Theses and Dissertations - UTB/UTPA
Silent messages in negotiation: A descriptive study of negotiators' perceptions of the role of nonverbal communication in multi-national business negotiations
Date of Award
Master of Arts (MA)
Dr. William F. Strong
Dr. Dora E. Saavedra
Dr. Marian F. Monta
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.
University of Texas-Pan American
Copyright 1999 Yun Chu. All Rights Reserved.