跨文化商务谈判中的非言语交际研究

随着全球经济的发展，如今跨文化商务谈判在全球变得十分普遍。以商务为目的的会议变得更加频繁。商务人士为取得双赢的局面而彼此沟通。有效的沟通在跨文化活动中显得尤其重要。交际大体有两种类型：言语交际和非言语交际。事实上，非言语交际使交际，特别是在商务活动中的交际变得完整。但是，人们通常因为种种原因很容易忽略非言语交际的重要性。因此，论文首先介绍了非言语交际的定义，然后主要从体态语，副语言，客体语和环境语四个方面介绍了商务谈判中的非言语交际。论文中举了许多例子来呈现跨文化谈判中不同国家的不同非言语行为，通过对不同非言语交际争端的分析和提出解决方法来提高跨文化谈判能力。论文中引用了霍夫斯泰德教授的五种文化维度来分析不同非言语行为的原因，分别是个人主义与集体主义，权利距离，男性化与女性化，不确定性规避和长期取向与短期取向。然后，论文又介绍了在跨文化谈判中提高非言语交际能力的四种方法。首先，要对其他文化系统有所认识。第二，丰富谈判者的跨文化知识。第三，强调言语交际和非言语交际的融合。第四，鼓励彼此间的文化互访。总之，应采取不同的措施使得商务谈判顺利进行。

关键词：商务谈判；非言语交际；文化起因
A Study on Non-verbal Communication in Cross-cultural Business Negotiation

Abstract: With the development of the world’s economy, nowadays cross-cultural business negotiations are very common all over the world. And various people’s meetings for business purposes can be a frequent occurrence. Business people communicate with each other in order to gain the win-win outcomes after cross-cultural negotiations. Effective communication is quite important during cross-cultural intercourses. There are two general types of communication: verbal communication and non-verbal communication. In fact, non-verbal communication completes the communication, especially during cross-cultural business activities. However, people usually neglect the significance of non-verbal communication easily for some reasons. So, the paper introduces the definition of non-verbal communication firstly, and then it mainly talks about non-verbal communication in business negotiations from the perspectives of body language, paralanguage, object language and environmental language. Many examples are illustrated in the paper in order to show the different non-verbal behaviors in different countries during cross-cultural negotiations. Cultural causes for the conflicts arising from the differences in non-verbal communications are analyzed and proposed solutions are given so as to improve the competence in cross-cultural negotiations. In the paper, Hofstede’s five culture dimensions are mentioned so as to analyze the causes of different non-verbal behaviors, they are: individualism vs. collectivism, power distance, masculinity vs. femininity, uncertainty avoidance, and long-time orientation vs. short-time orientation. Then it introduces four ways to enhance non-verbal communication competence during cross-cultural negotiations. Firstly, gaining awareness of other cultural systems. Secondly, training negotiators the cross-cultural knowledge. Thirdly, emphasizing the integration between verbal communication and non-verbal communication. Fourthly, encouraging cultural visits with each other. In conclusion, different measures should be taken in order to make business negotiations go smoothly.

Keywords: business negotiation；non-verbal communication; cultural causes

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