Abstract：International business negotiation is a consultation process of commercial actives that refers to the cooperation and exchange between different countries and different cultures. People from diverse cultures have their own political background, religious believes and local customs and practices. As a result, negotiator will encounter communication barriers in international business negotiation. Therefore, how to tackle these barriers to reach a better communication is essential to the success of international business negotiation.
No doubt the language communication is of great importance, but it is just one way of communication. Authorities believe that, in face-to-face interaction, only 35% of the information is carried by words, all the rest is conveyed by nonverbal signals. (Larry A Samovar, 1981:201) David Abercrombie also points out “We say with our phonetic organs, but we talk with the whole body.” And sometimes the message conveyed by nonverbal communication is more convincing than that of verbal message.
This thesis is intended to go into some essential nonverbal communication skills in international business negotiation, emphasizing the skills of listening and observation, and performs to explain with examples, to insure the success of international business negotiation.
Key Words: business negotiation；nonverbal communication；listening；observation
中文摘要：国际商务谈判是不同国家之间针对贸易和商务等活动的磋商过程。不同的国家，有着不同的政治背景和宗教信仰、不同文化背景、不同风俗习惯的人。因而国际商务谈判中可能出现沟通障碍。因此，如何应对这些障碍并实现良好的沟通，是国际商务谈判成功的基础。
语言沟通固然重要，但只是沟通的方式之一。有研究表明：在交际中通过语言交际所传递的信息仅占35％，而通过非语言交际所传递的信息高达65％。正如语言学家David Abercrombie指出的，“我们用发音器官说话，但我们用整个身体交谈。”并且有时非语言信息比语言信息要更具有说服力。
本文通过分析国际商务谈判中的非语言沟通的倾听和察看技巧并加以举例论证，探讨国际商务谈判中非语言沟通策略，确保国际商务谈判的成功。
关键词：国际商务谈判；非语言交际；倾听；察看
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