论文总字数：36658字

摘 要

本文主要讨论中美肢体语言的区别以及其在商务交际中的作用。在日常生活中，肢体语言扮演着不可忽视的角色，这些不同的肢体语言反映出各国之间不同的文化。在国际商务交流中，了解肢体语言的文化差异不仅可以避免对它们意思的误解和误用，并且能够建立商业伙伴间良好的人际关系，促进彼此间的了解。本文主要分析了肢体语言的特点和功能，中美肢体语言的文化差异及肢体语言在商务交际中的作用，旨在进一步完善对中美国际商务交流的研究。

关键词：肢体语言；跨文化交际；商务交流

Contents

1. Introduction 1

2. Literature Review 1

2.1 Body Language 1

2.2 Researches on Body Language 6

2.3 Researches on International Business Communication 6

3. Differences of China-America Body Language from Cultural Perspectives 7

3.1 Eye Contact 7

3.2 Spatial Distance in Communication 9

3.3 Ways of Showing Intimacy 9

4 Roles of Body Language in Business Communication 10

4.1 Roles of Body Language in Business Negotiation 10

4.2 Roles of Body Language in Business Social Communication 12

5 Conclusion 14

Works Cited 16

1. Introduction

With the development of global economy and international communication, the distance between countries has been closer and closer. We will see more foreigners than ever before coming to China for investment, and large numbers of Chinese decide to go aboard to gain more opportunities. As we all know, China and America are both strong countries in the world and more communication between the people from the two countries will do well to the stability of the world.

Body language, as a branch of nonverbal communication, plays an important role in the intercultural communication. There have been many previous studies on body language. However, most of them lay emphasis on the differences of body language between China and western countries from cultural perspective. Few focus on the importance of body language in China-America business communication. Therefore, this thesis, based on the study of body language and its cultural difference, is to explore the importance of body language in China-America business communication so as to draw some hints for more successful business communication. Part one is an introduction of the thesis. In the second part of this thesis, the writer mainly explains the features and function of body language, and researches on body language and international business communication. Part three is to introduce the China-America differences of body language from cultural perspectives. Part four is the analysis of roles of body language in business negotiations and social communication. Finally, conclusion is drawn about the importance of body language in business communication.

2. Literature Review

2.1Body Language

In Wikipedia, body language is defined as various forms of nonverbal communication, wherein a person may reveal clues as to some unspoken intention or feeling through their physical behavior. These behaviors can include body posture, gestures, facial expressions, and eye movements. Language specialists found that only 7% of the emotional meaning of a message is communicated through explicit verbal channels. About 38% is communicated by paralanguage, which is basically the use of voice. About 55% comes through nonverbal language. (Hu Sui’e, 2005:40)

As one of the most important means of non-verbal communication, body language plays an important role in our daily life, especially in cross-cultural communication where verbal language may be the biggest obstacles.

2.1.1 Features of Body Language

2.1.1.1Unconscious and Real

Being different from other non-verbal language which may be a well prepared and intentional act of communication, body language is typically a subconscious behavior and therefore reflects the true mental activity of human being. Some of the body language is body’s unconscious reaction to the exterior stimulation, which is believed to be more reliable than verbal language. For example, when you have to sit together with someone you dislike, unconsciously you will keep a great distance from him or her. A girl once told her psychologist that she loves her boyfriend, her head, however, was unconsciously shaking slightly. Actually, the time when she met the psychologist, she had already denied her lover to be her boyfriend. Just as Freud said, “no one can hide secret. If his lips don’t talk, he will ‘speak’ with his fingertips”

Because it is unconscious, body language can fully reveal the reality of a person’s mind. When using verbal language, no matter how short time is, the speaker can still have time to think about what to say and how to say it. Therefore, what you are speaking may not be quite the same as what you are thinking. Body language, mostly an intuitive reaction to the exterior stimulation, can fully reveal what is going on in your mind. For example, when faced with a cobra, though someone says that he is not afraid of it at all, you find his hands are shaking out of panic. A thief’s shifty-eyes may well betray him no matter how he insisted that he is innocent. Therefore, from the unconscious body language, we can easily tell the real metal condition of a person.

