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1、The Cultural Difference Of Nonverbal Communication in Cross-culture Business NegotiationsAbstract ：Ever since China joins to the WTO, international business increased a lot. However many business negotiations end with failure. The most important factor which affects the success of business negotiati
2、on 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 comprehend info
3、rmation, 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 case studies. This paper aims to make people understand
4、 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 difference1. IntroductionWith the development of soci
5、al economy and high technology, Chinas exchanges with other countries become more and more frequent, the study of cross-cultural communication is also developed. Ever since China joins to WTO, international business activities increased a lot. For businessmen who engaged in international business co
6、mmunication, its necessary to understand cross-cultural communication knowledge and skills so as to reduce or eliminate misunderstanding of non-verbal language which may caused friction and conflict. The study of cross-cultural communication can improve the communication efficiency which is of great
7、 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 communica
8、ting 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
9、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 CommunicationBurgoon and Saine define Nonverbal Languageas follows: Nonverbal Communication is
10、all the communication movements except the language behaviour. Nonverbal communication refers to the actions which are sent out purposely, received with consciousness and may have a response. 2(1) Since nonverbal communication contains too many things and can be divided into many different systems,
11、its 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 languageA
12、ccording to Ekman and Friesens body language classification, the body language can be divided into five categories. That is embloms, illustrators, affect display, regulators and adaptors. The classification is based on the causes of the behaviour, the usage, and the code. 1 (13-18) First, emblems. E
13、mblems is the type of action which has a clear meaning, often used 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 used for stress
14、, description, characterization and so on. Third, affect display. Affect display is a type of action mainly displayed 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 used t
15、o 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 used in Turn-taking.Fifth, Adaptors. Adaptors can be divided into three types: self-adaptors, alter-directed and object
16、-adaptors. Under normal circumstances, people will have many self-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 usually relate to the use of some objects, such as smoking, writing, graffiti and so on. 2 (15)2.2 Par
