国际商务谈判（英文）chapter9SkillsofBodyLanguageinBusinessNegotiation

,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,L/O/G/O,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,International,Business Negotiation,1,Chapter9,Skills of Body Language in Business Negotiation,2,Teaching Objectives,After studying this module,you should be able to know:,1,Signals of body language in different cultures,2,How to read and understand body language?,3,Application of body language in international business negotiation,3,Introduction of body language in business negotiation,Application of the body language in negotiation,1,2,3,Contents,Body language in different cultures,4,9.1Introduction of body language in business negotiation,Some studies show that up to 90 percent of communication is nonverbal.Though you might say one thing,your body movements may indicate something entirely different.All types of language that take place without words are defined as nonverbal language.Language that doesnt use words takes place all the time.When we converse with others we communicate by much more than words.,5,9.1.1 The definition of body language and the necessity and importance of learning body language in negotiation,The definition of body language,“body language.It is an important media through which people communicate with each other.It refers to the patterns of facial expressions and gestures that people use to express their feelings in communication.,6,(2)The necessity and importance of learning body language in negotiation,It is an extremely powerful tool which can improve our life in many ways.With patience,persistence,and practice we can use nonverbal behavioral patterns to more easily detect truth and lies,project a more confident,powerful presence,persuade,influence,and sell better,put people at ease,create a sense of trust,make friends.It is especially important in business negotiations.,7,9.1.2Types of body language-Facial expressions,(1)Speaking eyes,(2)Speaking brows,(3)Mouth expressions,8,9.1.3Limb languages,(1)Movement of upper limbs,(2)Movements of lower limbs,9,9,1,4 0ther behaviors,(1)Message conveyed by smoking actions,：,(2)Message conveyed through coughs,：,10,9,1,4 0ther behaviors,(1)Message conveyed by smoking actions,：,(2)Message conveyed through coughs,：,(3)Playing with something that you have brought with you,：,11,9.2 Body language in different cultures,9.2.1 Distance between people conversing,9.2.2Physical appearance and physical contact,9.2.3Eye contact,9.2.4 Facial expression,9.2.6 Posture,12,9.2 Body language in different cultures,9.2.1 Distance between people conversing,9.2.2Physical appearance and physical contact,9.2.3Eye contact,9.2.4 Facial expression,9.2.6 Posture,13,9.3Application of the body language in negotiation,9.3.1Body language affects negotiation,(1)Positive Attitudes,(2)Gestures,14,9.3.2How to use and understand body language in negotiation,(1)How to use body language in negotiation,Making first contact,Handshaking,Gauging reception,Seeing a change of heart,15,(2)How to understand body language in negotiation,Studying what you and your counterpart in the negotiation process are not saying is critical to achieving a win/win outcome.,16,Thanks!,17,