Abstract: Nowadays Chinese economy is developing at a fast speed, and China has become an indispensible part in the process of economic globalization. The cooperation between China and America, the strongest economy in the world, needs to be paid great attention to. In international business negotiations it is important to know the differences of body languages between different countries. This thesis is going to study differences of body language in business negotiation between China and America, analyzing the reasons, contrasting body languages in different cultures, putting forward some suggestions to avoid the communicating conflicts caused by differences of body languages, which aims to achieve success in international business negotiation. 

Key Words: China and America; business negotiation; body language

CONTENTS

Abstract

摘要

1. Introduction.1

2. Reasons for the Differences of Body Language1

  2.1 Definition of Body Language

  2.2 Reasons for Differences 

    2.2.1 Christian Culture VS Confucianism Philosophy

    2.2.2 Individualism VS Collectivism

    2.2.3 Low Context Culture VS High Context Culture

3. Differences of Body Language in Business Negotiation between China and America4

  3.1 Gestures

  3.2 Facial Expressions

    3.2.1 Eye Contact

    3.2.2 Smile

  3.3 Head Gestures

  3.4 Postures

  3.5 Touch

4. Suggestions for International Business Negotiations.8

  4.1 Know Your Enemy and Know Yourself

  4.2 Combining body language and verbal language appropriately and accurately

  4.3 Seeking Sameness but Keeping Difference

5. Conclusion9

Bibliography.11

Acknowledgements12