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The Difference of Body Language in Business Negotiation ——Taking the Difference Between China and Japan as An Example

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The Difference of Body Language in Business Negotiation ——Taking the Difference Between China and Japan as An Example

摘要:国际商务谈判是一种跨境商务沟通,具有沟通性和国际性两大特点。沟通是指两方或多方之间不同意见的交流,通常通过语言和肢体语言进行。语言交际是通过文字表达人们的思想,是商务谈判的基本手段。身势语,又称肢体语言、身势语、非言语交际和非言语交际,是指通过非言语符号传达意义的交际。研究人员估计,85%的交流是非语言的。
国际化意味着不同国家的商人之间进行谈判。由于文化差异,不同国家的肢体语言有相似之处,也有不同之处。共性是指同一个手势在不同的国家有相同的含义,比如微笑表示友好,脸红表示尴尬,挥手表示再见。卓别林在无声电影中的精彩表演受到了全世界人民的广泛欢迎,这表明他的肢体语言已经基本被理解,不同文化之间的肢体语言有一定的共性。
区别就是同一个手势在不同的国家可以代表不同的意思,比如拇指和食指围成一个圈,代表美国一切都好,中国为零,俄罗斯肮脏,突尼斯“我要杀了你”。商务谈判中的共性一般不会产生摩擦,因此本文将重点探讨肢体语言的差异对国际商务谈判的影响。肢体语言的范围很广,主要包括国际商务谈判中的面部语言差异、肢体语言差异和空间距离差异。

Abstract: International business negotiation is a cross-border business communication, which has two characteristics: communication and internationality. Communication refers to the communication of different opinions between two or more parties, usually through language and body language. Language communication is to express people's thoughts through words, which is the basic means of business negotiation. Body language, also known as body language, body language,non-verbal communication and non-verbal communication, refers to the communication that conveys meaning through non-verbal symbols. Researchers estimate that 85 percent of all communication is nonverbal.

International means negotiations are held between businessmen from different countries.Due to cultural differences,body language has similarities and differences in different countries. Commonality means that the same gesture has the same meaning in different countries,such as smiling to show friendliness, blushing to show embarrassment, and waving to show goodbye. Chaplin's wonderful performance in silent films has been widely welcomed by people allover the world, which shows that his body language has been basically understood and that body language has a certain degree of commonality among different cultures.

Difference means that the same gesture can mean different things in different countries, such as making a circle between the thumb and forefinger,which means everything is fine in the US, zero in China, dirty in Russia, and "I'm going to kill you" in Tunisia. Commonness in business negotiations generally does not produce friction,so this paper will focus on the impact of the difference of body language on international business negotiations. Body language has a wide range, which mainly includes facial language differences,body language differences and spatial distance differences in international business negotiations.

Key words business negotiation; Body language; Nonverbal communication.