AN INVESTIGATION INTO SOME COMMUNICATIVE FUNCTIONS EMBEDDED IN BODY LANGUAGE IN BUSINESS NEGOTIATIONS

Abstract

This paper deals with some communicative functions embedded in body language in business negotiation. The study is based on the data obtained from books, newspapers, magazines, the Internet, videos from films, tapes of specialized books and the other medium in English and Vietnamese. It describes the roles and use of body language in business negotiation. It also attempts to investigate how the negotiators often express their thought through body language as well as the way to interpret the messages of body language into the verbal language in business negotiation context. Moreover, it also supplies with some useful advice to help the negotiator successfully apply negotiating skills to the process of signing the business contracts or the other business activities when dealing with American partners.