分析中美商务谈判中非语言交 际身势语的作用康山君就课程论文论文题目：从跨文化角度看中美商务谈判中的身势语系 别:班 级:姓 名:指导教师:外语系08英本（2）班刘连连仙伟20 1 1年 1 2月Body Language in Sino-US BusinessNegotiation from Cross-culturalPerspectiveStudent: Liu LianlianSupervisor: Lu XianweiDepartment of Foreign LanguagesTangshan CollegeDecember, 2011从跨文化角度看中美商务谈判中的身势语摘要随着经济全球化的不断发展，商务谈判对于促进各国之间的经济交流与合作 发挥着越来越重要的作用中美两国之间的经济往来也变得越来越频繁但中美 之间由于存在很大文化差异，身势语也不同在中美跨文化商务谈判中非语言交 际身势语起着非常重要的作用本文从跨文化角度对中美商务谈判中非语言交际 中身势语进行了简单的对比分析，希望能有助于中美两国经济合作关键词：跨文化；中美商务谈判；非语言交际；身势语Body Language in Sino-US Business Negotiation from Cross-cultural PerspectiveAbstractWith the continuous development of economic globalization, business negotiation is playing a more and more important role in promoting economic communication and cooperation of all countries. Sino-US economic interaction is also becoming more frequent. However, there exists great difference in cultures of the two countries, resulting in differences in body language. Body language, one kind of nonverbal communication, plays a very important role in Sino-US business negotiation. Therefore, it is necessary to make a brief comparison and analysis of body language in Sino-US business negotiation from cross-cultural perspective, with the hope to help promote the economic cooperation between China and USA.Key words: cross-cultural ； Sino-US business negotiation ； nonverbal communication ； body languageContentsIntroduction •••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••Part I A Brief Introduction to BodyLanguage 21 •1 1definition ••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••21.2^^lassi^^cation • ••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••• •・••21.3 Functions 3Part II A Brief Introduction to Business Negotiation 42.1 Concept of businessnegotiation 42.2 The business negotiationprocess 4Part III An Overview of Cross-cultural Communication 63.1 HalPs high-context vslow-context 63.2 Hofstede's valuedimensions 7Part IV Diversities of Body Language in Sino-US Business Negotiation 94.1 Same body language with differentmeanings 94.2 Different body language with the same meaning 10Conclusion 11Acknowledgements 12Notes 13Bibliography 14唐山学院外语系课程论文IntroductionSince China entered into WTO in 2001, the communication between China and other countries has become more and more frequent economically and politically. With the deepening of China's reform and opening-up, the standing of China is more and more important in world economy. The international trade by turns is one of the most important sources of China government revenue. The influence of Sino-US economic relationship is worth attention. It is anything but an easy thing to conduct Sino-US business negotiation due to the great cultural differences between China and American. So it is very important to have a good master of the cultural differences in order to promote the trade exchange Jn addition, body language also plays a key role in the cross-cultural business negotiation. So as to improve economic cooperation and trade exchange, it is necessary to make a brief comparison and analysis of nonverbal communication -body language in Sino-US business negotiation.唐山学院外语系课 程论文Part I A Brief Introduction to Body LanguageAs the world is becoming closely integrated9 economic communication between different countries has become more and more frequent. With the development of economy and the prosperity of trade, business negotiation has become very important. The role of nonverbal communication, above all, body language can not be neglected. So it is necessary to have a better understanding of body language from intercultural perspective. Now the thesis will introduce the definition, classification and functions of body language in detail.1.1 DefinitionBody language belongs to nonverbal communication. It is also called body movement, body behavior and so on, which refers to all expressions and movements that send messages to help us communicate with each other. Body language is a process in which we use our physical behavior to deliver information and express specific meaning subconsciously which is unable to be conveyed by verbal language.It is not easy to define body language. According to Knapp 'nonverbal communication9 refers to communication affected by meaning rather than words. Some scholars also claim that body language can be used without words. Some linguists take social conventions into account. Of course, there are numerous factors influencing how to make a definition of body language.It is easy to see that body language is the most important part of all nonverbal communication. It consists of facial expressions, eye contact, gestures, posture and so on. Body language, like verbal language, is also a part of culture. But in different 。