Abstract: Body language exerts an important effect on the development of business negotiation under the Chinese and American cultural backgrounds. This paper analyzes the basic principles of using body language in international business negotiations, and the information conveyed by different kinds of body language as well. It will help with good performance and effectiveness of body language in business negotiation. In addition, the study of body language can be applied in Chinese-American business negotiation so as to improve the negotiation efficiency of Chinese enterprises and to fight for initiatives and beneficial challenges in future international business negotiations.

Key words: body language; business negotiation; Chinese and American cultural backgrounds

CONTENTS

Abstract

摘要

1．Introduction-1

1.1 Definition of Body Language-1

1.2 Functions of Body Language-1

1.2.1 Repetition-1

1.2.2 Contradiction-2

1.2.3 Replacement-2

1.2.4 Supplement-2

1.2.5 Emphasis-2

1.2.6 Control-3

1.3 Features of Body Language in Business Negotiation-3

1.3.1 Facial Expressions-3

1.3.2 Hand Movement-3

1.3.3 Gestural Movement-3

2. Body Language under Chinese and American Cultural Conditions-4

2.1 Body Language under Chinese Cultural Conditions-4

2.1.1 Posture-4

2.1.2 Facial Expression-4

2.1.3 Eye Contact and Movement-4

2.1.4 Gesture-5

2.1.5 Touching Behavior-5

2.2 Body Language under American Cultural Conditions-5

2.2.1 Posture-5

2.2.2 Facial Expression-5

2.2.3 Eye Contact and Movement-5

2.2.4 Gesture-6

2.2.5 Touching Behavior-6

3. Comparison of Body Language in Sino-American Business Negotiations-6

3.1 Similarities-6

3.2 Differences-7

3.3 Reasons for Differences-7

3.3.1 Different Cultural Backgrounds of China and America-7

3.3.2 Different Customs of China and America-9

4. Conclusion-9

Bibliography.

Acknowledgements