国际商务谈判中非语言交际研究

发布时间：2018-04-30 12:35

本文选题：跨文化交际 + 国际商务谈判　；参考：《天津财经大学》2012年硕士论文

【摘要】：随着现代社会的飞速发展以及世界各国之间的商贸往来,国际商务谈判成为全球经济活动不可或缺的一部分。从本质上讲,国际商务谈判是跨文化商务交际活动。非语言交际作为语言交际的必要补充,在国际商务谈判中发挥着重要的作用,甚至某些情况下远远大于语言交际的作用。因此,要想保证国际商务谈判的顺利进行,除了掌握不同国家的语言之外,理解不同国家的文化环境以及不同国家的非语言交际方式也是十分必要的。本文从历史、宗教以及观念三个角度分析了造成东西方以及阿拉伯国家不同非语言交际方式的文化诱因,并基于爱德华·霍尔和吉尔特霍夫斯塔德的跨文化交际理论,研究了国际商务谈判中不同国家的非语言交际方式,包括体态语、副语言、客体语以及环境语,并加以案例分析了以上的非语言交际方式是如何影响国际商务谈判的。本文通过文献法、比较法以及案例分析法来阐述的,目的是通过了解东西方和阿拉伯国家的非语言交际差异,最大限度地消除文化冲突,并从非语言交际角度为国际商务谈判人员在谈判的各个阶段提出一些可行的建议,以便促成谈判的成功。希望本论文能为国际商务谈判人员进一步了解东西方以及阿拉伯国家的非语言交际差异提供一个平台,也为其更好地开展国际商务谈判提供一个有积极意义的良好开端。
[Abstract]:With the rapid development of modern society and the trade between countries in the world, international business negotiation has become an indispensable part of global economic activities. In essence, international business negotiation is a cross-cultural business communication activity. As a necessary supplement of language communication, nonverbal communication plays an important role in international business negotiation, even in some cases it is far more important than language communication. Therefore, in order to ensure the smooth progress of international business negotiations, it is also very necessary to understand the cultural environment of different countries and the non-verbal communication methods of different countries in addition to mastering the languages of different countries. This paper analyzes the cultural inducements of different non-verbal communication modes between East and West and Arab countries from the perspectives of history, religion and concept, and based on the theory of intercultural communication proposed by Edward Hall and Gilthofstad. This paper studies the non-verbal communication methods of different countries in international business negotiation, including body language, paralanguage, object language and environment language, and analyzes how the above nonverbal communication methods affect international business negotiation. The purpose of this paper is to eliminate cultural conflicts to the maximum extent by understanding the differences in non-verbal communication between the East and the West and the Arab countries by means of literature, comparative and case analysis. From the point of view of nonverbal communication, some feasible suggestions are put forward for international business negotiators in each stage of negotiation in order to promote the success of negotiations. It is hoped that this paper will provide a platform for international business negotiators to further understand the differences in non-verbal communication between East and West and Arab countries, and also provide a positive and meaningful start for international business negotiations.
【学位授予单位】：天津财经大学
【学位级别】：硕士
【学位授予年份】：2012
【分类号】：H030

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