Body Language Skills in International BusineWord文件下载.docx
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BodyLanguageSkillsinInternationalBusinessNegotiation
班级
2011级普本英语
学号
姓名
分数
2014年6月20日
BodyLanguageSkillsinInternationalBusinessNegotiation
1Introduction
Businessnegotiationactivitiesarethebattlefieldwithoutsmokeofpowder.Onthenegotiationtable,thingsareprettychangeable,whichweusuallycalledthewindsofchange,thatalwayscausesnegotiantsbehardtoputtocopewiththesituation,eventhoughoneswhoarefullofexperience.Asknown,negotiationisaprocessofexchanginginformationindoubleways,andtheinformation’ssendingandreceivinglargelydependonnegotiants’communicationskills.Whennegotiating,languagethenbecomesthemostvitalinstrumentofcommunication.Notonlycanweexpressourstandpoint,acquires,opinionsbyusinglanguage,butalsowecanknowbetterabouttheopponents'
views,thoughts,standpoint.Thatistosay,languageisabarrierwhichinfluencesnegotiationtogoessmoothlyornot.Duetothislinguisticdivide,onesidemaynotunderstandtheotherside’smeaningandcontentcorrectlybuttomakethemisunderstandingsanddivergencestobreaknegotiationdown.Thus,weneedtomakeachoice,whichlanguageshouldweuse.
Humanbeingscommunicatethroughavarietyofchannels.Languageisnotthesolemeansbywhichhumansexchangeinformation.Inconversation,weexpressourideasandfeelingsnotonlywithwordsbutalsothroughfacialexpressions,voicetones,andgestures.Thesenon-verballanguagesarecalled“BodyLanguage”.Itisjustlikeourverballanguage,isalsoapartofourculture.
2Theimportanceofbodylanguage
Inbusinessnegotiations,bodylanguageplaysasignificantroleinthecommunication.Itisnecessarytomastertheskillsofusingandreadingbodylanguage.Thisarticlemainlydiscussestheartofbodylanguageinnegotiation.Itstatesitsfunctionsandimportanceinbusinessnegotiations,thenexploreshowtouseandunderstandbodylanguageinnegotiations.Differentpeoplehavedifferentwaysofmakingnonverbalcommunication.AcomparativestudyofChineseandAmericanbodylanguageshowsanumberofsimilaritiesanddiversitiesofbodylanguage.Itshowstheimportanceofknowingthespecificsignalsthatgotogetherwithalanguage.Itfinallyemphasizesthenecessityandimportanceoflearningbodylanguageinnon-verbalcommunicationandbusinessnegotiations.
Bodylanguageisextremelyimportantinaninterviewingsituation.Somewouldarguethatitisjustasimportantaswhatyousayandwhatisonyourresume.Why?
Becausewecanlearnquiteabitaboutpeoplebytheirnon-verbalactions.Thisisoneofthewaysthatanintervieweristryingtosizeyouupasacandidate.Whenweareinstressfuloruncomfortablesituations,manyofushavehabitsthatcanbedistractingtootherpeople.Certainlybitingonesnailsorconstantlyfidgetingwithoneshandscouldbedistractingfromwhatyouaretryingtosay.Theseareexamplesofbodylanguagethatcanbeharmfulinaninterviewingsituation.Usedcorrectly,however,bodylanguagecanreinforcewhatyouaresayingandgivegreaterimpacttoyourstatements.Thefollowingaretipstohelpyougivetherightnon-verbalclues.Communicationismorethanverbal.Goodnegotiatorsmustfirstbegoodcommunicators.Unfortunately,manynegotiatorsthinkofcommunicationonlyasoralorwrittenverbalexchanges.Butverbalexchangesaccountforonlyafractionofthemessagespeoplesendandreceive.Researchhasshownthatbetween70and90percentoftheentirecommunicationspectrumisnonverbal.Consequently,youshouldbeawareofthedifferentformsofnonverbalcommunicationthatyouarelikelytoencounterduringnegotiationconferences.
3Thedefinitionofbodylanguage
Bodylanguage,referstobythevariousmovementsofthebody,thusinsteadoflanguageinordertoachievetheobjectiveexpressionmeanofcommunication.Generalwords,bodylanguage,includingtheaforementionedfacial;
specialwords,bodylanguagejustincludingexpressionsofthebodyandlimbs.AccordingtotheOxfordDictionaryexplains,meansofnon-verbalcommunicationgestures,facialexpressions,andsoon.UnitedStateslinguistLarryA.SamOvaandco-authorRichardE.Porterintheir“CommunicationBetweenCulture”todefinenon-verbalcommunication:
non-verbalcommunicationincludesnonverbalincentivesinallexchanges,issuedthesefactorsbyitselfandhecausedbytheuseoftheenvironment,issuedandacceptedandhasapotentialvalueofinformation.Non-verbalcommunicationalsoknownas“High-ContextCommunication”High-contextwasfirstproposedbyEdwardHall.Inhigh-contextcommunication,mostoftheinformationisnotexpressedbylanguage,butbythecommunicatorthemselvesandtheeffectsoftheexternalenvironmenttoexpressthefeelingsinhisheart.
