Silent messages in negotiations: the role of nonverbal communication in cross-cultural business negotiations.(Report)

From: Journal of Organizational Culture, Communications andConflict | Date: July 1, 2005| Author: | Copyright information

ABSTRACT

This study specifically explored the perceived importance of the following nonverbal factors in the negotiation process: proxemics (location and negotiation site), physical arrangement (seating and furniture arrangement), and kinesics (eye contact, facial expressions and gestures). The participants are professional business negotiators of different nationalities. The findings show that the negotiators' perception about the three factors and their roles in negotiation are consistent with the nonverbal communication literature.

INTRODUCTION

Negotiation with ...

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