the case. Analyzing the story in detail, Zhu seatedhimself on the wall of the tower, drinking and playing his lute, which was enough to manifest calmness in his mind. His unrestrained posture while playing the lute and the manner of his wanton drinking, both lead Si to associate his calmness and confidence with the strong army he had. He didn’t have much eye contact with Sima Y i, which won’t betray his trick. On the contrary, however, Si would feel confused and foul up his plan when seeing this. Zhu managed to deceive Si by taking advantage of body language, making Si believe in the ambush and retreat his troops, which, to some extent, as the saying goes, silence speaks volumes.Likewise, there are some examples in business negotiations. In June 1987, the factory director of the Primary Machine Tool Plant in Jinan had a negotiation with Karman Company which focuses on marketing machine tool in Los Angeles. Both parties reached an impasse when they negotiate with price. And Chinese party mastered the following information. America has put up tariff for Japan, Korean and Taiwan, so Taiwan Company refused to deliver goods, which led to failure in fulfill the contract between Karman Company and Taiwan Company. But Karman Company has entered into a supply contract with their client and the client needed goods urgently, which left Karman Company in a passive position. The Chinese party dealt with it calmly in later negotiation according to the information they have got. In negotiation, Karman Company offered price many times that under the Chinese party’s offering price, while the Chinese party did not response it and hinted that offering price is too low with their heads shaking. There was a long silence which put both parties an awkward position so that Karman Company got excited at last. The representative of Karman Company has compromised with the Chinese party in the end of negotiation. They purchased 150 machine tools from China on the basis of the price in purchase contract which proposed by the Chinese party. It is can be seen that it’s not wise to bring it up directly when the other party’s offering conditions cannot reach your expectant requirements. Instead, you canapply some negative body language to express your discontentment and keep silence properly, which make the other party hard to read your mind. As time goes by, the other party will get anxious. In order to reach cooperation they have no choice but to promise your requirements.3.3 Transfer of Psychological ImplicationA person’s emotions can be expressed through body language, that is to say, body language has the abili ty to intimate someone’s inner thoughts. In a face-to-face negotiation, negotiators will give out or accept large amounts of information by body, the information of which is more important than that of language (Liu Ting, 2011:138). Generally, the information, delivered unconsciously, can