Keywords: emotional language function of business negotiation
I. Introduction
International business negotiation is a process in which the government, trade organizations, multinational corporations, private business organizations and buyers and sellers negotiate on investment, commodity export, machinery and equipment import and export, technology import and export, etc. International business negotiation includes pre-negotiation stage, face-to-face negotiation stage and post-negotiation stage [1] (Zhang, Wang Hongwei, 2004). These three different stages are all special parts of the negotiation. At each stage, negotiators have to communicate with each other to get information. International business negotiation is much more complicated than domestic negotiation, because the political, legal and economic systems of different countries are different, the historical and cultural traditions of different ethnic groups are different, and the cultural background and values of businessmen in different countries are also different. Therefore, in the emerging knowledge society, communication is the most important part. Good communication is the foundation of successful international business negotiation. This paper will discuss cross-cultural communication strategies in international business negotiations.
introduce
With the current economic globalization, people participate in business negotiation more and more frequently, and business negotiation is one of the most common activities under the condition of market economy. Successful business negotiation requires negotiators not only to be familiar with negotiation principles, relevant laws and business, but also to master negotiation skills. As a special part of communication, body language plays an important role in the success of business negotiation, mostly from the deep heart, and it is extremely difficult to suppress and cover up, thus achieving the purpose of negotiation.
Second, this theory
(A) the concept of body language and business negotiation
Body language, also known as body language, refers to the communication purpose of expressing emotions through various movements of the body instead of language. Broadly speaking, body language also includes the aforementioned facial expressions; Body language in a narrow sense only includes the meaning expressed by the body and limbs.
When it comes to expressing emotions with the body, we naturally think of the meanings of many common actions. Such as clapping because of excitement, stamping your feet because of anger, rubbing your hands because of anxiety, bowing your head because of depression, spreading your hands out because of helplessness, and beating your chest because of pain. The parties use such physical activities to express their feelings, and others can also use their bodies to identify the emotional purpose expressed by the parties.
Body language is the main way of communication, including eyes, expressions and body language. Understanding body language helps to improve communication. The main function of eyes is to receive information. Of all our senses, vision is the most dependent. At the same time, "eyes are the windows of the soul", and emotions can be expressed through eyes and face at the same time. According to Bert Huistel's research, human faces can make more than 250,000 different expressions. Therefore, in international business negotiations, we should be good at capturing the body language information sent by the negotiating opponents.
This kind of nonverbal expression is different in different cultures. Cultural differences will lead to great differences in the use of body language and action language among negotiators in different countries or regions, and even the information conveyed by the same action language is completely opposite. For example, most countries agree by nodding their heads. But in India, Nepal and other countries, people shake their heads to express their affirmation, that is, shake their heads and smile to express their approval and affirmation. Some people just look sideways, while others frequently say, "You are right! You are right! " But he kept shaking his head, often making the other party unable to understand his real thoughts. It can be seen that the differences in body, movement, language and understanding of negotiators will bring obstacles to communication in negotiations.
The meaning expressed by some body language
Strabismus-disapproval, disgust, anger or disapproval
Walk around-lose your temper or feel depressed
Twist your hands-nervous, uneasy or afraid
Lean forward-pay attention or interest.
Sit in a chair bored or relaxed.
Hold your head high-confident and decisive
Sitting next to a chair-uneasy, bored or alert.
Uneasy-uneasy, bored, nervous or alert.
Face each other squarely-friendly, sincere, outgoing, safe, confident, firm, etc.
Avoid eye contact-indifference, avoidance, indifference, insecurity, negativity, fear or nervousness.
Nod-agree or show understanding, understand.
Shake your head-disagree, shock or disbelief
Wave your fist-anger or provocation
Applause-approval or pleasure
dull
Pray for good luck
Pat on the shoulder-encouragement, congratulations or comfort
Scratch your head-confused or disbelieving
Laugh-agree or be satisfied
Bite your lips-nervousness, fear or anxiety
Trembling feet-nervous
Hands behind your back-anger, disapproval, disapproval of defense or attack.
Embrace your arms-anger, disapproval, disapproval of defense or attack
Raise your eyebrows-Doubt or surprise
Negotiation can be divided into narrow sense and broad sense. In a narrow sense, negotiation only refers to negotiations arranged and conducted on formal special occasions. Negotiations in a broad sense,
It includes various forms of negotiation, consultation, consultation and cooperation.
