A Study On The Application Of Nonverbal Communication In Cross-cultural Business Negotiation

With the growth of international trade and the development of economic globalization, business contacts among nations are increasingly interconnected, which has brought more and more opportunities to do business. Hence, culture barriers in intercultural business negotiation have caused wide public concern. It is realized that a primary cause of failure in intercultural business negotiation is the lack of sufficient information and the misunderstanding of cultural background for both parties. Communication can be divided into verbal communication and nonverbal communication. Nonverbal communication is the important component of the intercultural communication, which has given rise to increasing wide attention owing to its messaging and affective expression. Due to the cultural differences, the expressions of nonverbal communication have their differences. In cross-cultural business negotiation, negotiators from different countries at the negotiation table contract mutual goals and conflicting interests. Different cultures are bound to collide with each other, which will lead to the severance of the business talk, even failure. Therefore, different negotiation techniques should be employed to negotiators from different cultures, which can greatly improve the efficiency and validity of the negotiation.Based on the cross-culture background, the thesis takes full account of the cultural influence on nonverbal communication which is underlying factors that impact of psychological activities during negotiating. On the basis of the research of predecessors, the article describes the application of nonverbal communication in international business negotiation to study cross-culture business negotiation. It is a complex process, and involves persons, body movements, and time or circumstances. To analyze easily, we will discuss it one-on-one according to the categories of nonverbal communication. The thesis will generally introduce nonverbal communication in cross-cultural business negotiation. Through the different nonverbal communication under different cultures, we will concretely analyze with examples. In the mean time, points for attention in application of nonverbal communication are put forward.In cross-cultural business negotiation, nonverbal communication and verbal communication will ever be found to be inseparable. Nonverbal communication is an important means for the successful communication. It provides information beyond language, which can not be ignored even more. Nonverbal communication has great significance to cross-cultural business negotiation. This thesis aims to help the people to better understand the application of nonverbal communication in cross-cultural business negotiation and increase the negotiating efficiency.