better reflect mental activities of the opposite (Cheng Zhiming, 1991:138).During an international negotiation between China and Britain, there came a divergence on the conditions, for China thought that the price proposed by Britain was too high. Both sides went through a fierce debate regarding the difference. To make the negotiation progress continuously, China asked for a suspension. After a rest, China proposed the final price, claiming that it would not give way any longer. The British side remained silence on the price. At the moment when people expected the negotiation’s rupture, Chinese main negotiator noticed that the British main negotiator’s left shoulder, hard and powerful,shook slightly, and then he knew the negotiation would be a success. Subsequently, the British side agreed to sign the contract. Through the case, it can testify that body language does possess suggestibility. Why did the slight shaking of British chief negotiator’s shoulder indicate the success from the perspective of the Chinese chief negotiator? Obviously, he would have kept on communicating with the opposite side instead of staying taciturnity and thinking, if the British chief negotiator had not agreed on the final price. The slight shaking of his shoulder just revealed that he had accepted China’s final price. Agreeing internally, his body no longer remained tense but relaxed. Therefore, in negotiation, besides noticing theopposite’s words, negotiators also need to watch out for their body language, which can soon convey other’s inner thoughts. Understanding the intimations conveyed by these body languages, negotiators will know exactly how to suit the remedy to the case. At the same time, negotiators should notice their own body language in case that these involuntary movements reveal their real emotion and thoughts.4 Application of Body Language in Business NegotiationsIt shows that during communication, only 35% of information can transmit through verbal communication, while information that convey through nonverbal communication which mainly refers to body language can reach 65% (Ross, 1970:15).In 1967, the pioneer of body language study, Albert Mehrabian, has found that in the influence which produced by an information there are 7% from languages which merely refer to words, 38% from sounds which include voice, tone and other sounds, and the rest 55% from voiceless body languages (Mehrabian, 1967:33).That is to say, most information convey through body language in the business negotiation process which needs face-to-face communication and continuous information transmission (Samovar, 1981:155).And the specific applications of body languages in business negotiation are in the following aspects.4.1 Efficient Convey of EyesightEyes are the window of heart. As negotiators’ part, it is eyes that mostly show the psychological activities of themselves or their opponents (Deng Nianli, 2008:233).In the process of negotiation, the negotiators need to gaze at eyes of each others, as it shows your seriousness, and others can feel your sincere attitude. At the same time, the length of the times of gazing at others is also important, and generally the listener should give more eyes on thespeaker. If the both parties are of the same gender in the negotiation, the negotiator should look attentively to each other from time to time to show their respects; if the relationships of both parties are close, they can look face to face for a lone time to close the distance of heart; and if the both parties are not of the same gender, it is improper to have their eyes on others for a long time because it may not only make others uneasy but also a rude action. In addition, it is not suitable to have indifferent, cynically, tired and vacillate eyes, because it is not only a impolite performance which shows no respect to others, but also do great damage to mutual communications and affect to the result of negotiation. If negotiators can use proper eyesight to look at each other from time to time in the negotiation, it can show the respect for others and indicate the interest about the topic, which can contribute to better ensuring the success of the negotiation.Confidence is the key factor in the negotiation. Don’t avoid each other’s eyes since it will ma ke others feel that you are lacking of confidence and experience which may let others look your side down and cannot maximize your interests and meet your requirements.Experienced business negotiator is good at catching the slight eyesight changes, gaining much valuable information from it, and perceiving the psychological changes of each other and the trend of the negotiation.4.2 Timely Exhibition of SmileSmiling can break the ice and help negotiation going smoothly when there comes to a deadlock (Li Fang, 2006:122).Generally speaking, smiling indicate a happy facial expression and quiet smile. It shows a mental well-being, and makes people calm and pleasure. Smiling is a show unintentionally of sincere inner, and it expresses a feeling of magnanimity and kindness. Smiling can show an intimate expression and effectively narrow the distance between each other, staying a good impression for the opposite, thus forming aharmonious communication atmosphere. So we can say that smile is lubricant in the interpersonal communication.Negotiators need to keep smile in the process of negotiation because it is a very important way in business negotiations. It can better convey the feeling, communicate and conquer rivals. In business negotiations, smile is regarded as the first communicative language by negotiators. If smile can be properly applied, negotiation will obtain good effects.Smiles are facial expressions that create a positive business environment by showing interest, excitement, empathy, or