Abstract Essentially speaking, international business negotiation is intercultural business communication。 Nonverbal communication, as the necessary supplement of verbal communication, plays an immensely significant role in international business negotiation。 With the rapid development of the modern society and the growing commercial trades between countries in the world, international business negotiation becomes an indispensable part in the global economic activity。 Based on the studies of the nonverbal communication and intercultural business negotiation，the author of this thesis analyzes the nonverbal communication phenomenon during the process of Sino – U。S。 business negotiation and its impacts and offers some suggestions。 The study of nonverbal communication in Sino-U。S。 business negotiation will help us understand its importance and it will also be beneficial to trades between America and China。94116

Keywords: nonverbal communication; intercultural communication; business negotiation; China; the United States

摘要国际贸易谈判从本质上说也是跨文化商务交流。非语言交际，作为语言交际的补充部分，在国际商务谈判中发挥着重要作用。随着现代社会的快速发展以及世界各地的贸易往来的增加，国际商务谈判在全球经济活动中成为了不可缺少的一部分。本文以非语言交际和跨文化商务谈判的理论为基础，结合中美商务谈判案例分析其过程中的非语言交际现象及其影响并给出相关建议。研究商务谈判中的非语言交际现象一方面能够帮助我们认清其重要作用，另一方面更有利于中美双方的贸易往来。源C于H优J尔W论R文M网WwW.youeRw.com 原文+QQ752-018766

毕业论文关键词：非语言交际；跨文化交际；商务谈判；中国；美国

Contents

1。 Introduction 1

2。 Literature Review 1

2。1 Intercultural communication 1

2。2 Nonverbal communication 3

2。3 Intercultural business negotiation 5

3。 Nonverbal Communication in Intercultural Communication 5

3。1 Kinesics—body language 5

3。2 Paralanguage 6

3。3 Environmental language 8

4。 Case Studies of Nonverbal Communication in Sino-U。S。 Business Negotiation 9

4。1 Case study about body language 9

4。2 Case study about paralanguage 10

4。3 Case study about environmental language 10

5。 Suggestions 11

6。 Conclusion 12

Works Cited 14

1。 Introduction 来自优I尔Q论T文D网WWw.YoueRw.com 加QQ7520~18766

Nowadays, people from different countries are contacting closer and closer with the development of modern society and global economy prosperity。

An international magazine, “The Electronic World”, asked international marketers about the question of “what is the biggest obstacle to doing business in the global marketplace”。 As a result, cultural differences are top of the list of eight hurdles。 Many scholars have also pointed out that “international business, especially in the case of joint ventures or long negotiations is always difficult。 In addition to practical and technical issues (these problems are often very easy to get a solution), the problems, such as national and cultural, psychological, etc, often affect the management’s decision, which is more complicated than agreeing on a practical problem between the accountant, the engineer and the other technician。” Thus, cross-cultural issues in business management have increasingly shown their importance and urgency, and the analysis and study of cross-cultural management issues in transnational operations are not only beneficial for overseas Chinese managers, but also for Chinese enterprises to enter overseas markets。 It is important for overseas companies to make international management。。 Nonverbal communication, as the necessary supplement of verbal communication, plays an immensely significant role in international business negotiation (Varner and Beamer 4)。