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商界中的非言语交际(一)
论文摘要
在商务谈判的过程中，谈判双方进行的是智慧与谋略的较量，双方的心态也会随着谈判的紧张程度而跌宕起伏，并不可避免地会通过面部表情、身体动作等非语言交际形式表现出来。结合语言交流，观察谈判对方的非语言表现，准确地把握其心态变化，对掌握谈判大局十分关键。
非语言交际作为跨文化交际的一部分在商务交际及其他日常交流中扮演着十分重要的角色。非语言交际可以传递丰富、复杂、微妙的信息，作为语言交际的辅助工具，有时候他可以起到语言交际起不到的作用。谈判中积极有效的非语言交流方式，能够促进跨文化商务活动的顺利进行。因此，在商务谈判教学过程中，引导学生积极进行非语言行为的跨文化比较尤为必要。
关键词：Key Words
国际商务谈判 International business negotiations
非语言交际 Nonverbal communication
重要意义 important
传递信息 information
商界中的非言语交际
1.介绍
(1)在大部分的工作领域中，非言语交际在取得成功中起着关键的作用. 首先，它是帮助你很好地理解接受到信息的关键, 在这方面，乔比程有优势，因为他能够更好地理解非语言符号在发送信息中的作用。程，一个来自中国并没有在一个美式环境下成长的人，在刚刚学习工作的环境中对非言语符号的理解上处于劣势。）因此，他的听力能力是有限的，因为他对发送过来的言语信息理解起来相当困难。因此，非语言交际其实是和言语交际一样重要的，在很多方面甚至更重要。
. 眼神交流
手势
动作
姿势
书面沟通
(2)让我们反过来看看每个非语言因素能够如何最大限度地帮助我们发挥自己的潜能，从而进行有效的沟通
(3)我从事企业管理，你的网站在我完成任务上给了我很大帮助，非常感谢！卡隆 佩内尔
(4)谢谢你的免费信息，我自己做一个沟通方面的展示，正需要创意。珍妮特 什利
(5)这篇文章不仅在内容上很宝贵，而且能使你使得的这一切流动起来。谢谢你”帕姆卡曼
2.眼神交流
(6)好的眼神交流能够帮助发展观众对你的信任，从而提升你和你发出信息的可信度，而贫乏的眼神交流则刚好相反。
2.1那么什么才是好的眼神交流呢？
(7)人们通常以视觉信号决定要不要发出自己的信息，当他们发现在自己要讲话时并没有人注意自己时，他们会感到不自在。因此，一个明智的商业沟通者，能够使他的每个观众通过看着他的眼神得知他的观点。
(8)在你的观众只是一小部分人时候很容易做到，但在一个礼堂它可以是一个非常困难的任务，因此，好好平衡你这三个领域之间的时间,慢慢扫视全场的观众,注视那些特别的群体，也许是在看着墙上两国元首相片而在想着你还在公众场合出言不逊的人,然后给每个会员听众一人5秒的目光,在一个大集团中找到那个看似'棘手'的成员来获得的他的优先权,同样，它可以是一个很好的平衡，如果你的听众只有一两个人，花太多时间注视他们，他们便会感到害怕，觉得自己在被 '追捕'.这里有个有用的技巧：把你的眼神交流分成四五秒一块,也就是说，看一个人四到五秒就转移视线，那样就不会让那个他们感到不安了。
(9)自已先一个人练习一下上述技巧, 对着墙上的一个点看，数到五，然后转移视线, 通过这个练习，你将能够建立一个'感觉多久能寻找到你的观众的眼睛，直观地知道什么时候该把目光移开，集中精力于另一人或物体上。
(10)当你要在一个大会议室或礼堂注意个别成员的时候，要知道怎样地理性地透过整个房间散开你的注意力,也就是说，不要把你的目光只是焦点在房间的一个部位上，（如从当你要扫描的房间或在房间看不同的部分）除非在那个时候你是想要与一个你指定的人交流，否则把你的目光放在整个房间里的每个人身上。
3.手势
(11)大部分人，在与朋友交流的时候，都会用我们的手和脸帮助我们去描述一件事情或物品，这是一种强大的非言语辅助手段。我们挥手，用手比手势，瞪眼，竖眉毛，微笑或者皱眉。然而我们当中的许多人也会在更正式场合里提交给别人信息时出其不意。我们的朋友和我们生意上的观众没有任何区别，他们都通过我们的脸和手，有时候甚至的腿、脚或其他身体部位来了解到我们更多更形象的信息。我们完全可以理解因为紧张引起的语塞，但在我们和我们沟通的最佳利益中，最佳的效果是我们可以掌控在这方面的紧张，掌控我们的公共演讲的恐惧，并利用我们的肢体语言来帮助我们强调我们的观点我发现，通过加入当地的国际演讲俱乐部我很快学会了如何在展现自我的时候轻松自如.