concern. Given their effectiveness, we should be aware of their negative impact if overused. Therefore, to gain and increase respect and attention, we should first establish our presence in a business context and, only then, smile. This approach will surely be perceived far more professional than entering a room giggling or ―all smiles‖(Dumbravă, Koronka, 2009: 253).Whether people can smile perfectly or not can show the abilities of negotiators that they can adapt atmosphere well and make negotiation go on well. People should give each other a smile at the first meeting, and then the constraint will be eliminated through smile (Liu Yinxia, 2009:223). Y ou can laugh when others offend you. If you do this, you can relieve the tension of rivals. If rivals make a mistake, a smile might help him. In a word, a just perfect smile can not only make ourselves relax, but can also provide convenience for rivals. Smile can remove the barriers and build the communication bridge between two parties, as well as feel each other’s attitudes and mental activities, even two parties’ thoughts, so as to promote successful negotiation.In negotiations, even if there are different opinions between both parties, the negotiators should always keep smile and do not change facial expressions.4.3 Correct Application of GesturesGestures are frequently used in business negotiations. And the mostcommon gesture is handshake.Handshakes are another important component of interpersonal encounters. In fact, it has become common knowledge that the few seconds of a handshake can be crucial for building a business relationship.A person who shakes hands by placing his hand onto the top is the so-called controller that is someone who wants to be in charge, which is to be kept in mind during any interaction. Moreover, the sandwich handshake, in which we use both hands to envelop the interlocutor’s hand, is not recommended as it is considered to invade their personal space.The general suggestion is to extend the full hand, in a reasonably strong grip, not only in fingers, which would be a sign of insecurity, or even impudence to the interlocutor, and to avoid, in any case, extending a wet hand, no matter what the reasons of the moist are. Since this is very unpleasant for the receiver, it is strongly appropriate to wipe our right hand before handshake.Negotiators should master the standard handshake gestures and understand basic handshake etiquette. For example, when the high positions shake hands with the lowers, it is appropriate that the high positions should stretch out his hand firstly , hold the person’s hand firmly and shake three times maximum. The elements of an effective handshake also included maintain constant eye contact and radiate positive aura (Bjorseth, 1994: 48). And then this first meeting will leave a very good impression to rivals.In the process of business negotiations, in order to make