2.1.1.2 Context-and-culture Dependent

As one of the major ways of communication, body language shares some features in common with verbal language such as being context-dependent. The identical body gesture may have different implication in different context. Taking pounding on the table as an example, it indicates rage of the person involved in quarrelling, excitement or disappointment of ball fans watching a game, or strong determination of someone who is showing his or her resolution. Therefore, interpreting the body language will depend on the specific context.

Human language, whether it is verbal or non-verbal, written or spoken, reflects the striking characteristics of culture where the language is born of. As one of the main means of communication, body language is also a reflection of different cultures such as life style, physical environment, ideology and etc. With a long feudal history, many eastern countries such as China bear the national characteristics of being reserved, modest, implicative and etc, while most western countries are more open outspoken and direct. For example, when talking, the one from eastern countries usually avoid looking into the other’s eyes to show his respect, while those from western countries may interpret this body language as being dishonest because in western culture it is polite to look at other directly. Sometime, the same body language may have completely different and even opposite implication such as the body language of calling over someone in the distance and the way to show victory.

2.1.2 Functions of Body Language

2.1.2.1 Substitute Verbal Language

According to the statistics of one psychologist, body language plays a part of 55% in the conveyance of a piece of information and in certain circumstances even 100%. (Long Xiaoming, 2010:71) In many cultures, nodding the head is telling others that you agree with what he or she is talking about and smiling is an indication of friendliness. Americans like to shrink their shoulders to show carelessness or helplessness. Sing language is all what a deaf person can use to communicate with those around. When traffic light breaks down, policemen use sign language to direct traffic. It is often the case that a person who knows nothing about a foreign language can go traveling abroad without staving death or lost in the trip. He or she can use sing language to order dinner in a restaurant or get accommodation in a hotel. In these circumstances body language completely replaces verbal language and achieves successful communication. Teachers can use different body language in class to improve the efficiency of classroom teaching. A smile and gentle pat on the students’ back can be a good indication of encouragement, while a long straight stare can imply ‘stop talking’ or ‘stop daydreaming’. Pantomime, an importance branch of drama, totally depends on the whole system of body language to convey all aspects of meanings and emotions.

2.1.2.2 Supplement Verbal Language

In some circumstance, when verbal language cannot fully express speakers’ intention, body language is always used as an auxiliary tool to reinforce the effect of verbal language. A speaker may use his or her body language such as facial expressions, physical gestures, sign language and etc to make verbal language more vivid, emotional and live, or to supplement where verbal language fails to express. (Long Xiaoming, 2010:72) In an all-English class, for example, teachers usually resort to body language to explain the meaning of a new word with body language. For example, when the teacher explain the meaning of the verb ‘open’ and ‘close’, she will close her eyes and open them, and also she may walk to open and close the door. Students will imitate the teacher’s action and remember the two verbs easily and quickly. So, body language is really a helpful tool for primary English teaching. (Yang Minzhe, 2013:149) In sports games, players will use different gestures to remain teammates of different tactics. Once they score, they may shout and show different gestures to express the happiness and excitement.（Xu Guanghua, 2009:75）

Another example to illustrate the auxiliary role of body language is its frequent use in delivering a speech. We can never know why an orator can be so successful only by reading the speech draft. Sometime, the speech draft can be rather boring, but an experienced orator can make the speech very inspiring. When delivering a speech, the orator uses not only the verbal language, but most importantly, his body language such as his tone, sings and facial expressions as a whole to arouse the feelings of the audience. Without the help of proper body language, any speech is no more than a boring recitation. (Wang Zhiyong, 2011:61)

In the examples above, body language cannot be replaced or omitted though it plays only an auxiliary role in the conveyance of information because replacement or omission may cause confusion or change of the implied meaning.

2.1.3 Significance of Body Language in Cross-cultural Communication

With the development of global economy, cross-cultural communication is increasingly frequent among different countries. Different nations have their own specific ways of life, thinking and customs, which can be inferred from their verbal language and non-verbal language such as body language. Give the importance of body language in our daily communication and complicity of body language system, knowing the cultural differences of body language is very significant for cross-cultural communication for the sake of avoiding confusion, misunderstanding and conflict.