(12)简而言之，记住一点最重要的原则：使用能做好手势对你有很大的好处。不要试着去变成别人.杰西.杰克逊的风格，可能为他工作，但你不是杰西.杰克逊。 你应该有适合你的个性手势。有时候可能什么手势也没有更好 - 只是轻松把你的手搭在你身上-而不是用笨拙的，分散的手势，或试图伪造他人的手势。你的非言语交流必须能成功地传递你的信息。
4.动作
(13)你看到过哪个优秀的演讲者，不管是男人还是女人，是一个人在舞台上就能使我们笑，哭，流泪的呢？仔细观察他们，你会注意到，他们不是只站找一个角落。相反，他们活动在整个舞台周围。
4.1.他们为什么要这样做呢？
(14)因为他们知道，我们人类，尤其是男人，都被运动所吸引。由于人类的基因的影响，我们不自觉得注意运动。我们马上就能意识到他的存在，不论我们要与否，我们都会接收到运动给我们的威胁.这个，理所当然地帮助解释了为什么大部分男人都会被电视吸引到呆若木鸡，它也有助于解释为什么男人都差不多，当电视上有运动节目时特别'粘'到电视机上。所有这一切都因为运动！但是回归到你在的舞台，你确保任何动作你是有意义的，而不是紧张坐立不安时的来回摇摆你的脚跟或移动两步前进和后退，或一边到另一边。紧张运动'和你的紧张感会传送到您自己的观众，大大削弱了你的通讯和信息效能。因此尽可能地在舞台上走动，不仅仅是使你的观众开心，也有助于帮助强调你传递的信息。
5.姿态
(15)有两种类型的'姿态'，明智的沟通者能同时掌控管理和利用两者。
5.1.姿态一
(16)姿态一是我们的一个直观，我们身体每个部位都在表述着同一个故事，一个强有力的非言语的故事。例如，直立，直肩膀，头部和眼睛正视前方，面带一个大大的微笑。再看看你的感觉情绪如何。现在放松肩部，在地板和你的脚之间稍微移动。再看看你的情绪如何。注意到两者的区别了吗？你的听众，肯定会对你发出的信息有所反应.一个强有力又积极的肢体语言不仅能帮助你更好的呼吸，有效 帮助缓解紧张，而且同时还发出了权威，信心，信任和力量的信息。如果你觉得这对你而言很困难，可以先在镜子面前练习一下，或者参加类似国际演讲俱乐部这样的演讲俱乐部。
5.2.姿态二
(17)第二类姿态来自你的内部精神和情感状态。
(18)你可以有很强大的肢体语言，但是没有发自内心的感情，你的话讲会显得空洞苍白。比如说，兄弟汽车公司的汽车销售员可以有很强的肢体语言，他们会在和你见时给你一个有力的握手，肯定的凝视，有好的微笑。但如果他的心只把你当做一个迟早到来的内部冲突，他说的什么，做的什么都会让他的行为看起来虚伪和做作。他的身体会背叛他真实的想法，而你也会觉得在他身边不自在，虽然说不上为什么。但是，如果这个汽车销售员是真心像帮你找到适合你的车，他会把你的需要摆在最前，紧接着他的言语和动作都会与他内心真实的想法和谐地融合，你会自然地信任他，虽然也许你自己都没有能力找到为什么。我曾经见过一些所谓'自助'大师，谁实际上并不言行一致。因此他们的话对我听起来很空洞。而他们的书籍，CD，DVD和培训材料仍然是卖不出去的。我见过一些推销员和女性，他们实际上根本没有在他们声称的'精彩的商业机会'赚到钱，虽然他们的话是实践和打磨，他们的身体姿态是'完美'，他们的话像蜜毒药渗出从他们的嘴唇，但仍不能让我信服 。
(19)第二类'姿态是从根本上依赖于真理和诚实。它是关于'谈论论'和你言语范畴的。它是关于不要尝试去销售一些你自己都不相信和没有用的东西。更不用试图通过对自己根本不了解的专家那里说你曾经度过他的书。这关乎于你的话，你的意图都是以真理和诚实为基础的。因为我们大家，不管可以做一个怎样完善的主持人，都在以慈悲去'告诉真理'，而不是信口开河。这是非语言线索规则！
6.书面沟通
(20)我愿意花一生去研究书面沟通的艺术创作。这里有一种可以通过勤奋和联系获得的艺术，也是科学，写得太正式，非正式地写太多，写得太简单，写太长...我的第一个建议是：利用以下三种自己的书籍之一，其中每个都在给你绝对精彩的技能，并有有效的商业写作的见解.
(21)由海伦.坎宁安和布伦达.格林所著的《商业风格手册》，一个A到- Z的写作指南，在财富500强与专家中对话中提取。加里.布莱克和罗伯特W ·布莱所著《商务写作要素》：一本对于字迹清晰，简明信函，备忘录，报告，建议，以及其他业务文档的指南。玛丽安五.皮厄特.罗斯基《有效的商务写作》：策略，建议和范例。
(22)从投诉信到有说服力的备忘录，销售信，内容提要 - 这些非常有用的指南，可以帮助你写清楚，并以适当的形式，风格和基调。每一册书都有众多的例子，显示了如何克服作家风格，举办最大影响的信息，实现一个易于阅读的方式，找到一个有效的文字系统。