the rivals clearly understood about the content of the negotiations, the negotiators will properly use gesture to supplement the content of the negotiations. But gestures under different cultural background are not the same as well as the specific meaning of them. In the circumstance that if negotiators themselves do not fully understand and grasp the use of gestures, it would cause misunderstanding to became boring. Before the negotiations, making a thorough understanding of each other’s culture enables to avoidoffending the rivals due to wrong gestures (Zhao Xiuhua, 2008:58). It is not the best way to use this kind of gesture with a finger pointing to the others, because it may bring the rivals antipathy, and meanwhile it is impolite to swing fist when they speaking.And in the process of negotiations, the emergence of some gestures can also expose each other’s ideas. People always wring their hands when they are nervous; On the contrary, when everything has been taken into consideration, their hands will be naturally in their lap; when someone makes up his mind, they would secretly fist or pat thighs, etc. Noticing the changes can help to grasp the negotiations toward the largest interests.4.4 Proper Adjustment of Body PosturesDeng Yanchang and Liu Runqing put forward that the body postures mainly refers to some different body position caused by physical movements which contain sitting, standing, going, walking and so on (Deng Y anchang, Liu Runqing, 1989:89). The body posture, also called body position, including setting posture and standing posture, is a basic quality that reflects whether people are well-educated or not. There is a saying goes for a long time that people should stand like a pine, sit like a bell and walk like wind .That is to say, that people should sit properly means the upper part of the body should erect naturally with knees together; standing like those pines which are still standing; while walks trippingly.Posture influences how people perceive you. Just as someone with great body posture sends nonverbal signals of energy, confidence, and health, a person with poor body posture seems uninterested, uncertain, or insecure—not the impression that any of us want to project to our bosses, customers, and colleagues.Body posture is one of the first things that people notice about their interlocutor and, therefore, an important contributor to first impression. Thus, walking and standing with, head up, shoulders back, conveys a message of self-confidence and balance, automatically commanding。
商务谈判技巧在现实生活中得运用
六、保持积极的心态
只有在积极的心态下，我们才能充分发挥自己的能力，取得最佳的谈判结果。 总之，心理技巧的运用是商务谈判成功的关键因素之一，需要我们在实践中不断 学习和提升。
谢谢观看
六、保持积极的心态
六、保持积极的心态
在任何谈判中，保持积极的心态是至关重要的。即使遇到困难或者挫折，也 要保持冷静和乐观。积极的心态可以帮助我们更好地应对压力和挑战，同时也可 以增强我们的信心和影响力。
六、保持积极的心态
总结 在商务谈判中，心理技巧的运用对于谈判的成功至关重要。通过倾听、非言 语沟通、同理心、软化技巧以及设定合理的目标，我们可以更好地理解对方的需 求和预期，增强我们的影响力，从而达到谈判目标。此外，保持积极的心态也是 关键。
一、肢体语言
一、肢体语言