Facial expression is very complicated, and it’s often consistent with people’s psychological activity. Almost all the emotions will be shown on faces. However, different cultures have the different interpretations for facial expression. In China, there are many kinds of laugh and different laughs represent different meanings. Sometimes, it’s difficult for foreigners to interpret the meaning of laugh. For example, Chinese may smile at a person slipping off. He is just showing his concern, comfort or relief of embarrassment of that person. To an American, however, smile in this circumstance may be an offence of his awkward situation. Chinese and American both have the habit of putting their hands over their mouths. In China, it means that Chinese are whispering to others or prevent the saliva spilling out. While in America, this action is regarded as to cover up one’s lies. Calling someone with his palm upward and fingers bent upward is a common body language in China. Americans do the same hand gesture but with their palms down, which may be an indication of provocation in Chinese culture. (Wei Liping, 2007:74)

From example above, we can learn that knowing cultural differences of body language is very important in cross-cultural communication.

2.2 Researches on Body Language

Sine Aristotle, the famous philosopher, first made an analysis on expressions and actions of human beings. Body language has developed into an independent subject concerning several fields, such as biology, sociology, communicative science and so on.

From the 1950’s, many works on body language came out. In 1959, in America, Edward T. Hall published his book The Silent Language, which explored the importance of cultural factors and is regarded as the milestone in the decade.(Edward T. Hall, 1959) And in 1973, Julius Fast explained the meaning of some nonverbal behaviors in his book Body Language.(Julius Fast, 1973) Scholars of China have also made a great contribution to the study on body language and they can be roughly divided into three categories, namely, the theoretical study of body language, the study of body language from cross-cultural perspective and the application of body language to practical use such as classroom teaching and public speech. The two representative works are Introduction to Body language in 1988 by Erling Geng and Intercultural Communication by Jia Yuxin in 1997. Bi Jiwan published his Intercultural Nonverbal communication in 1999,（Erling Geng, 1999）（Bi Jiwan, 1999） and Hu Wenzhong edited and translated a series of books on intercultural communication, such as Introduction to Intercultural Communication and so on.（Hu Wenzhong, 1999:4）Some recent study on body language includes A Brief Study of Language in Effective Communication by Hu Mengrong and An Analysis of Body Language by Li Qidong .（Hu Mengrou, 2008:300）(Li Qidong, 2007:278)

All the studies above prove that study on body language has been very comprehensive and propounding, there is still, however, areas slipping the attention of researchers attention, like the proper use of body language in international business communication

2.3 Researches on International Business Communication

With the development of global economy and the coming of information age, the international communication becomes more frequent, especially those in business field. Since the implementation of opening up policy, China is attracting more and more businessmen from all over the world and Chinese businessmen are also traveling around the world for more business opportunity. These business activities unavoidably need negotiation of the both side to reach an agreement, which is what we call business negotiation. Many researchers and scholars, from almost all aspects, have worked hard on the studies of international business negotiation. Some scholars study the importance of etiquette like smile, dress, manner and style of conversation in international business negotiation (Wang Wenli, 2011:195); some studies focus on negotiation skills such as preparation, greeting, concession and agreement. More recently, scholars are increasingly aware of the importance of cultural factors in the success of negotiation. Their studies draw people’s attention to cultural differences between the two negotiating countries such as different sense of worth, ways of thinking, manners and psychology. Some even believe that knowing cultural differences is more important than the master of other negotiating skill in international business negotiations. Although there are abundant studies on the importance of cultural difference in international business negotiation, most of them are just studies from the general perspective of cultural difference. Studies on a more narrowed perceptive such as body language are still quite few. Therefore, this thesis focuses its study on the role of body language in international business negotiation so as to provide some supplementary hints to the successful of international business negotiation.

3. Differences of China-America Body Language from Cultural Perspectives

Language is the carrier of culture, which reflects people’s share of something in common, but more often than not, something different. As one of the important means of communication, body language is definitely a way of cultural reflection. The same physical posture may bear different implication, while sometimes the same meaning can be carried by different body language. Some body languages, moreover, exist only in certain culture but not others. Therefore, knowing about differences of China-America body language is quite important for successfully cross-cultural communication. In this part, the author will mainly depict the differences of eye contact, spatial distances and ways of showing intimacy because these three types of body language are not only very frequent in both business and daily communication, but also those which can well reflect cultural differences.