7.但是，如果你要我的个人建议……
(23)如果你想要掌握和吃掉我个人的最好的建议，那么从这本由肯.伊沃伊所著的《畅销你的语言》可以找到答案。“惊艳”是唯一形容它的方法！
8总结
(24)有五个关键要素，可以促使或者扰乱你的非语言沟通成功的的尝试
眼神交流
手势
动作
姿态
书面沟通
(25)在企业中，非语言沟通需要的不仅是这些元素，同时也在满足他们挑战的信心
9.祝你们好运，记得用激情去沟通！
(26)当你符合了消费心理，你会找到一个有效的沟通方式。在霍普金斯商务通讯Training.com你可以找到成功的秘密沟通。在霍普金斯我们告诉你如何更好地沟通更好的经营成果。
Nonverbal communication in business
1.Introduction
(1)In most job situations, nonverbal communications is key to your success. First, it is key to your understanding of the messages that are sent to you. .In this situation, Joe has an advantage over Cheng because he should have a better understanding of the nonverbal symbols used in the sending of messages in the workplace..Cheng, because he is from China and does not have an "American" background, is at a disadvantage because he is just learning the meaning of the nonverbal symbols used in his workplace environment. Thus, his listening skills are limited because it will be difficult for him to attach meaning to the spoken messages sent to him..So nonverbal communication is as important as verbal communication, and it is even more important from some aspects
Eye contact
Gestures
Movement
Posture
Written communication
(2)Let's examine each nonverbal element in turn to see how we can maximise your potential to communicate effectively...
(3)"I'm taking up business administration and I've found your web site to be a wonderful help in my assignment. Thank you very much." Karon Pernell
(4)"Thank you for the free information. I am giving a presentation on communication and needed ideas." Janet Lashley
(5)"I found this article invaluable not only in content, but also in the way you made it all flow together. Thank you" Pam Carman
2.Eye contact
(6)Good eye contact helps your audience develop trust in you, thereby helping you and your message appear credible. Poor eye contact does exactly the opposite.