The so-called negotiation refers to the behavior and process that people try to reach an agreement through consultation in order to coordinate their relationship and meet their own needs. In Chinese, "talking" means "talking to each other"; "Judgment" can be interpreted as "judgment". Therefore, negotiations actually include two closely related links: "talking" and "judging". Talk refers to dialogue or discussion, that is, the parties clearly state their wishes and goals, and fully express their views on the responsibilities, rights and interests that all parties should bear and enjoy; Judgment, that is, identification and evaluation, is the efforts of all parties to seek consensus on various rights and obligations, with a view to formally confirming them through corresponding agreements. Therefore, the negotiation focuses on expressing "judgment on differences."
Commerce refers to the exchange or cooperation of all tangible and intangible products, services and assets. Negotiations on the name, characteristics, price, receipt and delivery of goods exchanged or purchased are called business negotiations.
All negotiations, including business negotiations, are first of all an activity, a behavioral process promoted by participants including at least two parties. Formally, business negotiation is characterized by the negotiation between the two sides to determine various conditions related to exchange. Business negotiation essentially reflects the opposition and dependence of both sides on economic interests. Business negotiation seeks the interests and satisfaction of both parties.
(B) the characteristics of body language
1, unconscious
Body language is a natural external expression reflected by human psychology. The phrase "keep your word" is more suitable for body language. For example, standing with people you don't like is more distant than keeping with people you like: if you have something on your mind, you will unconsciously feel worried and hurried. As Freud said, no one can hide a secret. If his lips don't speak, he will speak with his fingertips. A person's nonverbal behavior is more a direct response to external stimuli, which is basically an unconscious response.
2. Context and complexity
Like verbal communication, nonverbal communication develops in a specific context. Context affects the meaning of nonverbal symbols. The same nonverbal symbols have different meanings in different situations. The same is striking the table, which may be "angry" to express anger; It may also be "amazing" that expresses great appreciation.
3. Authenticity and intuition
Thinking of customers waiting in line, he kept jingling coins in his pocket, which obviously showed that he was in a hurry: at the counter, he picked up the goods and put them down, showing his uncertainty: when someone said he was not afraid, his hands were shaking, so we believed he was afraid.
Studies by British psychologist Gai Yi and others show that when the meanings represented by verbal and nonverbal signals are different, people will think that nonverbal signals represent meanings. Because of the control of the acceptability of language information, it is easy to cheat: body language is different, and body language is mostly from the deep heart, which is extremely difficult to suppress and cover up. Audio language directly appeals to human auditory organs and has no visual image perception; On the other hand, body language is different. It forms a certain human image with flexible expressions, movements and postures to express and exchange information. It directly appeals to human visual organs and has the characteristics of intuitive image. For example, describe the size of an object, gesture, express approval or opposition to something, nod or shake your head, etc. , have a clear image intuition.
(C) the role of body language in business negotiations
1, enhancing the expressive force of audio language.
People use speech acts to communicate ideas and express emotions, and often feel that words fail to convey meaning or words are difficult to understand. Therefore, they need to use nonverbal behavior to help, or make up for the limitations of language, or emphasize the content of words, so that their intentions can be expressed more fully and perfectly. For example, when you are walking in the street and someone asks you for directions, you can point to the direction with your finger to help the other person get the direction of the road, thus achieving effective information communication.
2, instead of audio language
Under certain conditions, body language still has a unique function, which can replace natural language and is irreplaceable by natural language. For example, Zhuge Liang in Romance of the Three Kingdoms, facing Sima Yi and Enemy at the Gates, ordered to open the city gate and let a group of old, weak and beaten soldiers clean the streets, while sitting firmly on the rostrum, drinking and singing, with cool air and melodious tunes. Sima yi repeatedly observed and thought that there must be an ambush in the city and quickly led the troops to retreat. The success of "The Empty City Project" fully shows that body language plays an irreplaceable and unique role in natural language.
3, can quickly transmit and feedback information, increase interactivity.
In communication, nonverbal behavior can maintain and regulate communication. Nodding is affirmative; Raise eyebrows to express doubt; When the eyes are not on the other person, it means that the conversation is over. In short, adjusting body language movements can help the speaker control communication. Therefore, non-verbal cues such as nodding, eye contact, frowning, lowering your voice and changing your distance are all conveying information.
Three. conclusion
With the increasing frequency of business communication, business negotiation has been paid more and more attention. As an important strategy in business negotiation, the necessity of body language needs to be paid attention to. Body language is true and not easy to disguise, which plays a leading role in the negotiation process. Therefore, it is very important to use body language effectively in business negotiations.