4LanguageSkillsinBusinessNegotiation
Thegreatpoweroflanguageliesineverycorner,whichbeingparticularlyvisibleinbattles.DatingbacktotheSpringandAutumnandWarringStatesPeriodswhenbattlesbetweenstateshappenedfrequentlyandcausedthousandsofdeaths,onemustbehighlycautiousabouttheirwords.Throughoutthehistory,weaponshavebeenusedtowinbattles,butbattlesareprobablyprovokedbywords.Whenitcomestothepolicyordiplomacy,evenasimplewrongwordwouldleadtoanexpensivewar.Totakeabird’s-eyeviewoncurrentworld,mostpeoplemaynolongerstruggleforsovereignrightsorterritory,nevertheless,theyarecompetinginbusinessfield.Theartoflanguageisthemostpowerfulweaponinthebusinessnegotiation,andtheonewhoaccumulaterichlanguageskillsarealwaystheonewhostandoutinthefiercecompetition.
thebusinessnegotiation,theartoflanguageliesintheskillsof“speaking,questions,answers”.Thewayyouspeakmustchangeaccordingtodifferentpersonalitiesofpeople,andonemustrespecteachother;
thequestionsshouldbementionedcomingoutofdifferentpurpose;
whenansweringquestionsoneshouldputhisorherownbenefitsatthefirstplace,insomespecialtime,onecangiveanirrelevantanswertoprotecttheirbenefits.AccordingtoBrownandLevinson’stheoryoflinguisticpoliteness,peopleusedtoactpolitelyduringthecommunicationthroughdifferentstylesoflanguagethustheycanachievetheirgoals.Duringthenegotiation,peopleshouldtrytoavoidthegridlockandreleaseeveryembarrassingsituationasmuchaspossible.Thewayyouspeakcanmakedifferentinfluence.Fromthehistoryremainsandourpersonalexperience,thesamewordscomefromdifferentpeople,expressedindifferentwaysmayleadtodifferentresults.Forexample,ifyoutrytousewordslike”couldyou,wouldyou,mayI,shouldwe”toshowyourrespectandasktheiradvice,itindicatesthatyouareverysincereandwanttocooperatewiththem.And,notleast,someegotisticphrasesshouldbeavoided,suchas“Idon’tagree,Istillthink,ormyopinionhasmorefactfoundations”.Thosewordsaretooaggressiveandarrogant,whichtendtobringtheatmosphereintoadeadend.Besides,thechoiceofsentencepatternalsoshouldbeconsidered.Youarenotgoingtotellyourpotentialclientthat“yourrequirementonthepaymentwillnotbeaccepted”or“youradjustmentwillbeacceptedbyus”,becauseitsoundslikeyouarethesuperiordictatorandthecustomeristheonewhoisbeggingyousomething,inthiscaseit’sunlikelytoreachanagreementatall.Instead,activevoiceisworksmoreeffectivelythanthepassivevoice.“We’llacceptyouradjustmentonthepricecompletely”willmakeagoodimpressiononyourclient.Askingquestionsisaneffectivemethodtofindoutwhatdoesyourcustomerneedandtofigureoutwhat’sinthecustomer’smind.Theessentialpartofaskingquestionsisthatwhenyouputforwardyourquestion,yourclientcangivehisanswerinarelaxedatmosphere,moreimportant,hisanswerisveryusefultoyou.
Duringthenegotiation,ifyoufindthatwhateveryousay,thelistenerjustshowsnointerestsonyourtopicorseemsambiguousattitudestowardit,atthattime,youneedtofigureouthowdoeshethinkaboutitbyaskingsomequestions.Takingthepriceasanexample,ifyoutellhimyourpriceontheproduct,whileheshowsnoreactionthenit’snecessarytoaskhimquestionslike“Canyouacceptourquotation”or“Ourquotationismadeaccordingtotheproduct’scost,itisveryreasonable,ifyoufindsomedissatisfactiononanypoints,wecanconsulttogether.”Inthiscaseyouofferthechanceofspeakingandhisadvicewillmakeyourconversationintonextstep.Thismethodissocalledconductivequestion,whileinanothersituation,questionofobtaininginformationshouldbeputforwardtogettoknowtheavailableinformation.Forexample,“Asweallknow,youareoneofthelargestimportersinthisline.Canyousharesomemesomedifferencebetweenourproductsandothers’thatyousawbefore?
”inthisquestion,youpayattentiontohisachievementsandshowyourapproval,atthesametime,youcanfigureoutwhetherheissatisfiedwithyourproducts.What’smore,aneffectivewayofaskingquestionsistochoosequestionswithconditionalclause,therefore,yourclientwillnotonlyansweryesorno,butwillgivefurtherexplanation,whichwillletyouknowmoredetailsaboutyourcooperation.Lastbutnotleast,ifyourclientaskssomeunacceptabledemands,youcannotsaynodirectlybutusetherhetoricalquestiontoavoidembarrassment.Forexample,“Ifahigherpercentageoftheamountinsuredidrequired,wemaydoaccordinglybutyouhavetobeartheextrapremiumaswell.”Thisanswerwillstopthetradefrombeingunpromising,atleasttheadditionalconditionyouoffere
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