3.1 Eye Contact

Scientists believe that the geographical location and natural conditions, on a massive scale, decide a country’s life style, cultural formation and communication mode. China is in the east of Asia with vast land, which made China own lots of natural resources. The rich resources can make the ancient people living in an autarkical life. These abundant natural resources and autarkical life mold the reserved and contented characteristics of Chinese. They have less desire conquer and even to communicate with the outside world. That’s why most Chinese people do not do well in communication with strangers or foreigners.

America is located in the central part of North America between Canada and Mexico with the Atlantic Ocean on the east and Pacific Ocean on the west. In addition, America also owns several territories and islands in Caribbean and the Pacific Ocean. This geographical location promoted American’s frequency of discovering the sea and developing shipping transportation. When domestic trade can’t satisfy the need of them, businessmen began to explore seaborne trade and more and more Americans go aboard for earning more money. Being more reliant on trade and industry, Americans have to be skillful to communicate with the outside of all ages. Obviously, people in America have a characteristic of being more talkative, outspoken, straightforward, out-going and open-minded.

Those differences in characteristics help to explain different eye contact in both cultures. In China, when we find something new or see someone foreign or strange, we will fix our eyes on it and even point at it with our fingers. So staring at something or someone usually means surprise or curiosity without any implication of being hostile. When we see a foreign on the street, most Chinese will fix their eyes on the foreigners instead of smiling friendly or say ‘hello’. And they their fixing of eyes is found and smiled back by the foreigners, they tend to move away their eyes quickly and give no response to the friendly smile. This avoidance of direct eye contact always makes Americans confused or uncomfortable. In America, staring at others seems impolite because they may feel uncomfortable and embarrassed if someone fixing their eyes on them. Even worse, they may feel intimidated by others’ staring. Many foreigners have ever showed that they can’t understand why so many Chinese people like to fix their eyes on them as if they are monsters or something and they don’t like to be followed by eyes. On the contrary, when having a face-to-face conversation, Chinese tend to avoid to look straight into the eyes of the person he or she is talking to, because in Chinese culture it is impolite to look straight into the eyes of someone of higher social position or respectable. So avoiding direct eyes contact is a sign of being modest and respectful. But in American culture, avoidance of direct eye contact may indicate that the speaker is lying, dishonest and distrustful.

3.2 Spatial Distance in Communication

China is one of the four ancient civilizations in the world with a long history of more than 5000 years. The middle and lower reaches of the Yellow River nurtured and cultivated Chinese traditional culture. Ancient Chinese agriculture contributed to the development of ancient Chinese economic to great extent. The fertile land is widely accepted to be reason of the formation of the ancient Chinese agriculture. At the same time, it provides the basic a peaceful living condition for Chinese people. People shared the similar concern, love and emotion with deep feelings about the place where they lived and the people around. Therefore, Chinese like to try every means to cultivate a close relationship with their friends and business partners. By contrast, America has a short history of just more than 200 years; its main culture is industry culture. Its cultural background resulted in less need for land but more need for workers. Working people, especially business, usually have a heavy mobility. Therefore, Americans spent less time on cultivate personal relationship because they like more privacy.

When talking, people usually keep a certain distance from each other. The spatial distance people keep in communication may have different implication in difficult cultures. In China, if one keeps a long distance from what he or she is talking to, that conveys the implication that he or she doesn’t like the person and have no intention to continue the talking. Or the listener may feel you are some sort of reserved and not easy-going. Therefore, in China, the shorter the distance, the more intimate the relationship is. In America, on the contrary, people tend to keep a certain distance when talking to each other because they may feel nervous or uncomfortable, even physically threatened when someone is too close to them. They usually withdraw unconsciously from the approaching person until to a certain distance where they feel relax and comfortable.