2.1.So what IS 'good' eye contact?
(7)People rely on visual clues to help them decide on whether to attend to a message or not. If they find that someone isn't 'looking' at them when they are being spoken to, they feel uneasy.So it is a wise business communicator that makes a point of attempting to engage every member of the audience by looking at them.
(8)Now, this is of course easy if the audience is just a handful of people, but in an auditorium it can be a much harder task. So balance your time between these three areas: slowly scanning the entire audience, focusing on particular areas of your audience (perhaps looking at the wall between two heads if you are still intimidated by public speaking.and looking at individual members of the audience for about five seconds per person. Looking at individual members of a large group can be 'tricky' to get right at first. Equally, it can be a fine balancing act if your audience comprises of just one or two members -- spend too much time looking them in the eyes and they will feel intimidated, stared at, 'hunted down'. So here's a useful tip: break your eye-to-eye contact down to four or five second chunks. That is, look at the other person in blocks that last four to five seconds, then look away. That way they won't feel intimidated.
(9)Practice this timing yourself, away from others. Just look at a spot on the wall, count to five, then look away. With practice you will be able to develop a 'feel' for how long you have been looking into your audience member's eyes and intuitively know when to look away and focus on another person or object.
(10)When focusing on individual members in a large meeting or auditorium, try and geographically spread your attention throughout the room. That is, don't just focus your personal gaze (as distinct from when you are scanning the room or looking at sections of the room) on selected individuals from just one part of the room. Unless you are specifically looking to interact with a particular person at that moment of your presentation, select your individual eye-contact audience members from the whole room.
3.Gestures
(11)Most of us, when talking with our friends, use our hands and face to help us describe an event or object - powerful nonverbal aids. We wave our arms about, turn our hands this way and that, roll our eyes, raise our eyebrows, and smile or frown.Yet many of us also, when presenting to others in a more formal setting, 'clam up'. Our audience of friends is no different from our business audience — they all rely on our face and hands (and sometimes legs, feet and other parts of us!) to 'see' the bigger, fuller picture. It is totally understandable that our nervousness can cause us to 'freeze up', but is is in our and our communication's best interests if we manage that nervousness, manage our fear of public speaking, and use our body to help emphasise our point. I found that by joining a local Toastmasters International club I was rapidly able to learn how to 'free up my body' when presenting to others.
(12)summary, keep one important principle in mind: Use gestures that work best for you. Don’t try to be someone that you are not. Jesse Jackson’s style may work for him, but you are not Jesse Jackson.Your gestures should fit your personality. It may be better to use no gestures - just comfortably put your hands at your side - rather than to use awkward, distracting gestures or to try to counterfeit someone else’s gestures. Your nonverbal delivery should flow from your message.
4.Movement
(13)Ever watch great presenters in action — men and women who are alone on the stage yet make us laugh, cry and be swept along by their words and enthusiasm? Watch them carefully and you'll note that they don't stand rigidly in one spot. No, they bounce and run and stroll and glide all around the stage.
4.1.Why do they do that?
(14)Because they know that we human beings, men in particular, are drawn to movement.As part of man's genetic heritage we are programmed to pay attention to movement. We instantly notice it, whether we want to or not, assessing the movement for any hint of a threat to us.his, of course, helps explain why many men are drawn to the TV and seem transfixed by it. It also helps explain why men in particular are almost 'glued' to the TV when there is any sport on. All that movement! But to get back to the stage and you on it... ensure that any movement you make is meaningful and not just nervous fidgetting, like rocking back and forth on your heels or moving two steps forward and back, or side to side。This is 'nervous movement' and your nervousness will transmit itself to your audience, significantly diluting the potency of your communication and message. So move about the stage when you can — not just to keep the men in the audience happy, but to help emphasise your message!
5.Posture
(15)There are two kinds of 'posture' and it is the wise communicator that manages and utilizes both.
