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1、 The Role of Etiquette in Business NegotiationsContentsAbstract: .1Key words: 1I.An overview of etiquette and business etiquette2II.The role of etiquette in business negotiations: Shortly, strongen quality inside and shape the out of image21.To improve the quality of our personal business.32.It is h
2、elpful to establish good interpersonal communication43.Maintain the image.4III.The cultural differences between countries41.Dress etiquette42.Meeting etiquette53.Negotiation etiquette64.Gift etiquette7IV. As a business negotiator, and we must grasp the following basic etiquette.81.Instruments.82.Exp
3、ression.83.Bearing movements.84.Costumes.95.Interaction with others.9(1)Reception three times10(2)Five sentence civilization.10(3)Three warmness.11V.Conclusion 12Reference13Acknowledgements 14摘 要: 商务礼仪正日益成为从事商业活动人士必备的知识.在日趋激烈的世界市场竞争中,要赢得国际商务工作的优胜地位,除了拥有价廉物美的产品之外,国际商务谈判是决定企业国际贸易成败的关键.而礼仪在商务谈判中占有重要地位,
4、具有不可替代的作用, 合理地使用商务礼仪可有助于谈判的顺利进行。因此，本文简单介绍了礼仪以及礼仪在商务谈判中的作用，然而中西方存在文化差异,影响着国际商务谈判,应注意谈判过程中礼仪的正确使用并掌握作为国际商务谈判人员应具备的基本礼仪。Abstract: Business etiquette is increasingly becoming essential knowledge for the ones engaged in commercial activities . In an increasingly competitive world market competition, to w
5、in the winners of the status of international commercial work,international business negotiations is to the key to the success of international trade business,in addition to have a cheap and good products. and etiquette in business negotiations occupies an important position,which has an irreplaceab
6、le role, rational use of business etiquette can help the negotiations proceed smoothly.Therefore, this article briefly introduced etiquette as well as ceremonial rituals role in business negotiations, however, and Western cultural differences, which will affect international business negotiations, w
7、e should pay attention to the negotiation process and learn the proper use of etiquette and master the basic manners as an international business negotiators .Key words: business etiquette ;cultural differences; business negotiation;IntroductionIn the era of rapid economic development , internationa
8、l trade has become increasingly common, international business negotiations will determine the success or failure of international trade, while the etiquette plays an irreplaceable role in business negotiations . Therefore, as Business English students ,we must understand the etiquette and the Inter
9、 -between the cultural differences,and then understand which kinds of basic manners in the business negotiations should be mastered and put them into practice.I. An overview of etiquette and business etiquetteEtiquette refers the procedures, methods and implementation of communication aspects of the
10、 appearance of conduct norms when people interact with others, including language, instrument bearing, courteous manners and so on.Business etiquette is an important part of etiquette, it refers that the business people comply with socially accepted norms of conduct.in order to establish a good pers
11、onal and corporate image in business activities.II. The role of etiquette in business negotiations: Shortly, strongen quality inside and shape the out of image Actually does the etiquette have a big effect in the business negotiations ? I will give an example here.In the 15 years before 1972, the Ch
12、inese and American ambassadorial level discussion have altogether carried on 136 times,but all comes to nothing.China and American repeated discussions and disputes around the Taiwan issue, the return of the debt problem, recovery of assets, the released detainees , this reporter visits,trade and ot
13、her prospects for long-term. Kissinger admitted with humor that the great significance of Sino-US talks, it seems that it is unable to obtain a major achievement of the talks the longest. However, Zhou Enlai, with its unique critical thinking politicians, and superb skill of the art of negotiation,
14、grasp its historic turning point.He arranged methodically and successfully directed the world-renowned Sino-US relations negotiations in his manners and charming manners of laughter,in 1972, the 137 second conversation, and finally broke the deadlock in 15 years.From the memoirs of former U.S.Presid
15、ent Richard Nixon ,Zhou Enlai appearance of the gesture show great charm and poised demeanor.His appearance gives the impression that:a cordial, frank, calm and very warm,he seemed witty and careful from. two sides formal talks. During the negotiations, he was good at using a roundabout way, avoidin
16、g the controversial point, through the things that seem unimportant to deliver important information.He was never a high tone of the speech, did not knock the table, nor threat to suspend the negotiations to force the other side concessions.He was always so determined and very polite,when he has a c