3.3 Ways of Showing Intimacy

Social customs is another important factor contributing to differences in body language. Social customs is a sedimentary deposit of traditional culture and body language is closely related to social customs or the specific embodiment of the social customs. In traditional culture, there is a series of ‘standard’ in communication between male and female and physical contact. In China, people of the same sex can have intimate physical contact while those of different sex usually avoid intimate physical contact. Couples usually don’t show affection in public. In western world, however, people worship the beauty of human body and strength brought about by sports exercises. It is natural for people of different sex to hug and kiss in public but not the same sex which can be suspected as gays. In China, respecting the elderly and loving the young is regarded as vulture of Chinese people. Chinese people like to pat gently on a child’s face or rub a child’s head to show their love to that very child. But this act always makes Americans annoyed because they don’t like physical contact, even to the small children.

When seeing off friends or associates, Chinese tend to accompany their friends for a long walk to the bus stop or even rail station to show their unwillingness to say goodbye. On the contrary, Americas think it is quite ok to say goodbye to their friends or associates just right at the door. Therefore, Chinese often feel uncomfortable when their American friends or business associates say goodbye to them at the door and shut the door right after they turn around because that may make them feel that they are unwelcome. American also feel puzzled when their Chinese friends insist to send them off at the bus stop or airport.

4 Roles of Body Language in Business Communication

4.1 Roles of Body Language in Business Negotiation

4.1.1 Provide a Good First-sight Impression

Researches found that people always evaluate others in 7 seconds and therefore establishing a good first-sight impression has been a necessity for survival in business negotiation or in other meetings, which can even decide whether the counterpart wants to continue the negotiation or conversation or not. Once your business partner believes that you are a person respectful, reliable and easy-going, chances are that the following negotiation will be more smooth than expected. In other words, if you can leave a good first impression on your business partner, naturally he will fix his eyes on your merits and even ignore your disadvantages. On the contrary, if he dislikes and distrusts you, he might find quarrel in a straw and try to find your demerits. Some researchers reported that in the process of establishing a first-sight impression, the influence of body language is four times that of verbal language. People always like to work with sincere and energetic person. Dressing neatly and formally will tell your negotiator that you attach great importance to the negotiation. Smiling and firm handshaking are indications that you are friendly and confident.

4.1.2 Reinforce Persuasiveness in Negotiation

People use verbal language to communicate and express emotions. However, sometimes, they can’t find an exact word to show their moods. This is why we need to use body language to make up for the language limitation. Besides, the combination of verbal and nonverbal language is the best way to express ones’ opinions and emotion. In negotiation, people mainly use verbal language to reach an agreement. But sometime, proper use of body language can reinforce persuasiveness in negotiation. For example, looking directly into your business partners eyes may show that you are confident and trustworthy. Gently shaking you head with a smile is telling the others that the terms in discussion is no way around in your part. When giving a presentation of your plan, the unconsciously turning to the page of the paper material may convey to your counterpart that you are well-organized, well-prepared and have born in your mind clearly all the contents of the materials. All of these can be an unspoken reinforce of the persuasiveness in negotiation. Therefore, in business negotiation, body language is an indispensable part along with verbal language.

4.1.3 Make up Incompetence of Vocal Language

In some ways, body language plays a unique role in business negotiation that even verbal language cannot replace. As everyone knows, in Chinese traditional masterpiece ‘The Romance of Three Kingdom’, Zhuge Liang opened the gate of his city, sitting on the gate tower, playing zither and smiling to Sima Yi. Finally, Sima Yi decided to give up offence. The army of Zhuge’s can’t fight against the enemy, so he decided to use a strategy to defense his city. Sima thought that must be a trap, so he gave up fighting. Though Zhuge Liang didn’t say anything, his body language is telling Sima Yi that he was not afraid and is fully prepared. It proves that body language has a unique and irreplaceable role and it sometimes can replace verbal language. In negotiation, there are some circumstances like those above where body language plays an overwhelming role. Long time silence, upright sitting, straightforward eye contact combined will surpass all verbal language to show your determination of no concession of any terms and may finally succeed to make your counterpart give up. (Luo Guanzhong, 2006)

4.2 Roles of Body Language in Business Social Communication

Business communication not only covers business negotiation but also the preceding or following social contact activities such as evening parties or dinner invitation. In countries like China, social communication among business partners is regarded as equally important as business negotiation. Therefore, roles of body language in business social communication can not be ignored.