5.1.Posture 1
(16)The first type of 'posture' is the one we think of intuitively-the straight back versues the slumped shoulders; the feet-apart confident stance verses the feet together, hand-wringing of the nervous; the head up and smiling versus the head down and frowing. And every one of the positions we place the various elements of our body in tells a story—a powerful, nonverbal story. For example, stand upright, shoulders straight, head up and eyes facing the front. Wear a big smile. Notice how you 'feel' emotionally. Now-slump your shoulders, look at the floor and slightly shuffle your feet. Again, take a not of your emotional state. Notice the difference? Your audience surely will, and react to you and your message accordingly. A strong, upright, positive body posture not only helps you breath easier (good for helping to calm nerves!) but also transmits a message of authority, confidence, trust and power. If you find yourself challenged to maintain such a posture, practice in front of a mirror, or better yet join a speaking club like Toastmasters International.
5.2.Posture 2
(17)The second type of 'posture' comes from your internal mental and emotional states.
(18)You can have great body posture but without internal mental and emotional posture your words will sound hollow to your audience. For example, the used car salesman at 'Dodgy Brothers Motors' might have great body posture and greet you with a firm handshake, a steady gaze and a friendly smile. But if in his heart he is seeing you as just another sucker then sooner or later his internal conflict between what he says and what he really thinks will cause him to 'trip up'. His body will start betraying his real, underlying intentions and you'll start to feel uncomfortable around him, even if you can't figure out why. But, if that same used car salesman had a genuine desire to help you find the right car for you, and he puts your needs before his own, then his words and actions will remain congruent (in harmony) with his underlying intentions and you will trust him, even though you might not be able to identify why. I have seen some supposed 'self help' gurus who don't actually practice what they preach. Consequently their words ring hollow to me and their books, cds, dvds and training materials remain unpurchased. I have met salesmen and women who don't actually make the money they claim to make in their 'fabulous business opportunity', and while their words are practiced and polished, and their body posture is 'perfect', their words ooze like honeyed poison frm their lips and I remain unconvinced.
(19)This second type of 'posture' is fundamentally tied to truth and honesty. It is about 'walking the talk' and being who you say you are. It's about not trying to sell something you don't believe in or use yourself. It's about not trying to pass yourself off as an expert when all you've ever done is read a book on the subject. It's all about making sure that your words and your intentions are underpinned by truth and honesty. Because all of us, no matter how polished a presenter we might be, are at the mercy of our body and its ability to 'tell the truth' in spite of what our lips might utter. Nonverbal clues rule!
6.Written communication
(20)I could spend a lifetime writing about the art of written communication.There is an art (and also a science) that can be learnt with diligence and practice. To write too formally; to write too informally; to write too briefly; to write too lengthily... My first suggestion would be to avail yourself of one of the following three books, each of which is absolutely brilliant at giving you the skills and insights into effective business writing:
(21)The Business Style Handbook: An A-to-Z Guide for Writing on the Job with Tips from Communications Experts at the Fortune 500 by Helen Cunningham and Brenda Greene The Elements of Business Writing: A Guide to Writing Clear, Concise Letters, Memos, Reports, Proposals, and Other Business Documents by Gary Blake and Robert W. Bly.Effective Business Writing: Strategies, Suggestions and Examples by Maryann V. Piotrowski
(22)From persuasive memos to complaint letters, sales letters to executive summaries -- these exceedingly useful guides help you to write clearly and in an appropriate format, style and tone. Each book has numerous examples that show how to overcome writer's block, organize messages for maximum impact, achieve an easy-to-read style, find an efficient writing system and much more.
7.But, if you want my personal recommendation...
(23)if you want to want to get hold and devour my personal best recommendation, then it's this book by Ken Evoy: Make Your Words Sell. "Stunning" is the only way to describe it!
8.In conclusion...
(24)There are five key elements that can make or break your attempt at successful nonverbal business communication:
Eye contact
Gestures
Movement
Posture
Written communication
(25)Nonverbal communication in a business setting requires not only recognition of these elements, but confidence in meeting their challenges.
9.Good luck and remember to communicate with passion!
(26)When you match consumer psychology with effective communication styles you get a powerful combination. At Hopkins-Business-Communication-Training.com you can find the secrets to communication success. At Hopkins we show you how to communicate better for better business results.
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