Silent messages in negotiations: The role of nonverbal communication in cross-cultural business negotiations

Authors

Yun Chu
William F. Strong, The University of Texas Rio Grande ValleyFollow
Jianyu Ma, University of Texas - Pan American
Walter E. Greene, University of Texas - Pan American

Document Type

Article

Publication Date

2005

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.

Recommended Citation

Chu, Yun, et al. "Silent messages in negotiations: The role of nonverbal communication in cross-cultural business negotiations." Journal of Organizational Culture, Communications and Conflict 9.2 (2005): 113.

First Page

113

Last Page

130

Publication Title

Journal of Organizational Culture, Communications and Conflict