交流的重要性.docx
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交流的重要性.docx
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交流的重要性
摘要
随着全球经济一体化的发展,不同文化背景的人们之间的文化交流日益频繁,世界各国之间的经济合作日趋紧密。
国际商务谈判在当今的全球商务活动中充当十分重要的角色。
交际分为语言交际和非语言交际。
非语言交际作为传递信息和表达某种情感或姿态的手段正引起越来越广泛的关注。
在国际商务谈判中,非言语行为与言语行为相辅相成、密不可分,是人们有效交际的重要工具,在交流中提供的言语以外信息内容是不可忽视的。
非言语行为在跨文化商务谈判中的研究十分有意义。
该论文介绍了非言语交际的定义,主要从四个方面介绍了商务谈判中的非言语交际,分别是:
体态语,副语言,客体语和环境语。
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。
通过案例,来呈现跨文化谈判中不同国家的不同非言语行为,分析不同的非言语交际争端并提出解决方法,以此来促进跨文化谈判的顺利进行。
最后,结合案例总结在跨文化谈判中提高非言语交际能力的四种方法。
第一,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。
本文旨在帮助人们更好地了解跨文化交际中非语言信息交流的重要作用,从而达到提高谈判效率的目的。
关键词:
跨文化交际;非言语交际;商务谈判
Abstract
Withtheintegrativedevelopmentoftheglobaleconomy,communicationofpeoplewhohavedifferentculturalbackgroundsbecomesincreasinglyfrequent.Internationaleconomiccooperationisbecomingcloserandcloserwhileinternationalbusinessnegotiationplaysaveryimportantroleinrecentglobalbusinessactivities.
Communicationisdividedintoverbalcommunicationandnon-verbalcommunication.Non-verbalcommunicationasameansoftransinformationandexpressionofemotionandpostureisattractingmoreandmoreattention.Verbalbehaviorandnon-verbalbehaviorarecomplementaryandinseparable,whichareimportanttoolsforpeopletoeffectivelymakecommunicationsinbusinessnegotiation.Non-verbalinformationofferedincommunicationshouldn’tbeignored.Non-verbalbehaviorisquitesignificantforstudyofinterculturalbusinessnegotiation.
Thispaperfirstintroducesthedefinitionofnon-verbalcommunication,andthenintroducesthenon-verbalcommunicationinbusinessnegotiationfromfouraspects:
bodylanguage,paralanguage,objectlanguageandenvironmentallanguage.Inthispaper,Hofstede'sculturaldimensionstheoryarecitedtoanalyzethecausesofdifferentnon-verbalbehaviors,whichisIndividualismvs.Collectivism,Powerdistance,Masculinityvs.Femininity,Uncertaintyvs.AvoidanceandLong-timeOrientationvs.Short-timeOrientation.
Manyexamplesareillustratedinthepaperinordertoshowthedifferentnon-verbalbehaviorsindifferentcountriesduringcross-culturalnegotiations.Inordertopromotethesmoothprogressofcrossculturalnegotiations,weneedtoanalyzethedisputationofdifferentnon-verbalcommunicationandproposethesolution.Atlast,thepaperintroducesfourmethodstoimprovetheabilityofnon-verbalcommunicationincross-culturalnegotiation.Firstofall,understandotherculturalsystems.Second,enrichtheculturalknowledgeofthenegotiators.Third,stressthefusionbetweenverbalcommunicationandnon-verbalcommunication.Fourth,encouragemutualinteractionbetweeneachother.Thisthesisaimstohelppeopletobetterunderstandtheapplicationofnon-verbalcommunicationincross-culturalbusinessnegotiationandincreasetheefficiencyofnegotiation.
Keywords:
InterculturalCommunication;Non-VerbalCommunication;BusinessNegotiation
PartOneIntroduction
1.1BackgroundoftheStudy
Inthe21stcentury,globalizationandglobalvillagearenolongerstylishwordsbutcliché.Withthedevelopmentofcommunicationtechnologyandinformationtechnology,increasingbusinesspeopletendtodealbusinessina“smaller”worldthaneverbefore.Thephysicaldistancesbetweenpeoplearemuchcloser,buttheculturalorpsychologicaldistancebetweendifferentnationandcountryarenotshortened.
Intheinterculturalbusinessnegotiation,anewculturewillbeformed;businessmenwillgetinvolvedinmorefrequentface-to-facecontact.Culturalawarenesswillbecomemorepowerfulthroughtheirconfrontationandculturaldifferences,whichwillleadtosomecommunicationalmisunderstandingsorcommunicationalconflictsinevitably.Itisnotgoodfordealingbusiness.Businessmenmakeuseofsomestrategiestodealwiththesemisunderstandingsandcommunicationconflicts.Thepurposeistoadapttothenewculture,andtomakedifferentculturescoexistinthecross-culturalbusinesscommunication.
Theresearchaboutcross-culturecommunicationshowsthatpeopleusuallyemphasizeverballanguagebehaviorandignorethenon-verbalbehaviorwhentheyarecommunicatingwithotherpeople.What’smore,thenon-verbalcommunicativemethodismoreimportantforthosepeoplewhocomefromdifferentculturesorhavetroubleinspeaking.ProfessorBiJiwansaid,“Theinformationprovidedbypeople'sappearanceandbehaviorismuchmorethantheoneprovidedbytheirverballanguage.”(BiJiwan,1999:
3).Theotherfamousscholaralsosaidthesamething“Morethan65%ofmeaningsandemotionsareexpressedbypeople’sfacialexpressions,bodymovements,gesturesandPostures.”(JiaYuxin,1997:
456).Non-verbalcommunicationisoneofthemostimportanttacticsthatcouldbetakeninthoseoccasionstoestablishrelationships.
