【文章內(nèi)容簡介】 s negotiation will last 12 hours. (A sits quietly and fortably.) B: Never mind and I can manage it all right. (B’s crossed leg moves up and down quickly.)A adopted the body language with sitting quietly and fortably, which was used jointly with verbal munication to strengthen the importance and certainty of the sentence. It along with the verbal munication expressed he could endure such a long period of negotiation. B’s unconscious nonverbal munication, which means impatience and tensity, contradicted with his own verbal munication. Hence we may draw a conclusion that B could not bear such a long period of negotiation. In other words, B。s nonmunicative intention was disclosed by his body language, which will produce effect to the later process of negotiation.We have to admit that the meanings a given body behavior conveys may very in different countries, even the same body behavior in one country may have different meanings. So when using body language to convey meanings, negotiators have to pay special attention to cultural difference. Try to use proper body language to convey the negotiators’ municative intention and try to disclose your nonmunicative intention by unconsciously using some certain body language. Facial Expressions 　Facial expressions are obvious means of nonverbal munications. And they are more easily controlled than any other nonverbal munications。 and it is a little difficult to acquire the real emotion and municative intention by observing only facial expressions. The early Greek playwrights and the Kabuki actors as well as Peking Opera actors were keenly aware of the shifts in mood and meaning that facial expressions convey. Eye Contact 　The uses and variation of eye contact also differ from culture to culture (Gudykunst amp。 Kim, 1984。 Schnell, 1991), Eye behavior dictates and reflects the nature of a relationship, and helps to monitor feedback from the other party. Lethers(1998) concluded that eye serve six important munication functions(1) indicate degrees of attentiveness, interest, and arousal。 (2)influence attitude change and persuasion。 (3)regulate interaction。 (4)municate emotions。 (5)define power and status relationship 。(6)assume a central role in impression management. 　Across cultures, eye contact and the use of gazing can change due to social status, age, professionalism, level of respect, etc. North American whites see eye contact as a sign of honesty. But in many other cultures, dropped eyes are a sign of appropriate deference to a superior (Gudykunstamp。Kim, 1984。 Irujo, 1988。 Poyatos, 1988。Locker, 1998). The Japanese are taught to look at the neck. In Korea and China, prolonged eye contact is considered rude. Looking directly into another’s eyes in some munities may be received as a threat, and can lead to conflict. Arabs, Latin Americans, and Southern Europeans focus their eyes on their conversation partners, while East Asians, Indians, and Northern Europeans use a “peripheral gaze” or no eye contact at all. Asian women are traditionally taught to not look men directly in the eyes. 　Then problems can arise when Westerners attempt to do business with a group of people who believe that it is a sign of discourtesy to make prolonged eye contact with their munication partners. In general, during conversation, people look at each other between 30 and 60 percent of the time .Hence most businessmen find it unfortable and unusual to be gazed at by the person doing the talking (Quan at el, 2003). 　People in the East always avoid eye contact while listening or talking, criticized by the Westerners as a sign of “l(fā)ack of eyeball contact” which indicates disrespect, dislike, or telling lies. In business negotiation, the hearer ought to look at the speaker to show his concern on the speaker’s statement。 and it is not suitable for the speaker to look always a lot at the hearer when speaking unless they have very close relationship. It is not until the speaker finishes his last sentence can he move his eyes to the hearer’s, which conveys it is the hearer’s turn to speak . Then the hearer in turn moves his eyes away from the speaker, and begins his own statement. Smiling 　The smile is another emotional display that is rooted in one’s culture .The mouth provides the most important nonverbal signals .Some researchers divided the facial expressions into 2 parts: upper part and lower part. In general we nod when we agree, smile when we are pleased, tilt our heads when we are confused, and look at something in which we are interested. 　According to Zhang et al. (2001), the mouth plays a more crucial role in conveying different feeling, attitudes, and emotions. Everyone smiles, but the amount of smiling, the stimulus that produces the smile and even what the smile is municating often vary from culture to culture (Locker, 1998). In American, a smile can be a sign of happiness or friendly affirmation while in Japan and China。 smile can be used to mask an emotion or to avoid answering questions. 　Many believe that a smile is a universally involuntary reaction to joy, contentment, or gratification .But researchers have found that a person who holds a lower status position tends to do more smiling than the person he or she is talking to (Quan at al,2003).A Chinese employee once smiled at his boss when criticized by the boss. The boss felt furious and fired him because the boss thought his smile indicated that he did not care the criticism. But the boss did not know that the Chinese always use smile to show they are wrong and feel ashamed of themselves. The same is true at the negotiating table that a Chinese will mask their emotions by the use of smile:(9)(A is an American。 B is a Chinese) A: We are sorry to inform you that your last shipment is not up to your usual standard. B… (Keep quiet and smiles with embarrassment) A: Don’t you think you shall meet our claim for the loss? 　A misinformed that B’ s smile ,the new information ,indicated that B was unacceptable to meet the claim for the loss due to B’s last sh