Abstract With the rapid development of international trade, business negotiation has become increasingly important. As is known to all, international business negotiation is a cross-cultural interpersonal communication, which has verbal and nonverbal means. When it comes to negotiation and communication, people will usually pay more attention to the use of language, and ignore the nonverbal expressions. Body language as an important way of nonverbal expression, conveys information in the cross-cultural business negotiation even more than language itself. At the same time, cultural differences of body language exist in thousands of ways, so appropriate body language in intercultural business negotiation plays a vital role, which makes complements to the speech communication, sometimes even can make negotiations successful. The purpose of this article through the analysis of the communicative functions of body language is to interpret its role in the cross-cultural business negotiation, to attract the attention of the non-verbal communication and improve the possibility of success in cross-cultural business negotiations.53603

Key words: body language; international business negotiation; different cultures; communicative function; application

摘要随着国际贸易的飞速发展，国际商务谈判日趋重要。众所周知，国际商务谈判是跨文化语境下的人际交流，而人与人之间的交流不外乎语言和非语言两种手段。提到谈判和交流，人们通常关注更多的是语言层面的运用，而忽视非言语的表达。体态语，作为非语言表达中的重要环节，在跨文化商务谈判中传达的信息甚至比语言本身更为丰富。同时，因文化的差异人们对体态语的解读又千差万别，因此体态语的得体使用在跨文化商务谈判中起着至关重要的作用，它与语言交流的互补，有时甚至可以使谈判峰回路转，柳暗花明。本文通过对体态语交际功能的分析来解读其在跨文化商务谈判中的作用，旨在加深人们对于体态语的重视和理解，并提高人们进行跨文化商务谈判的成功率。

毕业论文关键词：体态语；国际商务谈判; 文化；交际功能；运用

Contents

1. Introduction 1

2. Literature Review 2

3. The Classification and Application of Body Language 2

3.1 The definition of body language 2

3.2 The classification of body language 3

3.3 The application of body language 10

4. Communicative Functions of Body Language 11

4.1 Repetition 11

4.2 Supplement 12

4.3 Replacement 12

4.4 Adjustment 13

4.5 Contradiction 13

5. Strategies in Cross-cultural Business Negotiation 14

5.1 Respect in negotiation 14

5.2 Adaptation to culture difference 14

5.3 Establishment of cross-cultural consciousness 14

5.4 Avoidance of cultural prejudice 15

5.5 Preparation in advance 15

6. Conclusion 15

Works Cited 17

1. Introduction 

With china’s entry to WTO, international trade in various levels is becoming increasingly frequent and important for us to learn cultural factors. There is no denying that body language in different cultures exerts great impact on international business negotiation.