Itisgoodforpeopletounderstandaboutnon-verbalcommunicationintheprocessofthecross-culturebusinesscommunication.What’smore,itisthekeyforthesuccessoftheenterprisethatisagoodnon-verbalcommunicationtoengageincross-culturenegotiation.Therefore,thispaperintroducestherelatedknowledgeofnon-verbalcommunication,themethodofcross-culturalbusinesscommunicationandhowtouseittoachievecross-culturalbusinesscommunicationtasks.
1.2BusinessNegotiation
Businessnegotiationreferstothosedifferenteconomicentitiesinvarietyofwayssuchascommunications,negotiations,strategy,andcompromise,cooperationtoachievetheirowninterestsandtomeeteachother'sneeds,whichisaprocesstoensurethepossibleopportunities.
Internationalbusinessnegotiationisakindofinternationalbusinesscommunication. Itisakindofcommunication,collisionandcontestbetweendifferentnationsandcultures. Itincludesverbalcommunicationandnon-verbalcommunication. Internationalbusinessnegotiationsmainlyconsistofthreeelements,negotiationssubject,thenegotiatingpartiesandbackground. Negotiationsubjectmeanspursuingtheinterestsoftheirrespectiveobjectivesfrombothsides. Allthesidesofthenegotiatinghavetheleadingpositionduringtheprocessofnegotiation. Negotiationbackgroundincludeseconomicbackground,politicalbackgroundandculturalbackground.
Interculturalbusinesscommunicationisdifferentbusinessgroupsorindividualsfromdifferentculturalbackgroundsachievethesharingofbusinessinformationthroughinteractingcommunication. Cross-culturalbusinesscommunicationneedstoconsidertheculturaldifferencesbetweendifferentbusinessgroupsorindividuals.Itdemandstocopewiththecontradictionandconflictbetweendifferentsubjectsoftheculturalbackground,whichmakecrossculturalbusinesscommunicationshowauniquecomplexity.
1.3TheSignificanceoftheStudy
SinceChinajoinedtheWTO,theexchangesbetweenChinaandtheworldarenotonlymoreandmorefrequent,moreandmoreforeignenterpriseshavingsettleddowninChina,whichhasbroughtgreatimpetusofChina'smoderneconomy.Intheprocessofforeignexchange,differentcountrieshavedifferentculturalbackgrounds,whichcausethemisunderstandingoftwosidesofthenegotiators.Differencesbetweenculturalbackgroundswillcausetheerrorsandconflict,whichisnotgoodforforeignexchangesandcooperation.
Languageisthemainmethodforpeopletocarryoutbusinessactivities.Toconductcross-culturalcommunication,firstofall,itneedstohavethecommunicationaltoolthatisforeignlanguage.Therefore,peoplefocusontheprecisionduringutilizingthewords,fitnessandacceptability,butignoretheculturaldiversityinnon-verbalbehaviorandeffect.Withthecontinuousexpansionofthebusinesscommunicationbetweencountries,interculturalcommercialactivitiesalsobecomemoreandmorefrequent,andlanguagecommunicationincrossculturalbusinessactivitieshavebecomeincreasinglyimportant.Statisticsshowthatintheexpressionofemotionsandattitudes,verbalcommunicationonlyaccountedfor7%ofcommunicationbehavior,whilenon-verbalcommunicationhasaccountedforabout93%,whichismorecredibilitythanverbalcommunication.AsAbercrombieDavidsaid,wespeakwiththepronunciationorgans,butweusethewholebodytotalk.Thereisagreatdifferencebetweentheformandmeaningofnon-verbalcommunicationbetweendifferentcultures.Therefore,itisverynecessarytounderstandeachother'snon-verbalcommunicationcultureduringthebusinessactivities.
Manyexamplesareillustratedinthepaperinordertoshowthedifferentnon-verbalbehaviorsindifferentcountriesduringcross-culturalnegotiations.Thepurposeofanalyzingdifferentnon-verbalcommunicationdisputationandproposesolutionsistopromotethesmoothprogressofcross-culturalnegotiations.
ParttwoLiteratureReview
Theearliestresearchaboutnon-verbalcommunicationcouldbetracedbacktoancientGreece.Until1872CharlesDarwinpublicationTheExpressionoftheEmotioninManandAnimalsarescientificallystudyonnon-verbalcommunicationandbehavior,theauthorestablishlinkagesbetweenman'snonverbalbehaviorwithanimal'sexpressions,whichshowthattheexpressionoftheemotionsinanimalsandhumanbeingaresimilarities
In1968,TheArtofNegotiationwaspublishedbyGerardNierenbergwhichwasoneoftheimportantworksfornegotiation.Becauseofthebook,“Negotiation”hasbeenregardedasacomprehensivesystem.
Withthedevelopmentofglobalintegration,theinternationalbusinesshasbeenunprecedentedgrowth.Communicationandnegotiationbetweenpeoplefromdifferentcultureshasalsobeingincreasing.Newresearchresultscontinueemerging;theincreasingoftherelevantliteraturereflectstheimportanceincross-culturalbusinessnegotiation.Cross-culturalbusinessnegotiationisanactivityacrossnationalboundaries.Itisveryimportanttoun
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