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.

First Page

113

Last Page

130

Publication Title

Journal of Organizational Culture, Communications and Conflict

Included in

Communication Commons

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