Works Cited 16

1. Introduction

With the rapid development of the social economy and integration of world economy, an increasing number of international business negotiations have been turned up. Nowadays, language plays an important role in business communication to express thoughts and feelings. However, language is not the only way to communicate with other people. Generally, there are two types of human communication: non-verbal communication and verbal communication. According to game theory, information in business negotiations is very important. It is essential to grasp various situations in business negotiations and make predictions in terms of various information during business negotiations. Only in this way can the businessmen make success in business negotiations. In business negotiations, Communication is a process of exchanging information and understanding each other between people or groups through language, characters, symbols and so on. Effective communication can create a platform for businessmen to make business negotiations more effective and make smarter decisions.

Brian, a sociologist, said that controlling body language can greatly enhance the power of negotiations and your charm. There is not only communication of language but also the communication of behavior (Liu 129). Albert Mihranian, an American social linguist, has found in his research that the total impact of a message is achieved through 7 per cent verbal expressions and over 90 per cent nonverbal expressions. (Geng 340) We can grasp effective information by observing what people are doing, saying, thinking. Not only can we judge the change of the other's thoughts to use the right strategy but also use the right body language to make the negotiation successful.

It is of much significance to use body language effectively in human communication as an important way of nonverbal communication. Body language, also called kinesics, refers to communications by posture, body movements, gestures and facial expressions.

1.1 Research purpose

According to game theory, communication is aimed at the pursuit of mutual    beneficial win-win results in business negotiations. It is very essential to judge the information to strive for maximum benefits by using body language effectively because of various information including true information and false information during the process of negotiations (Albert 26). Thus, it is a must to study the effective application of body language in business negotiations.

However, a number of people have not been remarkably aware of the importance of body language in spite of the fact that the most information in any face-to-face negotiations is revealed through body language. So far there have been many scholars at home and abroad who are studying the body language involving the field of education, semiotics, psychology, and so on. However, few of people paid much attention to studying the effective application of body language in business negotiations. Based on game theory and Allan Pease’s theory, the thesis analyzes how body language applied in business negotiations effectively by some examples and some articles. It can not only make it clear for negotiators to know the significance of body language in business negotiations, but also break the impediment of different languages to achieve the success of the business negotiations. In the thesis, there are several questions that will be discussed as follows:

(1) How many forms of body language are there in business negotiations?

(2) How does body language play a role in business negotiations?

(3) How do negotiators apply body language effectively in business negotiations?

1.2