Nonverbal Communication in Business Negotiations

• 영문명: Nonverbal Communication in Business Negotiations
• 발행기관: 한국무역연구원
• 저자명: Shin-Kyuo Lee
• 간행물 정보: 『무역연구』제7권 제1호, 269~282쪽, 전체 14쪽
• 주제분류: 경제경영 > 무역학
• 파일형태: PDF
• 발행일자: 2011.03.30

영문 초록

Nonverbal communication factors in the negotiation process play important roles for better negotiation results. Those nonverbal factors are proxemics including location and negotiation site, physical characteristics such as seating, surrounding environments and kinesics messages such as facial expression, gesture, body position, head movements, handshakes and eye contact. To find out how nonverbal communication factors affect negotiation outcomes, the participants attended in the negotiation game in the classroom. Based on the former researches in this field, some hypotheses were drawn and they were proved through the negotiation game done by three different cultural groups of negotiators. The findings show that the negotiators’ perceptions about the nonverbal factors in different cultures can bring different negotiation outcomes.

목차

Abstract

Ⅰ. Introduction

Ⅱ. Types of Nonverbal Cues in Business Negotiation

Ⅲ. Research Methodology

Ⅳ. Results

Ⅴ. Conclusions

References

키워드

Nonverbal communication factor proxemics kinesics negotiation outcome