Abstract

International business negotiation is a cross-national business communication. This kind of communication is accomplished by verbal and non-verbal, Body language in different countries has different meanings. If you know difference of body language, you will make a successful negotiation, but if you know nothing, you will be doomed to make unsuccessful negotiation. This essay mainly introduces the differences of body language in business negotiation between China and America, causes of difference of body language between China and America, and the ways of reducing conflicts in Sino-US negotiation.

Keywords: body language; differences; negotiation；conflicts；

Contents

Abstract

摘要

1.Introduction1

2.Literature Review.2

3.Definitions.2

3.1The definition of cross-cultural communication.2

2.2The definition of body language.3

2.3The definition of business negotiation3

4. Conflicts of Body Language in Sino-US Business Negotiations4

4.1Gesture4

4.2 Eye contact.5

4.3Facial expression.6

4.4 Physical distance7

4.5 Silence8

5. Causes of the Conflict in Body Language in Sino-US Business Negotiations.9

5.1 Values 9

5.2 Social ritual9

6. Suggestions to Reduce the Conflicts in Sino-US Business Negotiations10

6.1 Forming the awareness of cross-cultural communication.10

6.2 Having a tolerant attitude.11

7.Conclusion12

Works Cited12