商务谈判中的肢体语言(英语论文)

In the current economic context of globalization, people are more and more frequently involved in business negotiations, business negotiation is one of the most popular activities under market economy conditions.

Successful business negotiations require negotiators to not only be familiar with the relevant laws and business operations of the principle , and also to master negotiation skills. Negotiation is communication, but are not necessarily verbal. In fact, the facial expressions, eye contact, gesture or posture of negotiations can convey more information than words. All of these non-mouth language is referred as “body language”. In business negotiations, body language plays an important role of promoting the smooth progress of the negotiations. The paper analyzes the main manifestations of body language in business negotiation, focusing on stress the importance of using body language in business negotiations.

Key words: Business negotiation, Body language, Effect

1.Introduction (1)

2.The definition and development of body language (1)

2.1The definition of body language (1)

2.2. The development of body language (2)

2.3. The bases of application of body language in business negotiation situations 3

3.The application of the body language in negotiation (3)

3.1 Eye contact (4)

3.2 Facial expression (5)

3.3 Hands movement (6)

3.4 Posture (7)

4.The effect of the body language in negotiation (8)

4.1 Enhance the expression of sound language (8)

4.2 Replace the sound language (8)

4.3 Quickly deliver information ,increase interaction. (9)

4.4 Regulation (10)

5.The principle of the use of body language in negotiation (10)

5.1 Understand with context (10)

5.2 Principle of consistency (11)

6.Conclusion (11)

References (12)

1.Introduction

With the rapid development of the global economy, a growing number of international business negotiation activities has been turned up. In the emerging knowledge society, communication is the most important constituent elements. Good

communication is fundamental to the success of international business negotiations. As a communication tool, language plays an important role in international negotiations, body language, however, as an complementary tool to help people complete transmission of information, and can break the language barrier. Body language as a pragmatic strategy in speech communication played an important significance in international business negotiations.

This article analyzes information expressed by body languages in business negotiation from eye contact, facial expressions, hand movements, posture and so on. it can improve the skills of the negotiators,to

narrow the distance of the negotiations the two sides and enhance negotiation persuasion, promoting the efficiency and success of the negotiations. In recent years, body language has been paid more and more attention and has become the new research object of winning business negotiation.

2.The definition and development of body language

2.1The definition of body language

Body language, refers to by the various movements of the body, thus instead of language in order to achieve the objective expression mean of communication. General words, body language, including the aforementioned facial; special words, body language just including expressions of the body and limbs. According to the Oxford Dictionary explains, means of non-verbal communication gestures, facial expressions, and so on.

United States linguist LarryA.Sam Ovar and co-author Richard E.Porter in their