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

中国某某某某学校学生毕业设计(论文)题 目： Non-verb Communication in Business Negotiation 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： 2008-04-03 完成时间： 2009-11-12 2009 年 11 月 12 日17目 录毕业设计任务书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21课 题 Non-verb Communication in Business Negotiation 一、 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。三、 参考文献1 周静. 语言学概论M. 河南大学出版社, 19992 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, 19994 David Hesselgrave. Verbal and Nonverbal CommunicationJ. U.S. Copyright Acts. 1976Non-verb Communication in Business Negotiation0000000Abstract: Language is a tool for communication and the carrier of culture; Non-verbal communication is the supplement of language communicate. People only emphasis on verbal communication and often overlook the non-verbal communications importance as the transmission of information. Look upon this society , people are more and more concern about others non-verbal behavior and it has the peculiarty that the lungauge cant compared. This article aims to discussion the importance of nonverbal communication in business English negotiation and the form of nonverbal communication in details. Key Words: non-verbal communication; business negotiation; form of non-verbal communication0 IntroductionWith the developmengt of our peoples intellignce , we use more and more non-verbal behaviors to commnicate with others. Although non-verbal commncation play such an important roles in our daily life , most of us always ignored . For we studied business negotiation , we should learn more about non-verbal communication and it could help us a lot on our job.1 The history of non-verbal communicationNon-verbal communication is both an ancient and a young subject. Say it is old because of its long history is much more than the verbal communication. Look upon from the history of human beings, language is come into existence after quite a long time of physical labor. But before that, how to people communicate with others? Of course, they rely on non-linguistic means. In addition, from a person's growth, we know everyone is generally start babbling after one or two years and even he wasnt come to the world he can communicate with his mother by little tricks when he will be able to kick. Therefore we can say, when there have human beings, we also had non-verbal communication. However, when humans began to study non-verbal communication exactly, no one knows. But one thing is clearly that non-verbal communication is recorded all the times in China and western country. French scholar Levy Bruhl，Lucien (1857-1939) in his famous Primitive Mentality (1923) is mentioned: "In the Abipen, Dobric Huo Feier see a shaman using gestures communicate secret conversations with others, in these gestures, the hands, arms and head played its own role. His craft brother also used gestures to answer, so they easily keep in touch with each other. "In China, as early as Zhou-Qin era we have used the flames to alarm by this kind of non-verbal communication.Say its young because as a subject, non-verbal communication is only about 60 years old. Decades before World War II, in this field the research is mainly stay in a limited part of the body language and couldnt be a system. After World War II, non-verbal communication is leap essentially and there have been several famous pundits has made an outstanding contribution on this subject, Such as Birdwhistell's Introduction to Kinesics (1952) and ETHall's silent language (1959). As I know, domestic scholars began to introduce this foreign research and begin their studies in 1980s and the earliest monographs published by Erling Geng A Summary of Body Language (1988). Wenzhong Hu (a well-known English professor) who has compiled several books, such as cross-cultural communication and English language learning (1988), Selected Readings in Intercultural Communication (1990), Culture and Communication (1994) etc., which are selected a number of research papers on non-verbal communication in domestic and foreign scholars. For there people are more and more value at non verbal commnication ,more and more people majored at study the nonverbal communication and many books has published ,for example , Qinxiang Li ,a prefessor from Ocean University of China Qingdao College , his book The Study of Non-verbel Comunication between China and Japan (2008) is general introduced the nonverbal communication . Today, even language communication system has been highly developed and with the evolution of human beings, the original instincts has been degradation, and some of the non-verbal communication skills has also deteriorated. But it is still plays an important role in our daily life. In many cases, People can communicate without language, but we cant give up non-verbal communication. E.T. Hall pointed out that "Silent language shows a lot than the spoken language and also much more profound." British scholar Michael Argyle is simply thought that non-verbal communication is the core in humans communication. 2 The definition of non-verbal communicationNon-verbal communication is a means for communicate and affect people's non-verbal behavior. Posture and movements (well known as body language), changes in facial expression, clothing and other makeup, even the silence in the middle of conversation are well knowned as non-verbal communication. For my opinion, eyes contact, dressing habits, body gesture and a sweet smile is also the ways to express your ideas without language.In business negotiations, non-verbal communication is very important. It could use to indicate the attitude directly, exchange ideas, express their emotions and conceal ones bosom, sequentially, getting the sound effects of the communication. First, Non-verbal communication can be work separately and repeat the information in the business negotiations, for example, when you pointed out something in your language and then reuse gestures as a direction, others could understand you much better and believe you deeply, the negotiation would be a free chat and more relaxing. Second, in some cases, non-verbal information is not consistent with language information and the language expressed information is not true, we can learn some information benefit to us through their changes in facial expression and movements. Such as we negotiate with strangers, we have to pay attention to his body language and judge the sincerity of him. Supposed he is a swindler, their eyes are always flickeringly and erratic, even they dont look directly at you because of their guilty. Last but not least, non-verbal communication also could have supplementary or ancillary functions. Language is insufficient to convey the message in general and at this time we must meet the non-verbal means, and make the language more fully, more vivid and lively. 