non-verb-communication-in-business-negotiation(英语专业论文)本科学位论文

PAGEPAGE16中国某某某某学校学生毕业设计(论文)题目：Non-verbCommunicationinBusinessNegotiation姓名：0000000班级、学号：00000000000000系(部)：经济管理系专业：商务英语指导教师：00000000开题时间：2008完成时间：2009-11-122009年11月12日目录TOC\o"1-2"\h\z\u毕业设计任务书 1毕业设计成绩评定表 2答辩申请书 3-4正文 5-19答辩委员会表决意见 20答辩过程记录表 21TOC\o"1-2"\h\z\u课题Non-verbCommunicationinBusinessNegotiation课题(论文)提纲0介绍1非语言交际的历史2非语言交际的定义3商务谈判中非语言交际的形式3.1目光的接触3.2合适的装扮3.3体势语3.4语调3.5小礼物3.6准时3.7微笑4结论二、内容摘要语言是交际的工具,是文化的载体;非言语是语言交际的补充,人们在人际交往中通常只视重语言交际,而往往忽略非言语交际作为信息传递的重要地位。观其现状，非语言行为已越来越受他人关注且有着语言交际时不可比拟的特性。本文旨在探讨在商务交往中非言语交际的重要性且详细论述了商务谈判中非语言交际的形式。参考文献[1]周静.语言学概论[M].河南大学出版社,1999[2]李杰群.非语言交际概论[M].北京大学出版社,2003[3]毕继万.跨文化非语言交际[M].外语敎学与硏究出版社,1999[4]DavidHesselgrave.VerbalandNonverbalCommunication[J].U.S.CopyrightActs.1976Non-verbCommunicationinBusinessNegotiation0000000Abstract:Languageisatoolforcommunicationandthecarrierofculture;Non-verbalcommunicationisthesupplementoflanguagecommunicate.Peopleonlyemphasisonverbalcommunicationandoftenoverlookthenon-verbalcommunication’simportanceasthetransmissionofinformation.Lookuponthissociety,peoplearemoreandmoreconcernaboutothersnon-verbalbehaviorandithasthepeculiartythatthelungaugecan’tcompared.ThisarticleaimstodiscussiontheimportanceofnonverbalcommunicationinbusinessEnglishnegotiationandtheformofnonverbalcommunicationindetails.KeyWords:non-verbalcommunication;businessnegotiation;formofnon-verbalcommunication

0IntroductionWiththedevelopmengtofourpeople’sintellignce,weusemoreandmorenon-verbalbehaviorstocommnicatewithothers.Althoughnon-verbalcommncationplaysuchanimportantrolesinourdailylife,mostofusalwaysignored.Forwestudiedbusinessnegotiation,weshouldlearnmoreaboutnon-verbalcommunicationanditcouldhelpusalotonourjob.1Thehistoryofnon-verbalcommunicationNon-verbalcommunicationisbothanancientandayoungsubject.Sayitisoldbecauseofitslonghistoryismuchmorethantheverbalcommunication.Lookuponfromthehistoryofhumanbeings,languageiscomeintoexistenceafterquitealongtimeofphysicallabor.Butbeforethat,howtopeoplecommunicatewithothers?Ofcourse,theyrelyonnon-linguisticmeans.Inaddition,fromaperson'sgrowth,weknoweveryoneisgenerallystartbabblingafteroneortwoyearsandevenhewasn’tcometotheworldhecancommunicatewithhismotherbylittletrickswhenhewillbeabletokick.Thereforewecansay,whentherehavehumanbeings,wealsohadnon-verbalcommunication.However,whenhumansbegantostudynon-verbalcommunicationexactly,nooneknows.Butonethingisclearlythatnon-verbalcommunicationisrecordedallthetimesinChinaandwesterncountry.FrenchscholarLevyBruhl，Lucien(1857-1939)inhisfamousPrimitiveMentality(1923)ismentioned:"IntheAbipen,DobricHuoFeierseeashamanusinggesturescommunicatesecretconversationswithothers,inthesegestures,thehands,armsandheadplayeditsownrole.Hiscraftbrotheralsousedgesturestoanswer,sotheyeasilykeepintouchwitheachother."InChina,asearlyasZhou-Qinerawehaveusedtheflamestoalarmbythiskindofnon-verbalcommunication.Sayit’syoungbecauseasasubject,non-verbalcommunicationisonlyabout60yearsold.DecadesbeforeWorldWarII,inthisfieldtheresearchismainlystayinalimitedpartofthebodylanguageandcouldn’tbeasystem.AfterWorldWarII,non-verbalcommunicationisleapessentiallyandtherehavebeenseveralfamouspunditshasmadeanoutstandingcontributiononthissubject,SuchasBirdwhistell'sIntroductiontoKinesics(1952)andETHall'ssilentlanguage(1959).AsIknow,domesticscholarsbegantointroducethisforeignresearchandbegintheirstudiesin1980sandtheearliestmonographspublishedbyErlingGengASummaryofBodyLanguage(1988).WenzhongHu(awell-knownEnglishprofessor)whohascompiledseveralbooks,suchascross-culturalcommunicationandEnglishlanguagelearning(1988),SelectedReadingsinInterculturalCommunication(1990),CultureandCommunication(1994))etc.,whichareselectedanumberofresearchpapersonnon-verbalcommunicationindomesticandforeignscholars.Fortherepeoplearemoreandmorevalueatnonverbalcommnication,moreandmorepeoplemajoredatstudythenonverbalcommunicationandmanybookshaspublished,forexample,QinxiangLi,aprefessorfromOceanUniversityofChinaQingdaoCollege,hisbookTheStudyofNon-verbelComunicationbetweenChinaandJapan(2008)isgeneralintroducedthenonverbalcommunication.Today,evenlanguagecommunicationsystemhasbeenhighlydevelopedandwiththeevolutionofhumanbeings,theoriginalinstinctshasbeendegradation,andsomeofthenon-verbalcommunicationskillshasalsodeteriorated.Butitisstillplaysanimportantroleinourdailylife.Inmanycases,Peoplecancommunicatewithoutlanguage,butwecan’tgiveupnon-verbalcommunication.E.T.Hallpointedoutthat"Silentlanguageshowsalotthanthespokenlanguageandalsomuchmoreprofound."BritishscholarMichaelArgyleissimplythoughtthatnon-verbalcommunicationisthecoreinhuman’scommunication.2Thedefinitionofnon-verbalcommunicationNon-verbalcommunicationisameansforcommunicateandaffectpeople'snon-verbalbehavior.Postureandmovements(wellknownasbodylanguage),changesinfacialexpression,clothingandothermakeup,eventhesilenceinthemiddleofconversationarewellknownedasnon-verbalcommunication.Formyopinion,eyescontact,dressinghabits,bodygestureandasweetsmileisalsothewaystoexpressyourideaswithoutlanguage.Inbusinessnegotiations,non-verbalcommunicationisveryimportant.Itcouldusetoindicatetheattitudedirectly,exchangeideas,expresstheiremotionsandconcealone’sbosom,sequentially,gettingthesoundeffectsofthecommunication.First,Non-verbalcommunicationcanbeworkseparatelyandrepeattheinformationinthebusinessnegotiations,forexample,whenyoupointedoutsomethinginyourlanguageandthenreusegesturesasadirection,otherscouldunderstandyoumuchbetterandbelieveyoudeeply,thenegotiationwouldbeafreechatandmorerelaxing.Second,insomecases,non-verbalinformationisnotconsistentwithlanguageinformationandthelanguageexpressedinformationisnottrue,wecanlearnsomeinformationbenefittousthroughtheirchangesinfacialexpressionandmovements.Suchaswenegotiatewithstrangers,wehavetopayattentiontohisbodylanguageandjudgethesincerityofhim.Supposedheisaswindler,theireyesarealwaysflickeringlyanderratic,eventheydon’tlookdirectlyatyoubecauseoftheirguilty.Lastbutnotleast,non-verbalcommunicationalsocouldhavesupplementaryorancillaryfunctions.Languageisinsufficienttoconveythemessageingeneralandatthistimewemustmeetthenon-verbalmeans,andmakethelanguagemorefully,morevividandlively.3Theformofnon-verbalcommunicationinbusinessnegotiationNon-verbalcommunicationisakindofcontactthatwithoutlanguageandisaimedatexpressingtheirideasorunderstandingofotherpeople'sintentions.Therearevariouskindsofitandhasimportantsignificance.Listanyasfollows:3.1EyescontactEyecontactisthemostvividandinterpersonalnon-verbalcommunication.Shiningthroughyoureyesjustcouldexplaintheimportanceoftheit,andotheridiomsliketheeyesarethewindowsofthesoulillustratestheeyesplaysuchanimportantroleforpeopleexchangetheirfeelings.Inbusinessactivities,youshouldlookedatthespeakertoexpressyouareconcernedaboutit;butthespeakershouldnotbemeetonthereceivingparty’seyesunlessyoutwo’srelationshavebeencloselythatyoucouldshiningthroughyoureyesdirectly.Onlywhenthespeakerfinishesthelastsentencethespeakercouldmovetotheother'seyes.Itpresentsthespeakeraskingtheotherone"DoyouagreewhatIsay?"Orimpliestheother,"Now,it’syourturn."Inpeople'sassociationandbusinessprocess,themutualeyescontactshouldbedifferentfollowpeople'sstatusandself-confidence.Inastudybymarketingscientist,lettwostrangergirlsfromtheuniversitystudentstodiscusssomequestionstogether,toldoneoftheminadvancethatanotheroneisagraduatestudent,atthesametimetheytellanotherpersonthatherconversationiswithalosermiddleschoolstudentsthathercollegeentranceexaminationisalwaysfailed.Theresultis,theonethinkingherselfisonhigh-statusisfullofconfidenceintheprocessoflisteningandspeakingandcouldnothelpstaringattheothergirl,andthatthelow-statusstudentsspeakverylittleanddidnotdaretostareattheotherside.Wecanwidelyknownthatinourdailylifethattheinitiativeonearemoreoftentotakealookattheotherpersonandthepassiveareoftenlowerhishead.3.2YourdressingAtthenegotiatingtable,people'sdressingisalsotransmissiontheinformationandcommunicateswiththeother.Sophia.Loren,AfamousactressfromItalianhassaid:"Yourclothestendtoshowthatwhattypeofpeopleyouare,itrepresentsyourpersonality,onebodymeetingwithyouandoftenconsciouslytojudgeyouwhatsortofpersonaccordingtoyourdress."Clothingthemselvescouldnotspeak,butitisofteninaspecificsituationthatpeoplewearcertainclothinginordertoexpresstheirideasandsuggestionsintheirinnermind.Inbusinesscontact,peoplearealwayscarefullytochoosethesuitableclothingconcerntheenvironment,occasionsandtherival.Thesuitabledressingcanbesaidtheextensionoftheirself-imageatthenegotiating.Similarly,apersondressdifferentkindofclothcouldgivethedifferentimpressionandleadcompletelydifferenteffects.AmarketingexpertsintheUnitedStatesconductedanexperimentthathehimselfappearedinadifferentstyleofdressingupinthesameplace,Whenhewaswearingasuittolooklikeagentlemanappeared,whetheritistoaskfordirectionsoraskthetime,mostofthemareverypolite,andthemselvesseemsallgentleman;whenhedressedupasvagrants,thepeopleclosetohismostwerehomelessorcometolendafireforsmoke.

3.3BodygestureDa.Vincihadsaidthattoshowthespiritshouldthroughthepostureandthepracticeoflimbs.Inthesameway,people'severymovementcanreflectaparticularattitudeandmeaninginthebusinessandinterpersonalrelation.Thesalesman’sgesturewillbeshowinghisattitude.Ifmusclesstretchedtootightly,itmaybeduetotheinnertensionorstiff,thisisalwayshappenedwhenwecontactwithahigherstatusthanourselves.Marketingexpertsbelievethatourbody’srelaxationisakindofinformationdisseminationbehavior.Tiltbackwardof15degreesisextremelyrelaxedandthanpeople'sthoughtsandfeelingswillbereflectedfromthebody’sgesture.Ifweslightlyinclinedtotheotherthatexpressedtheenthusiasmandinterest;ifslightlyrosethatindicatingcourteous;ifleanbackrepresentslookifnothinghadhappenedandslighted;tiltyourbodytoexpressdisgustandcontempt;theirbackspeopleexpresseddisdainignore;leavewithouthesitate,itissaidrejectedandinteraction.China'straditionalislookpostureverygreatimportanceandthinkitasaruletojudgesomeonewhethereducated.Soitisknownasarealmanneedsto"standaspine,sittinglikebells,linewind".InJapan,departmentstorestotheemployees,therearespecificcriteriaforbendingbow:Welcomecustomerswithbowand30degrees,keepcustomersbuymerchandisebowed45degreesonthebow45degreesawaycustomers.Ifyouwanttogiveagoodfirstimpressiontoyouroppositeinthesalesprocess,thenyoushouldfirstattachimportancetoyourgesture.Ifyoumeetsomeonewithyourheadhangedandlistlessness,theotheronewouldguessthathimselfmaybenotwelcome;Ifyoudonotfacehimandglancerightandleft,thepersonmaywonderwhetheryouhavesellingfaith.