4.2.1 Build Good Relationship

Business negotiation is somewhat a serious occasion while social contact activities bear a more relaxing atmosphere. Therefore, social contact activities are very significant in building a good relationship among business partners. Just as in business negotiation, body language, if used properly, can help to build a good relationship, otherwise, it may lead disastrous result.

Entertaining business partners is a common practice of business social activities. Therefore, table manners are expected to be very important in these circumstances. At Americans’ table, you need to help yourself without expecting that the host or hostess will serve you. Eating up the food on your plate is regarded as an appreciation of the hostess’s cooking. If you are full, no one will ask you to have more. But in China, the host or hostess usually help to serve the guest to show their hospitality. Leaving some food on your plate or in your bowl can be an indication to show your appreciation of the hostess’s cooking. Moreover, Chinese people believe that leaving something in the bowl is a symbol that they may have something to eat in the future. Besides, in order to show their hospitability, Chinese host or hostess usually tries to persuade their guest to have more even if you repeated for several times that you have been full.

When having a conversation, Chinese need to know that it is proper to keep a certain distance from the person you are talking to. If you try to draw near to your partner for the sake to show your intimacy, you will take the risk of offending him or her. Moreover, if there is a small child around, never touch the face or rub the head of a small child to show your love in case you will irritate his or her parents.

Smile and laugh may be the most common facial expressions in the world. However, in some cases, smile and laugh may convey different meaning to Chinese and American. For instance, in a business dinner, when an American is not used to use chopsticks and use it clumsily, the Chinese accompanying personnel may smile and laugh in order to relieve the embarrassment and show amity. In China, people try to be friendly and show sympathy when they are smiling or laughing. On the contrary, in America, they will feel extremely angry with a sense of humiliation when others laugh at their awkwardness. Such laugh will bring the Americans ill feelings and unpleasantness. It seems that smile and laugh can not be seen as trivial things and ignored in business communication.

In conclusion, knowing well the cultural difference of body language and use body language properly in business social contact activities can greatly helpful to promote your relationship with your business partners.

4.2.2 Promote Mutual Understanding

When having a business negotiation, people usually feel strained because they are concerning about the success or failure of the negotiation. Limited time does not allow people to learn more about each other. When having social contact activities, people are more relaxed and more unconscious body language will appear. Therefore, social contact activities provide people with a good opportunity to know more about the other’s culture so as to better promote mutual understanding.

Chinese businesswomen need to get accustomed to the hug or even a kiss on face from their American business partner because it is just a sign of friendliness. A American business also need to know that it is not a sign of insulting when a Chinese call over someone in the distance with his or her palm upward and fingers bending upward.

In international business communication, people need to know that blinking one’s eyes has distinguished meaning in America and China. In America, it may be a sign of interest, but in China, blinking eyes is not suitable in business communication because it conveys the meaning of hesitation or even is seen as flirtation to female staffs.

5 Conclusion

Body language is playing a non-ignorable role in our daily life, especially in cross-cultural communication. Therefore, it’s necessary for us to know well about different implication of body language in different cultures so as to and foreign avoid confusion and misunderstanding. Sino-Chinese business communication occupies a substantial part in business communication for both parties. Therefore, we need to know what body language is acceptable to Americans and what is not. Meanwhile, knowing more about the implication of Americans’ body language, we won’t have the sense that Americans are cold and not easy-going. In business negotiation, proper use of body language can help to achieve success and even can gain advantages. In business social contact activities, proper use of body language can help you to build a good relationship with your business partners and promote mutual understanding.

The author of this paper draws some significant conclusions about the role of body language in business communication, for example, its role in business social contact activities, which is ignored by previous studies. Inevitably, however, there still exist many limitations on the study. Firstly, the investigation scope is still very narrow because of the author’s limitation in the knowledge of some of the implications of American body language. Secondly, it is not an easy job for the author, who has no negotiation experiences, to find sufficient evidence to support the proper ways of using body language to promote success in China-America business negotiation. Therefore, the illustration of role of body language in both business negotiation and business social contact activities is not deep and broad enough. In the following studies, the author will strive to acquire more comprehensive knowledge of cultural differences of body language and more first-hand experiences in business communication so as to make further and more significant studies on roles of body language in China-America business communication.

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