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1、Abstract Besides verbal communication, nonverbal communication also plays an indispensable role in international business negotiation in which the negotiators can get lots of favorable information about their opponents. Therefore, it is of great importance for the negotiators to have a good command
2、of nonverbal communication. However, many people fail to recognize the significance and diversity of nonverbal behavior in international business negotiation. Although there is no lack of researches about the classification and importance of nonverbal communication, the researches about nonverbal in
3、 international business communication is rare. This paper analyzes the important impacts of nonverbal communication and its classifications in international business negotiation with the help of the existing theories. Finally, it arrives at some solutions about avoiding misunderstanding for the misu
4、se of nonverbal behavior during the negotiation.Key words: international business negotiation; nonverbal communication; importance; diversity中文摘要在国际商务谈判中，非语言交际起着举足轻重的作用，通过非语言信息可以判断对方的真正意图，体会不可言传的交际内容，帮助谈判者及时做出正确的判断和反应。正确的非语言交际行为能起到加强信息交流的作用，而错误的非语言行为则可能因文化风俗不同引起冲突和误解。关于非语言交际的类型和意义,国内外不乏其研究成果，但其研究方向主
5、要在跨文化交际的大范围上，鲜有专门研究其在商务谈判中的实际作用。本选题在结合已有理论的基础上，探讨了非语言交际在国际商务活动中的作用、类型，在分析了相关例子后总结出防止和消除非语言交际的冲突与障碍的方法。由于在国际商务谈判中人们对非语言交际的了解程度较浅而影响谈判效益的现象屡见不鲜，因此，结合语言交流，观察谈判对方的非语言表现，准确地把握其非语言行为的变化，对掌握谈判大局十分关键。关键词：国际商务谈判；非语言交际；重要性；差异性；1. IntroductionWith the rapid development of science and technology, the world is b
6、ecoming a global village. The communication among international business negotiators is also becoming more and more frequent. The communication in international business negotiation can be divided into two kinds, verbal communication and nonverbal communication. On one hand, nonverbal communication
7、is universal as it is used accompany with verbal messages or independently. On the other hand, nonverbal communication is important in international business negotiation, because it can exert influences on peoples communication, reflect the peoples thoughts and supplement the verbal communication. W
8、hat is more, one distinct feature of nonverbal communication is its diversity in different countries. Thus, if people ignore it or cant handle it appropriately, it will inevitably cause conflicts or misunderstanding when two or more cultures encounter each other.This paper mainly explores the signif
9、icance, classification and diversity of nonverbal communication in international business negotiation. Finally, it put forward some suggestions on how to avoid the conflicts or misunderstanding in international business negotiation.2. Literature ReviewThe employment of nonverbal communication has a
10、long history, which was the main way of transferring messages by our ancestors in human society before the invention of languages. Along with the increasingly frequency of cross-cultural communication in business world, nonverbal communication arouses the great attention of scholars. In 1959, Hall E
11、dward T. and Hall Mild. Reeds The Sounds of silence put forward the impact of culture on nonverbal communication through observing and analyzing the different nonverbal communicative behaviors among different races systematically, which provided fundamental basis for nonverbal communication. Whats m
12、ore, Wolfsons Rules of Speak in 1983, Bolinger Dwights Aspect of English in 1994 and Fred E. Jandts Intercultural Communication in 2000 all have profound research on this special communication skill. In China, there are also plenty of works in this field, such as Liu Runqings Language and Society in
13、 1989, Hu Wenzhongs Culture and Communication and Cross-cultural Nonverbal Communication in 1995 and 1999. However, most of these researches are not specific enough. Although the researches on nonverbal communication developed so fast and achieved delightful results, the common people, especially th
14、e international business negotiators still attach inadequate importance to the influence and employment of nonverbal communication on the entire process of communication. This paper focus on the importance of nonverbal communication in international business negotiation.3. The Definition and Classif
15、ications of Nonverbal Communication3.1 Definition of nonverbal communicationNonverbal communication refers to the sending of a message without using words literally. （Li Qingming, 2007:95）Generally, nonverbal communication can be divided into several categories, such as kinesics, paralanguage, objec
16、t language and environmental language.3.2 Main classifications of nonverbal communication3.2.1 KinesicsKinesics is the nonverbal behavior related to movement, either of any part of the body, or the body as a whole (Li Qingming, 2007:94). In short, all communicative body movements are generally classified as kinesics. Kinesics communication is properly one of the most important and obvious nonverbal communication form, including
