Silent messages in negotiation: A descriptive study of negotiators' perceptions of the role of nonverbal communication in multi-national business negotiations

Authors

Yun Chu, University of Texas-Pan American

Date of Award

5-1999

Document Type

Thesis

Degree Name

Master of Arts (MA)

Department

Communications

First Advisor

Dr. William F. Strong

Second Advisor

Dr. Dora E. Saavedra

Third Advisor

Dr. Marian F. Monta

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 findings show that the negotiators' perception about the three categories and their role in negotiation are consistent with nonverbal communication theory.

Comments

Copyright 1999 Yun Chu. All Rights Reserved.

https://www.proquest.com/dissertations-theses/silent-messages-negotiation-descriptive-study/docview/304585240/se-2?accountid=7119

Granting Institution

University of Texas-Pan American