3 The form of non-verbal communication in business negotiationNon-verbal communication is a kind of contact that without language and is aimed at expressing their ideas or understanding of other people's intentions. There are various kinds of it and has important significance. List any as follows:3.1 Eyes contactEye contact is the most vivid and interpersonal non-verbal communication. Shining through your eyes just could explain the importance of the it, and other idioms like the eyes are the windows of the soul illustrates the eyes play such an important role for people exchange their feelings.In business activities, you should looked at the speaker to express you are concerned about it; but the speaker should not be meet on the receiving partys eyes unless you twos relations have been closely that you could shining through your eyes directly. Only when the speaker finishes the last sentence the speaker could move to the other's eyes. It presents the speaker asking the other one "Do you agree what I say?" Or implies the other, "Now, its your turn."In people's association and business process, the mutual eyes contact should be different follow people's status and self-confidence. In a study by marketing scientist, let two stranger girls from the university students to discuss some questions together, told one of them in advance that another one is a graduate student, at the same time they tell another person that her conversation is with a loser middle school students that her college entrance examination is always failed. The result is, the one thinking herself is on high-status is full of confidence in the process of listening and speaking and could not help staring at the other girl, and that the low-status students speak very little and did not dare to stare at the other side. We can widely known that in our daily life that the initiative one are more often to take a look at the other person and the passive are often lower his head.3.2 Your dressingAt the negotiating table, people's dressing is also transmission the information and communicates with the other. Sophia. Loren , A famous actress from Italian has said: "Your clothes tend to show that what type of people you are, it represents your personality, one body meeting with you and often consciously to judge you what sort of person according to your dress." Clothing themselves could not speak, but it is often in a specific situation that people wear certain clothing in order to express their ideas and suggestions in their inner mind. In business contact, people are always carefully to choose the suitable clothing concern the environment, occasions and the rival. The suitable dressing can be said the extension of their self-image at the negotiating. Similarly, a person dress different kind of cloth could give the different impression and lead completely different effects. A marketing experts in the United States conducted an experiment that he himself appeared in a different style of dressing up in the same place, When he was wearing a suit to look like a gentleman appeared, whether it is to ask for directions or ask the time, most of them are very polite, and themselves seems all gentleman; when he dressed up as vagrants, the people close to his most were homeless or come to lend a fire for smoke. 3.3 Body gestureDa. Vinci had said that to show the spirit should through the posture and the practice of limbs. In the same way, people's every movement can reflect a particular attitude and meaning in the business and interpersonal relation. The salesmans gesture will be showing his attitude. If muscles stretched too tightly, it may be due to the inner tension or stiff, this is always happened when we contact with a higher status than ourselves. Marketing experts believe that our bodys relaxation is a kind of information dissemination behavior. Tilt backward of 15 degrees is extremely relaxed and than people's thoughts and feelings will be reflected from the bodys gesture. If we slightly inclined to the other that expressed the enthusiasm and interest; if slightly rose that indicating courteous; if lean back represents look if nothing had happened and slighted; tilt your body to express disgust and contempt; their backs people expressed disdain ignore; leave without hesitate, it is said rejected and interaction.China's traditional is look posture very great importance and think it as a rule to judge someone whether educated. So it is known as a real man needs to "stand as pine, sitting like bells, line wind".In Japan, department stores to the employees, there are specific criteria for bending bow: Welcome customers with bow and 30 degrees, keep customers buy merchandise bowed 45 degrees on the bow 45 degrees away customers.If you want to give a good first impression to your opposite in the sales process, then you should first attach importance to your gesture. If you meet someone with your head hanged and listlessness, the other one would guess that himself maybe not welcome; If you do not face him and glance right and left, the person may wonder whether you have selling faith. 3.4 ToneOnce a time, the famous Italian tragedy star Valentino Rossi invited to attend a banquet that welcomed the foreign guests. Many guests asked him to perform a tragedy during the reception, so he read a passage lines in Italian, even though the guests do not understand his lines content, but his emotional tone of voice and facial expressions is very desolate and pathos, they cant help so that we shed tears of sympathy. At this time an Italian cant help laughing and ran out of the venue. It turned out that this tragedy is not a star student in lines, but the feast on the menu.Proper use of natural tones is one of the conditions for success in smooth communication and marketing. Under normal circumstances, the gentle tone of voice reflects frank and friendly, naturally there will be trembling in excitement, when slightly depressed you are sympathy. No matter what kind of tone you said, if it is cynical, and becomes cynical; with nasal hum is often the performance of arrogance, indifference, anger and contempt, lack of sincerity, and this will cause people unhappy. 3.5 Little presentThe true value of the gift can not be measured by economic value, its value lies in link up their friendly feelings. In primitive tribe, the first purpose of the custom of gift exchange is moral, they in order to produce a friendly feeling between the two sides. Meanwhile, the people through the exchange of gifts they could maintain social contacts with other tribes clans. When you received a bouquet of birthday flowers, you will feel very happy and that could not say a flower is smell good, it just because the blessing of flowers brought the warmth and friendship makes you intoxicated, and while you bought flowers yourself you will not cause such a pleasant feeling.In the sales process, a gift is inevitable, and presented a small gift to each other can be added our friendship and strengthen trading relationship mutually. So the gift should worth how much money is probably? In most occasions, it is not necessarily expensive gifts make the recipient happy. On the contrary, it may because it is too expensive, but to make the recipient feel sorry. Wed rather send for rich emotional gift and it would be better and also make sales target gladly accepted. 3.6 Be on timeIn some important occasions, the important people are often late and let every