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body language in International Negotiation

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Marie NGALO

on 4 January 2013

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Transcript of body language in International Negotiation

NON-VERBAL COMMUNICATION
IN INTERNATIONAL
NEGOTIATION I. GENERAL DEFINITION

II. CHARACTERISTICS OF FRENCH BODY LANGUAGE

III. NON VERBAL COMMUNICATION IN INTERNATIONAL NEGOTIATION Non-verbal communication :

languages without words,

90% of the communication is non verbal,

non-verbal communication <--> body language,

non-verbal communication depends on cultures. I. General Definition Signals Information Social status Something you don't want to show Involuntary message Hidden feelings Contradiction Truth/lies Control Posture

Facial expressions

Gestures

Distance between people

Physical appearance and physical contact

Eye contact 6 types of non-verbal communication : Actions speak louder than words History/culture II. Characteristics of French body language Expressive Controlled Particularities: Handshake

Eye contact

"OK" sign Vulgar or incorrect gesture Slapping the open hand over the fist
Sit with legs spread appart
Use toothpicks, nails clippers and combs in public
Keep hands out of their pockets
Yawn or scratch in public III. Non-verbal communication in international negotiation In negotiation, the better you understand your counterpart’s body language, the more you will be able to use it to your advantage. High context culture : High use of non verbal elements (Asian and Latin cultures, Muslim countries...) Low context culture : Many contextual elements (North America,
Northern European cultures) Bodylanguage differences across cultures in international negotiations : Handshake Physical distance Eye contact When you prepare for the negotiation conference with people from different cultures, you should review key elements of body language... SOURCES Zhaleh Semnani-Azad (University of Waterloo) and Wendi L. Adair (University of Waterloo). June 2011. “ Reading the Body language in International Negotiations”. http://www.strategy-business.com/article/re00159?gko=cb305 Sangeeta Gupta. 2008. “High Context vs Low Context”. http://www.guptaconsulting.com/docs/CrossCulturalSamplePage.pdf HUI, Zhou ; TINGQIN, Zhang. 2008. " Body Language in Business Negotiation".International Journal of Business and Management. Vol. 3, n°2. MESSINGER, Joseph. 2008. « Ces gestes qui vous trahissent ». Ed. J'ai LU. Negotiating International Business – The Negotiator’s Reference Guide to 50 Countries Around the World by Lothar Katz Debate Have you ever experienced body language misunderstandings? What did you understand? What was the real message? Do you think you can control your non-verbal communication? How?
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