论文部分内容阅读
摘 要：本文通过研究中美文化中身势语的差异，旨在推动中美跨文化商务谈判的成功进行。
关键词：身势语；差异；跨文化商务谈判
Abstract：This paper attempts to study the differences of boy languages between Chinese and American with the purpose of helping promote successful cross-cultural business negotiations.
Key words: body language, differences, cross-cultural business negotiations
A Contrast of Body Language in Business Negotiations between China and the United States
Ⅰ.The purpose of study
Culture is the most foundational element that can exert great influence on the process of negotiation. In order to study the factors which impact the Sino-US business negotiations, the author introduces five functions of body language, influences of culture upon body language and negotiation and the specific body language in details. Author aimed to give reader clear guidance to Sino-US business through comparison the meaning of two cultures' body language.
Ⅱ.Functions of Body Language
Body language is the main part of nonverbal communication. Some scholars believe that only about 35% messages are communicated by words. Body language plays a decisive role in communication.
1. Repetition
Body language cannot play a role in communication dependently, but it can reinforce, stress or further explain what is said in verbal language.
2. Substitution
That means body language can replace verbal behavior in certain circumstances. If children are making some noises, the mother would place her index finger to her lips as an alternative to saying, "please calm down, the baby is sleeping."
3. Complementing
It is an important promoter. It always adds more information to message and emphasizes the meaning of what speaker wants to express. People can see how an apology becomes more forceful if his or her face or his eyes is saying: "I am sorry."
4. Contradiction
Contradiction means our body language actions send signals opposite from the verbal messages. If a friend tells you that he or she is so calm while his or her hands are shaking, and their voice quavers, do you till think that they are still relax and at ease?
5. Regulation
Sometimes our body language can help us to control or adjust situation. An eye contact in a negotiation shows his or her interesting with this plan.
Ⅲ .Influences of Culture upon Body Language and Negotiation
One culture would transmit to its members who always expresses in negotiations. We understand ones body language after we understand their culture. This kind of culture can pass from generation to generation. In United States people always wave good-by by placing hand out with the palm down and moving it up and down, this is a very common and friendly gesture but it is regarded as a beckon gesture, it is not accepted by the native. Culture can influence perceptions in negotiation. People in different cultures practice negotiation strategies and tactics in different way. People who have a professional skills and strategies can avoid the obstacles and difficulties in negotiations.
Ⅳ. Body Language
1. Facial Expression
Facial expressions help us to transmit information or message in communication.
In facial expressions, Chinese sometimes smile does not mean they are in great pleasure but embarrassment. While in America people consider smile as a way to show friendly to friends. In business negotiation smile is a polite expression of respect and maybe to relax the atmosphere.
2. Posture
Posture is in what ways people place their body. Posture is always context based. You may considered as relax or at ease when lie in chair with legs opening. But in negotiation the partner absolutely do not regard this posture is a sign of respect or politeness.
3. Gesture
Gesture is in what ways hands or arms are placed which help verbal language to produce more meanings. Take the gesture of beckon as example, in America they palm up and fingers more or less together and moving towards friend's body. Chinese use the gesture with the palm down to call somebody here. And the American make a circle with one's thumb and index finger while extending the other means OK while in China this gesture means zero at a very beginning.
4. Touch
Touch can reflect status, affection, aggression and relations between people. Touch also can reflect one's value and attitude toward partner. In America people think the intimate touch just happened between good friends and families. They always regard touch as regressive. In China, people esteem collectivism and they value intimacy, so Chinese people always have intimate touch with people, even between same sex, arm-in-arm or hand-in-hand.
Ⅴ.Conclusion
In intercultural negotiation people often need to tolerate body language which makes you uncomfortable. Do not think it is impolite and offensive. The moderate tolerate of other culture is a good wealth in negotiation. Do not immediately misunderstand other culture according your own cultural norms. Another strategy is to regulate yourselves culture thought to be fair to your partner. Such as ethnocentrism which means person always evaluate other culture according to themselves culture norms. If people hold these strategies and can have correct evaluation of different cultures, it will be much easier to avoid the problems in intercultural negotiation.
References
[1] Edward, T. Hall (1999). Understanding Cultural differences. Intercultural Press.
[2] Knapp M. L. (1978). Nonverbal Communication in Human Interaction. 2 ed. New York: Holt, Rinehart and Winston.
[3] 毕继万，（1999），《跨文化非语言交际》[M]，北京：外语教学与研究出版社。
[4] 杨平，（1994），《非语言交际评述》[M]，北京：外语教学与研究出版社
作者简介：韩永睿（1987.6），女，汉族，山西祁县人，山西财经大学经贸外语学院 2009级研究生，主要研究方向：英语教育。
关键词：身势语；差异；跨文化商务谈判
Abstract：This paper attempts to study the differences of boy languages between Chinese and American with the purpose of helping promote successful cross-cultural business negotiations.
