The Cultural Difference Of Nonverbal Communication
in Cross-culture Business Negotiations
Chen Si
English (Normal) Major (2006～风寒感冒常用药2010), Sanming University, Sanming, Fujian 365004
Abstract ：Ever since China joins to the WTO, international business incread a lot. However many business negotiations end with failure. The most important factor which affects the success of business negotiation is cross-cultural communication. The study of cross-cultural communication includes language communication and non-verbal communication. People usually pay attention to verbal communication in general during communication. They believe that language is the only way to transmit and冬季去哪里旅游好 comprehend information, while ignoring the importance of non-verbal communication. This paper attempts to introduce the basic ideas of non-verbal communication and apply relevant principles to account for some cross-culture business negotiation skills through ca studie新疆木垒县
s. This paper aims to make people understand the importance of non-verbal communication and the non-verbal language difference which is influenced by different social backgrounds so as to avoid business negotiations failure.
Key Words：nonverbal communication; business negotiations; culture difference
1. 拐卖妇女Introduction
With the development of social economy and high technology, 上斜卧推China's exchanges with other countries become more and more frequent, the study of cross-cultural communication is also developed. 英雄纪念碑碑文Ever since China joins to WTO, international business activities incread a lot. For businessmen who engaged in international business communication, it’s necessary to understand cross-cultural communication knowledge and skills so as to reduce or eliminate misunderstanding 高考必背of non-verbal language which may caud friction and conflict. The study of cross-cultural communication can improve the communication efficiency which is of great practical significance. It will affect the success of international business communication .
The cross-cultural communication study includes the verbal communication and non-verbal communication. According to a survey of interpersonal communication by Rey • L • Bodekesi: During the process of communicating of two persons, the information conveyed through language is only 35% of the total, while the remaining 65% is transmitted through the movements, posture, distance from each other and other non-verbal behaviours.[3] (155) However, during communication, people usually only pay attention to verbal communication in general. They believe that language is the only way to transmit and comprehend information, while ignoring the importance of non-verbal communication.
2. A Brief Introduction to Nonverbal Communication
Burgoon and Saine define "Nonverbal Language"as follows: Nonverbal Communication is all the communication movements except the language behaviour. Nonverbal communication refers to the actions which are nt out purpoly, received with consciousness and may have a respon. [2](1) Since nonverbal communication contain
s too many things and can be divided into many different systems, it’s impossible to deal with all non-verbal communication theories in details. So this paper will just focus on three major strategies of nonverbal communication which are devided by Bi Jiwan. The three major strategies are body language,paralanguage and environment language.[2](6-7)
2.1 Body language
According to Ekman and Frien's body language classification, the body language can be divided into five categories. That is embloms, illustrators, affect display, regulators and adaptors. The classification is bad on the caus of the behaviour, the usage, and the code. [1] (13-18)
First, emblems. Emblems is the type of action which has a clear meaning, often ud replace the language acts. Emblems often have a clear cultural identity.
Second, illustrators. Illustrators is a type of action which can illustrate the meaning of the
conversation with the help of language. It can be ud for stress, description, characterization and so on.
Third, affect display. Affect display is a type of action mainly display想牵你的手ed through some facial expressions or other body parts’ movement which will reveal the speakers’ emotion or mood.
Fourth, regulators. Regulators is a kind of movements which can be ud to maintain or adjust the conversation atmosphere. People can advice the speaker to continue to talk, to repeat, or to further explain with the help of regulators. Regulators can be ud in Turn-taking.
Fifth, Adaptors. Adaptors can be divided into three types: lf-adaptors, alter-directed and object-adaptors. Under normal circumstances, people will have many lf-adaptor actions when they suffer from nervousness, such as eyes movements or perspiration. Alter-directed adaptor actions often occur when people have conversation with others. It often happens unconsciously, such as step forward or backward. Object-adaptor actions usuall
y relate to the u of some objects, such as smoking, writing, graffiti and so on. [2] (15)
