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1、AbstractIn 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 wit
2、h 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 no
3、n-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
4、language in business negotiations.Key words: Business negotiation, Body language, EffectContents1.Introduction.12.The definition and development of body language.12.1The definition of body language 12.2. The development of body language .22.3. The bases of application of body language in business ne
5、gotiation situations33.The application of the body language in negotiation33.1 Eye contact43.2 Facial expression.53.3 Hands movement.63.4 Posture.74.The effect of the body language in negotiation.84.1 Enhance the expression of sound language.84.2 Replace the sound language84.3 Quickly deliver inform
6、ation ,increase interaction.94.4 Regulation .105.The principle of the use of body language in negotiation.105.1 Understand with context105.2 Principle of consistency 116.Conclusion.11References1211.IntroductionWith the rapid development of the global economy, a growing number of international busine
7、ss 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 internation
8、al 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 www.biyezuopin.cc strategy in speech communication played an important significance in international business negoti
9、ations.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 persuasi
10、on, 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 language2.1The definition of body languageBody language,
11、 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
12、 the Oxford Dictionary explains, means of non-verbal communication gestures, facial expressions, and so on.2United States linguist LarryA.Sam Ovar and co-author Richard E.Porter in their “Communication Between Culture” to define non-verbal communication: non-verbal communication includes nonverbal i
13、ncentives in all exchanges, issued these factors by itself and he caused by the use of the environment, issued and accepted and has a potential value of information. Non-verbal communication also known as “High-Context Communication” High-context was first proposed by Edward Hall. In high-context co
14、mmunication, most of the information is not expressed by language, but by the communicator themselves and the effects of the external environment to express the feelings in his heart.2.2. The development of body languageEarly in the 19th century, Darwin had begun research on facial expression and bo
15、dy language.In the 1920 of the 20th century, Germany psychologists published the book the Physique and Character of the Kretscher marked the beginning of real to the study of non-verbal communication. In 1952, United States linguist Ray L.Birdw histell in his “introduction into Kinesics” first propo
16、sed a set of non-verbal communication symbol; Another United States anthropologist Edward Hall has published 4 books (The Silent hidden Dim Language,The ension,Beyond Culture and the Dance of Life), have a deeper level of study of non-verbal communication. In the 1950 of the 20th century, pioneer of research on body language AerboTemai Rabin find: influence in becoming a message generated by 7% from language (only text), 38% from the sound (including voice, tone, and other sounds), the re