Key words: body language, differences, cross-cultural business negotiations
A Contrast of Body Language in Business Negotiations between China and the United States
Ⅰ.The purpose of study
Culture is the most foundational element that can exert great influence on the process of negotiation. In order to study the factors which impact the Sino-US business negotiations, the author introduces five functions of body language, influences of culture upon body language and negotiation and the specific body language in details. Author aimed to give reader clear guidance to Sino-US business through comparison the meaning of two cultures' body language.
Ⅱ.Functions of Body Language
Body language is the main part of nonverbal communication. Some scholars believe that only about 35% messages are communicated by words. Body language plays a decisive role in communication.
1. Repetition
Body language cannot play a role in communication dependently, but it can reinforce, stress or further explain what is said in verbal language.
2. Substitution
That means body language can replace verbal behavior in certain circumstances. If children are making some noises, the mother would place her index finger to her lips as an alternative to saying, "please calm down, the baby is sleeping."
3. Complementing
It is an important promoter. It always adds more information to message and emphasizes the meaning of what speaker wants to express. People can see how an apology becomes more forceful if his or her face or his eyes is saying: "I am sorry."
4. Contradiction
Contradiction means our body language actions send signals opposite from the verbal messages. If a friend tells you that he or she is so calm while his or her hands are shaking, and their voice quavers, do you till think that they are still relax and at ease?
5. Regulation
Sometimes our body language can help us to control or adjust situation. An eye contact in a negotiation shows his or her interesting with this plan.
Ⅲ .Influences of Culture upon Body Language and Negotiation
One culture would transmit to its members who always expresses in negotiations. We understand ones body language after we understand their culture. This kind of culture can pass from generation to generation. In United States people always wave good-by by placing hand out with the palm down and moving it up and down, this is a very common and friendly gesture but it is regarded as a beckon gesture, it is not accepted by the native. Culture can influence perceptions in negotiation. People in different cultures practice negotiation strategies and tactics in different way. People who have a professional skills and strategies can avoid the obstacles and difficulties in negotiations.
Ⅳ. Body Language
1. Facial Expression
Facial expressions help us to transmit information or message in communication.
In facial expressions, Chinese sometimes smile does not mean they are in great pleasure but embarrassment. While in America people consider smile as a way to show friendly to friends. In business negotiation smile is a polite expression of respect and maybe to relax the atmosphere.
2. Posture
Posture is in what ways people place their body. Posture is always context based. You may considered as relax or at ease when lie in chair with legs opening. But in negotiation the partner absolutely do not regard this posture is a sign of respect or politeness.
3. Gesture
Gesture is in what ways hands or arms are placed which help verbal language to produce more meanings. Take the gesture of beckon as example, in America they palm up and fingers more or less together and moving towards friend's body. Chinese use the gesture with the palm down to call somebody here. And the American make a circle with one's thumb and index finger while extending the other means OK while in China this gesture means zero at a very beginning.
4. Touch
Touch can reflect status, affection, aggression and relations between people. Touch also can reflect one's value and attitude toward partner. In America people think the intimate touch just happened between good friends and families. They always regard touch as regressive. In China, people esteem collectivism and they value intimacy, so Chinese people always have intimate touch with people, even between same sex, arm-in-arm or hand-in-hand.
Ⅴ.Conclusion
In intercultural negotiation people often need to tolerate body language which makes you uncomfortable. Do not think it is impolite and offensive. The moderate tolerate of other culture is a good wealth in negotiation. Do not immediately misunderstand other culture according your own cultural norms. Another strategy is to regulate yourselves culture thought to be fair to your partner. Such as ethnocentrism which means person always evaluate other culture according to themselves culture norms. If people hold these strategies and can have correct evaluation of different cultures, it will be much easier to avoid the problems in intercultural negotiation.
References
[1] Edward, T. Hall (1999). Understanding Cultural differences. Intercultural Press.
[2] Knapp M. L. (1978). Nonverbal Communication in Human Interaction. 2 ed. New York: Holt, Rinehart and Winston.
[3] 毕继万，（1999），《跨文化非语言交际》[M]，北京：外语教学与研究出版社。
[4] 杨平，（1994），《非语言交际评述》[M]，北京：外语教学与研究出版社
作者简介：韩永睿（1987.6），女，汉族，山西祁县人，山西财经大学经贸外语学院 2009级研究生，主要研究方向：英语教育。