(2) Non-verbal behavior differences文献综述

     The influence of cultural differences on the negotiation process is not only reflected in the process of language communication, but also in the process of nonverbal communication。 Language communication is important, but only one way of communicating。 Studies have shown that in face-to-face communication, information comes from language communication accounts for only 35%, and 65% of the information is passed through non-verbal form(Chen 80) 。 Sometimes nonverbal information is more real than language information, because it tends to be more spontaneous and difficult to hide。 The same sentence can be due to non-verbal sexual behavior has different meaning and effect, some people think that the importance of non-verbal communication even more than language communication。Cultural differences can lead to a huge difference in the non-verbal behavior , and sometimes the same action may contains opposite meaning。 So when the negotiators make a non-verbal behavior, negotiators with different cultural background are easy to misunderstand the signal and thus affect the conduct of commercial negotiations。 For example, many countries nod in favor, and shake his head to deny。 But in India, Nepal and other countries is just the opposite, shaking his head in favor and nodding to deny。  And when negotiate with Japanese, they may just nod。If you think that they agree with your point of view,you may make a failed negotiation。  Actually,their nod may just mean that they hear or know what you say。 In different cultures, this non-verbal behavior can easily lead to some misunderstanding。 Thus, these differences in movements and gestures will have some obstacles to the negotiations(Chen 80)。