肢体语言是一种重要的沟通方式，它可以传递很多信息。在商务谈判中，肢 体语言的作用更为明显。下面是一些技巧：
一、肢体语言
1、保持目光交流：在谈判过程中，始终保持与对方进行目光交流。这不仅能 让对方感到被尊重，同时也能更好地了解对方的情绪和态度。
一、肢体语言
2、注意姿势：保持良好的姿势，坐直或站直，避免交叉双臂或过度紧张。这 些肢体语言都能向对方传递出你的自信和专业素养。
内容摘要
最后，打破僵局是商务谈判中非常关键的技巧。在谈判中，有时会出现僵局， 这时我们需要运用语言沟通技巧来化解冲突。比如，我们可以采用“共同创造价 值”的方法，与对方共同探讨解决问题的方法，以便更好地满足双方的需求。
内容摘要
总之，语言沟通技巧在商务谈判中起着至关重要的作用。通过有效的倾听、 清晰的表达、适当的提问等技巧，我们可以更好地了解对方的需求和立场，为自 己争取更多的利益。在商务谈判中，我们需要不断学习和实践这些技巧，提高自 己的谈判能力，以便在商业交往中取得更好的成果。
浅谈肢体语言在国际商务谈判中的有效运用
浅谈肢体语言在国际商务谈判中的有效运用内容摘要：肢体语言对推动国际商务谈判的进程有着重要作用。
在西方发达国家，早已经有人将肢体语言与商务谈判结合起来研究，甚至成为专门的学科。
本文旨通过对国际商务谈判中肢体语言运用的基本原则及常见的几个部位的肢体语言所传达的信息进行分析，从而实现肢体语言在国际商务谈判中的有效运用，为中国企业在未来的国际商务谈判中，提高谈判效率、争取更多的主动权和胜算。
关键词：肢体语言；国际商务谈判；有效运用一、肢体语言的定义肢体语言（body language）又称身体语言，是指通过头、眼、颈、手、肘、臂、身、胯、足等人体部位的协调活动来传达人物的思想，形象地借以表情达意的一种沟通方式。
广义言之，肢体语言也包括前述之面部表情在内；狭义言之，肢体语言只包括身体与四肢所表达的意义（注1）。
到目前为止，我们所知道的最早的肢体语言的研究者，应该是19世纪的查尔斯•达尔文。
到了20世纪50年代，阿尔伯特•麦拉宾开始进行系统化的肢体语言研究，并提出了著名的“麦拉宾法则”也称为“7─38─55法则”：我们评断一个人，根据语言得到的讯息（谈话内容、言词的意义）占7％，从听觉得到的讯息（声音大小、语调等）占38％，透过视觉得到的讯息（外在、表情、动作、态度等）占55％。
在某种特殊情况下，肢体语言不但可以单独使用，甚至还可以表达出自然有声语言难以表达的思想感情，直接代替自然有声语言（注2）。
语言是理性的行为是经过加工之后的信息，而肢体的这些动作是无意识的或下意识的，更能直观、迅速地暴露谈判对方最真实或者更深层次的想法。
所以，在商务谈判中，我们在听其言的同时，更重要的是要观其行，从肢体语言的角度，分析和判断对方的心理变化。
同时，根据这些变化，有意识地调整谈判的方法，使谈判向有利于自己的方向发展。
二、肢体语言在国际商务谈判中有效运用的总体原则龙永图说，谈判是双方相互进行有原则、有底线的妥协，并最终实现双赢的过程。
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浅谈肢体在商务谈判中的作用写作提纲一、绪论由于当前经济全球化，人们越来越频繁地参与到商务谈判中，商务谈判是市场经济条件下最普通的活动之一。
成功的商务谈判不仅要求谈判人员熟知谈判原则、相关法律及商务业务，而且要掌握谈判技巧。
肢体语言作为一种语言交际策略，在国际商务谈判中也有着重要的作用。
本文从肢体语言的特点着手，旨在突出肢体语言在商务谈判中的作用。
二、本论（一）肢体语言的概念及特点1.肢体语言的概念2.肢体语言的特点（二）肢体语言在商务谈判中的作用1.增强有声语言的表达力2.具有暗示性3.能迅速传递、反馈信息，增加互动性（三）肢体语言在商务谈判中的运用1.上肢动作语言信息2.下肢动作语言信息3.腹部动作语言信息三、结论随着商务交流的日益频繁，商务谈判也越来越受到商务人士的关注，肢体语言作为商务谈判中重要策略之一，也越来越被谈判者重视，肢体语言的真实和不易伪装在谈判过程中占主导地位，因此有效地利用商务谈判中的语言也是非常重要的。
浅谈肢体语言在商务谈判中的作用饶慕容【内容摘要】近年来，我国与世界各国的国际商务关系不断地发展变化，商务谈判在跨国商务和国际经济活动中日益频繁。
肢体语言作为商务谈判中重要的一部分，其作用也是非常重要的。
本文就肢体语言在商务谈判中的作用提出了在商务谈判中上肢动作、下肢动作和腹部动作三大肢体的语言信息，力求把握好肢体语言技巧，让商务谈判更好更顺利的进行。
【关键词】肢体语言商务谈判作用由于当前经济全球化，人们越来越频繁地参与到商务谈判中，商务谈判是市场经济条件下最普通的活动之一。
成功的商务谈判要求谈判人员不仅要熟知谈判原则、相关法律和商务业务，而且要掌握谈判技巧。
肢体语言作为商务谈判中重要的一部分，在商务谈判中也有着重要的作用。
本文就肢体语言的特点着手，旨在突出肢体语言在商务谈判中的作用。
一、肢体语言的概念及特点（一）肢体语言的概念肢体语言又称身体语言，是指非语言性的身体符号，包括眼神与面部表情、身体运动与触摸、姿势、身体间的空间距离等，是除语言表达外另一种重要的沟通方式广义言之，肢体语言也包括前述之面部表情在内；狭义言之，肢体语言只包括身体与四肢所表达的意义。
一般在面对面的交流中，语言所传递的信息量在总信息量中所占的份额还不到35%，剩下的超过65% 的信息都是通过非语言交流方式完成的。
人们说话时总会运用一系列的动作来配合自己的谈话，相比语言的有意识，这些动作是无意识的，更能体现说话人的真实想法，因此，我们不仅要听其言，更要观其行，通过观察对方的言谈举止，捕捉其内心活动的蛛丝马迹；也可以从对方的姿态神情中探究其心理因素。
运用看的技巧，不仅可以判断对方的思想变化，决定本方对策，同时还可以有目的地运用语言传达信息，使谈判向有利于自己的方向发展。
（二）肢体语言的特点1．无意识性由肢体所展现的“语言”往往能将本人一些未说出口的东西显露出来。
当然，有时是有意识的，如演员的表演，有时则是无意识的，甚至是自己无法控制的。
在沟通过程中，一方面可用非语言的方式向对方发出信息。
如：不看对方，注视窗外，显然就等于告诉对方你宁可身在他处，根本不值得浪费时间在这个话题上。
又如，把身体前倾，也许表示“很感兴趣”，接受会谈的人因此受到鼓励，可能会做更进一步说明。
如我们与人谈话时，时而蹙额，时而摇头，时而摆动姿势，时而两腿交叉，我们多半并不自知。
心理学家提出如下假设：当你与人说真话的是，你的身体将与对方接近；当你与人说假话时，你的身体将离对方较远。
此一假设验证的结果发现：如果要求不同受试者，分别与别人陈述明知是编造的假设与正确的交实时，说假话的受试者会不自觉地与对方保持较远的距离，而且显得身体的后靠，肢体的语言活动较少，唯有面部笑容反而增多。
