非言语交际在跨文化商务谈判中的应用研究

发布时间：2018-05-11 00:09

本文选题：非言语交际 + 文化　；参考：《东北林业大学》2012年硕士论文

【摘要】：受国际贸易和经济发展全球化的影响,不同文化背景的人们之间的商务活动日益频繁。其中最值得我们注意和关注的便是跨文化谈判中的文化交流障碍问题。人们逐渐意识到,在谈判过程中谈判双方忽略对方文化背景以及文化差异是导致跨文化商务谈判失败的主要原因。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。由于不同的文化背景和文化差异,非语言行为的表达也大不相同。在跨文化谈判过程中,来自不同国家和不同文化背景的谈判者就共同的冲突和利益问题进行协商。文化因素是影响谈判顺利进行的重要因素,文化差异必然会引起跨文化谈判中的冲突,导致谈判无法进行,甚至产生失败的谈判结果。因此,在跨文化商务谈判中,根据不同谈判者的文化背景优化谈判方案,对提高谈判效率至关重要。本文基于跨文化背景,充分考虑到非语言行为的文化差异对其产生的影响,即影响谈判心理活动特征的深层次原因,消除地域偏见和种族偏见。在综合前人研究成果的基础之上提出非言语交际在跨文化商务谈判中应用方式,从一个特殊的角度,即非言语交际的角度,来研究跨文化商务谈判。非语言沟通是一个复杂的过程,涉及到人、身体的动作、以及当时的时间和环境等因素。为便于分析,本文把非语言交际的各个组成部分分隔开来,单独讨论。全面而系统的研究非语言行为在跨文化背景下的谈判中的应用。通过对由文化不同而引起的非语言交际的不同,结合实例,具体分析非语言交际在跨文化商务谈判过程中的应用。由此总结出非言语交际是商务谈判中不可或缺的手段,是探索对方动机,并且能够提高语言信息传播效果。同时,作者也提出非语言交际在跨文化商务谈判使用中应注意的问题。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,本文旨在帮助人们更好地了解谈判中非语言信息交流的重要作用,从而最终达到提高谈判效率的目的。
[Abstract]:Influenced by the globalization of international trade and economic development, business activities between people from different cultural backgrounds are becoming more and more frequent. One of the most worthy of our attention and concern is the problem of cultural communication barriers in cross-cultural negotiations. People have come to realize that neglecting the cultural background of each other and cultural differences in the negotiation process are the main reasons for the failure of cross-cultural business negotiation. Communication is divided into verbal communication and non-verbal communication. Nonverbal communication as a means of conveying information and expressing certain emotions or gestures is attracting more and more attention. Due to different cultural backgrounds and cultural differences, the expression of non-verbal behavior is very different. In the process of cross-cultural negotiation, negotiators from different countries and different cultural backgrounds negotiate on common conflicts and interests. Cultural factors are important factors that affect the smooth progress of negotiations. Cultural differences will inevitably lead to conflicts in cross-cultural negotiations, which will lead to the failure of negotiations and even the failure of negotiations. Therefore, in cross-cultural business negotiation, it is very important to optimize the negotiation scheme according to the cultural background of different negotiators. Based on the cross-cultural background, this paper fully takes into account the influence of the cultural differences of non-linguistic behaviors on them, that is, the deep-seated reasons that affect the characteristics of psychological activities of negotiation, and the elimination of regional and racial biases. Based on the results of previous studies, this paper puts forward the application of non-verbal communication in cross-cultural business negotiation, and studies cross-cultural business negotiation from a special perspective, that is, non-verbal communication. Non-verbal communication is a complex process involving people, body movements, and time and environment. In order to facilitate analysis, this paper separates the components of non-verbal communication and discusses them separately. A comprehensive and systematic study of the application of non-verbal behavior in cross-cultural negotiation. This paper analyzes the application of nonverbal communication in the process of cross-cultural business negotiation by analyzing the differences of non-verbal communication caused by different cultures and examples. It is concluded that nonverbal communication is an indispensable means in business negotiation and can improve the communication effect of language information. At the same time, the author also points out the problems that should be paid attention to in the use of non-verbal communication in cross-cultural business negotiation. In international business negotiations, non-verbal acts and speech acts complement each other and are inseparable, and they are important tools for effective communication. The information provided in communication other than speech can not be ignored. The study of non-verbal behavior in cross-cultural business negotiation is of great significance. This paper aims to help people better understand the important role of non-verbal information exchange in negotiation, so as to achieve the goal of improving the efficiency of negotiation.
【学位授予单位】：东北林业大学
【学位级别】：硕士
【学位授予年份】：2012
【分类号】：H030

【参考文献】