3.4ToneOnceatime,thefamousItaliantragedystarValentinoRossiinvitedtoattendabanquetthatwelcomedtheforeignguests.Manyguestsaskedhimtoperformatragedyduringthereception,sohereadapassagelinesinItalian,eventhoughtheguestsdonotunderstandhislinescontent,buthisemotionaltoneofvoiceandfacialexpressionsisverydesolateandpathos,theycan’thelpsothatweshedtearsofsympathy.AtthistimeanItaliancan’thelplaughingandranoutofthevenue.Itturnedoutthatthistragedyisnotastarstudentinlines,butthefeastonthemenu.Properuseofnaturaltonesisoneoftheconditionsforsuccessinsmoothcommunicationandmarketing.Undernormalcircumstances,thegentletoneofvoicereflectsfrankandfriendly,naturallytherewillbetremblinginexcitement,whenslightlydepressedyouaresympathy.Nomatterwhatkindoftoneyousaid,ifitiscynical,andbecomescynical;withnasalhumisoftentheperformanceofarrogance,indifference,angerandcontempt,lackofsincerity,andthiswillcausepeopleunhappy.3.5LittlepresentThetruevalueofthegiftcannotbemeasuredbyeconomicvalue,itsvalueliesinlinkuptheirfriendlyfeelings.Inprimitivetribe,thefirstpurposeofthecustomofgiftexchangeismoral,theyinordertoproduceafriendlyfeelingbetweenthetwosides.Meanwhile,thepeoplethroughtheexchangeofgiftstheycouldmaintainsocialcontactswithothertribesclans.Whenyoureceivedabouquetofbirthdayflowers,youwillfeelveryhappyandthatcouldnotsayaflowerissmellgood,itjustbecausetheblessingofflowersbroughtthewarmthandfriendshipmakesyouintoxicated,andwhileyouboughtflowersyourselfyouwillnotcausesuchapleasantfeeling.Inthesalesprocess,agiftisinevitable,andpresentedasmallgifttoeachothercanbeaddedourfriendshipandstrengthentradingrelationshipmutually.Sothegiftshouldworthhowmuchmoneyisprobably?Inmostoccasions,itisnotnecessarilyexpensivegiftsmaketherecipienthappy.Onthecontrary,itmaybecauseitistooexpensive,buttomaketherecipientfeelsorry.We’drathersendforrichemotionalgiftanditwouldbebetterandalsomakesalestargetgladlyaccepted.

3.6BeontimeInsomeimportantoccasions,theimportantpeopleareoftenlateandleteveryonewaitingtogreet,theyalwaysseemsitashonorable.However,inordertoraisethestatusbyalwayslate,afterall,itisnotafairexchanges,whichoftenleadtodissatisfactionwitheachotherandtoaffectcooperationandcontactsbetweenthem.whenweattendthemeetingwemustbeontimeandiftheothersideatappointyouat7:00,youshouldarriveontimeoraheadofamoment,thiscouldreflecttheinteractionofyourfaith.Ifyouarrivedthereat8:00andevenifyousaysorryverbally,butitwillalsodefinitelymaketheotherfeelunhappyandtheywillthinkyoudonotrespecthim.Differentculturalbackgroundsandsocialstatushasdifferenttimeperception.SuchastheGermanspaymuchmoreattentiontopunctuality,butifyouinvitedtoparticipateintheFrenchdinner,pleasedonotarriveearlyforanappointment,otherwiseyouwillfindatthistimeonlyyoutothescene.AAmericandiplomatsdefendinanAfricacountryandhegototheMinistryofForeignAffairsontime,butover10minutesnothinghappened,heaskedtheClerktore-informed,halfanhourlatertherealsohassomeoneaccepthim,thediplomatsbelieveistheyareintendstosnubandinsulthim,heisveryangryandgoback.Severaldayslaterdidheknowtheproblem,andthatjustbecausethetimeconceptisdifferentbetweenthetwocountryandtheydidnotwishtodownplaytheAmericandiplomat.

3.7SmileAsweetsmilealsorepresentspleasureorsatisfaction,thisisalwaystrueinallovertheword.Ifyousmiletosomeone,thoughyoutwoareenemyyesterday,youcould