2．文化差异性在不同文化中，肢体语言的意义不完全相同，各名族有不同的非话语交际方式。
如当一个阿拉伯人同英国人谈话时，阿拉伯人按照自己的民族习惯认为站得近些表示友好，而英国人按照英国的习惯则认为保持适当的距离才合适。
因此，当阿拉伯人往前挪的同时英国人则往后退。
谈话结束时，两个人离原来站的地方可能相当远。
在这个例子里，双方的距离是关键。
不同的民族在谈话时，对双方保持多大的距离才合适有不同的看法。
根据研究，据说在美国进行社交或公务谈话时，有四种距离表示四种不同情况：关系亲密，私人交往，一般社交，公共场合。
交谈双方关系亲密，那么身体的距离从直接接触到相距约45厘米之间，这种距离适于双方关系最为亲密的场合，比如谈夫妻关系、朋友、熟人或亲戚之间个人交谈，一般的相距45-80厘米为宜。
在进行一般社交活动时，交谈双方相距1.30米至3米；在工作或办公事时，在大型社交聚会上，交谈者一般保持1.30米至2米的距离。
在公共场合，交谈着之间相距更远，如在公共场所演说，教师在堂上讲课，他们同听众距离很远，多数讲英语的人，不喜欢人们离得太近，当然，离得太远也有些别扭，离得太近会使人感到不舒服，除非另有原因，如表示喜爱或鼓励对方与自己的亲近等。
在英国国家里，一般的朋友和熟人之间的交谈时，避免身体任何部位与对方接触，即使仅仅触摸一下也可能引起不良的反应。
如果一方无意触摸对方一下，他（她）一般会说sorry；oh，I’m sorry；Excuse me等表示“对不起”的道歉语。
美国人坐着喜欢架起腿的时候习惯于呈平面的“4”字行，而我们中国人却往往是一条腿压着另一条大腿。
在第二次世界大战期间，德国逮捕的美国情报员，多都是因为他们用右手拿叉子吃东西，有严格训练成欧洲人用叉子吃东西的方式，而露出马脚。
如果他们不知道美国人的“4”行架腿习惯，那么德国将会有一大批美国卧底。
3．真切性与直观性当人们看到了诱人动心的事物时，他的瞳孔就会放大。
当一个集邮迷得到一枚梦寐以求的珍贵的邮票时，当一个古董收藏家搜集到唐宋的精品时，他们的瞳孔都会比往常的放大许多。
在牌桌上，当发现对手拿起牌来眼睛发亮的时候，就能断定他得到一副好牌。
英国人心理学家阿盖依尔等人的研究表明，当语言与非语言信号所代表的意义不一样时，人们更相信非语言信号所代表的意义。
由于语言信息受理性意识的控制，容易作假；肢体语言则不同，肢体语言大都是发自内心深处，极难压制和掩盖的。
有声语言直接诉诸于人的听觉器官，不具有视觉的形象的感性；而肢体语言则不同，它的灵活性多变的表情动作、体姿、构成一定的人体图像来表情达意，交流信息，直接诉诸于人的视觉器官，具有形象直观的特点。
如形容物体的大小，用手势来比划，对事物表示赞成或反对，采用点头或摇头的方式等，就具有鲜明的形象直观性。
如果一个人看起来向左（他们离开你的右边），这意味着他们往往说真话，都在努力把你文字放在一起。
如果他们正在寻找到右侧（左侧的权利）的一些心理学家和辅导员认为，这就意味着他们在说谎，并试图等待时机的时间去思考一个合适的谎言继续。
一、肢体语言在商务谈判中的作用（一）增强有声语言的表达力人们运用语言进行思想沟通和情感的表达时，往往有词不达意的感觉，因此需要借助非语言行为进行帮助，或弥补语言的局限，或对言辞的内容加以强调，使自己的意图得到更充分，更完善和更准确的表达。
例如，当一个陌生人向你询路时，你也会一边说一边用于指向自己所说的方向的帮助对方更好的确认道路方向，这样便做到有效的信息沟通。
如，客户向推销员陈述拒绝的理由时，他们会将自己的手掌暴露于对方的视线之内，除了陈述理由，还通常会做出一些手部动作。
在国际商务谈判中，非语言增强有声语言表达力也非常重要，让我们看以下的例子：一个美国公司和一个中国公司在谈判时，美方报价和中方实际随期待的价格相差比较大，这时，中方主谈者委婉的提出先暂停谈判，美方不是很理解，这时中方谈判者摘下他的眼镜，开始擦拭。
美方看到这个动作就明白了对手的意愿，休息片刻后，谈判继续进行，最后谈判成功。
从这个例子，我们可以看出，当对手擦拭眼镜时，不要再向其施加压力，应让你的对手有足够时间考虑，等眼镜再挂上鼻梁时，再继续谈判。
所以，在国际商务谈判中，当我们在用语言表达的时候，稍加一点非语言表达是非常的重要。
（二）具有暗示性人类的动作、表情是本能的，每个人平时说话都会不知不觉地做出某些表情动作。
人们说话时变化的目光，或喜或怒的神态，举手投足的动作，经常同所表达的内容密切相关。
肢体语言也具有暗示性的作用。
脸上动作的微笑亲和为主，以微笑获得好印象。
如每天早上照镜子时，对着镜子里的自己微笑的说：“今天又是美好的一天。
”那么这一天下来你的心情都会是愉快的；当你和一个人见面时，他如果皱着眉头，嘴角向下撇，那暗示着话不投机；卖望远镜的商人，把商品放在旁边，而眼睛一直探望天空，这样可以吸引好奇者的注意，他会想知道这个商人看到了些什么，这时，商人便达到了销售的目的。
同时，在国际商务谈判中，暗示性也体现了它的重要性，就如以下的案例：在一次英国人与中国人谈判，双方谈判进行的还顺利，但是当谈到双方的条件时，出现了分歧，中方觉得英方提出的价格太高。
为此双方进行了激烈的争辩，为了谈判更好的进行下去，中方要求终止休息。
休息过后，中方给出了自己的最后价格，并一口咬定不再退让。
对此价格英方保持沉默，就在大家都以为谈判破裂时，中方主谈注意到英方主谈僵硬的左肩有稍微的抖动，他便知道这次的谈判会成功，随后英方果然同意签署合同。
通过这个案例，我们可以知道，肢体语言具有暗示性。
所以，在谈判的时候我们除了要注意对方的有声语言，同时观察对方的肢体语言也是非常重要的。
（三）能迅速传递、反馈信息、增加互动性20世纪50年代，研究肢体语言的先锋人物阿尔伯拉﹒麦拉宾发现：一条信息所产生的全部影响力中7%来自于语言（仅指文字），38%来自于声音（其中包括语音、声调以及其他声音），剩下的55%则全部来自于无声的肢体语言；人类学家雷﹒博威斯特（Ray Buirdwhisa tell）发现,在一次面对面的交流中,语言所传递的信息量在总信息量中所占的份额还不到35%,剩下的超过65%的信息都是通过非语言来完成的.在沟通交流时，非语言行为可以维持和调节沟通的进行，如点头则表示对对方的肯定；眯眼睛表示不同意、厌恶、发怒或不欣赏；走动表示发脾气或受挫；扭绞双手则是紧张不安或者害怕；眉毛上扬表示不相信或惊讶；当眼睛不注视双方时，意味着谈话结束了等等。
简而言之，调节肢体语言动作可帮助交谈者控制沟通的进行，因此，非语言能迅速传递、反馈信息、增加互动性。
综上所述，增强有声语言的表达力，具有暗示作用，能迅速传递、反馈信息、增加互动性等这些肢体语言的作用在商务谈判中起着极其重要的作用。
三、肢体语言在商务谈判中的运用（一）上肢动作语言信息在进行商务活动的时候，肢体语言是不可缺少的一部分。
然而不同的肢体语言又有着不同的意义。
在商务谈判的时候，如果你是第一次见到对方时，你们习惯性的彼此握手。