Beyond Words: Nonverbal Expressions of Canadian and Chinese Negotiators

Abstract

In cross-cultural negotiation, suboptimal negotiation outcomes and poor performances have been attributed to poor communication quality (e.g. Liu et al., 2010). To improve effective communication in cross-cultural interactions, we tested the underlying meaning of nonlinguistic communication in negotiation across culture. We manipulated negotiation approaches associated with connotative meaning in communication, conveying level of engagement, affect, and status. Our findings illustrated that regardless of culture; nonverbal expressions of negotiation approaches can be conveyed with a combination of involvement and affect nonverbal cues. We also found that Chinese negotiators maintain harmony and relationship by engaging in nonverbal expressions conveying interest. On the other hand, Canadian negotiators are less likely to communicate interest, especially when they are passively engaged in the negotiation process.