17、ard in his hands, his voices become more gentle,. the success of the negotiations should be attributed to the principle of the negotiations, negotiation timing, negotiation strategy, negotiation and artsa variety of factors, but the character of Zhou Enlais unparalleled for people left the most prof
18、ound and distinct impression that the best manners effects of etiquette was an important factor in successful negotiations undoubtedly.1. To improve the quality of our personal businessMarket competition is ultimately the competition of personnel quality, the quality of our business people is the qu
19、ality of commercial cultivation of individual officers and individual performance.Upbringing reflected in the details, details display quality.The so-called personal qualities in interpersonal interaction is the fundamental business performance, such as smoking, generally educated people in front of
20、 outsiders are non-smokers; a cultured person with numerousis do not speak loudly in other public ; Dress worn in jewelry in business dealings , we should pay attention to the following four principles: wearing jewelry to comply with the requirements of the overall identity and small is better.The f
21、irst principle, the number is called the principle of minimum zero, the ceiling is not more than three, and no more than two.The second principle is called the principle of the harmony , which is important , and it is easier said than done, such as a young lady weared a dress with a thin sand Gaoton
22、g gloves, rings are worn inside glovesor the outside to attend the dinner; a girl weared socks, the foot is wearing on the inside or the outside.The third principle is the principle of quality of color, that is, texture and color should be harmonious, harmony created beauty.The fourth principle ,the
23、 principle of customs, Chinas traditions and customs are men wearing Kuanyin, women wearing Buddha.To be rings, generally people do not wear the thumb, index finger wearing a ring means that the people is looking for objects, courtship; middle finger wearing a ring means that the people has been the
24、 object ; ring finger wearing a ring means that the people has been married; little finger wearing a ring means that the people is a single activist.2. It is helpful to establish good interpersonal communication If we do not know the rules of business communication, sometimes we will screw things up
25、.(Such as the phone).if we want to visit somebody,we must tell them ,and on time .3. Maintain the imageIndividuals, businesses and the countrys image.Business etiquette is to maintain the corporates image.Mitigation effects, economic concepts.Fewer problems, less effect on interpersonal relationship
26、s.Sometimes I do not know how to do ,there is a remedial approach - followed, or imitation, when we haveWestern food ,in general we can depend on the mistress of the action, when the hostess sit down, you can sit down, the hostess took the knife and fork, then took your knife and fork ,and when host
27、ess put napkins on the table, which means the end of the banquet.So it does not matter if I do not know that, just followed by others to learn how others do it, if the way is wrong ,it does not matter because the others are wrong, wrong with everyone, and everyones wrong is not wrong.Aware of this f
28、act, youll deal with it smoothly and graceful.III. The cultural differences between countriesInternational business etiquette is an important part of the negotiations, it is that each participant must be abided by the rules, but there may be due to cultural differences between countries, resulting i
29、n misunderstanding, friction, and sometimes actually lead to business failure of the negotiations.As an international business negotiators to understand these cultural differences and take the appropriate measures becomes very necessary.International Business Negotiation etiquette mainly including :
30、 ceremonial dress, meet etiquette, negotiation protocol and ceremonial gifts.1. Dress etiquetteDress etiquette is an international business negotiations in the most basic courtesy.Decent clothing, is not only a personal appearance of high-quality performance, but also respect for others.Business has
31、 always attached great importance to clothing norms, clothing is a merchant key to success.International business negotiations is required this formal occasion dress tradition, dignified, elegant.For men, the general should be wearing a suit and tie, a very fit, dark suits - are usually blue, gray o
32、r black - would be suitable for most countries, including even sit at the negotiating party or watch performances.For women, professional package is the best choice, which are applicable anywhere in the world.Men avoid wearing informal, casual wear, sportswear; while women avoid wearing too exposed
33、and too thoroughly, but also avoid wearing too much jewelry, appropriate embellishment one or two can be.Whether male or female, but the startling hair, excessive make-up, a lot of jewelry, thick perfume of which can damage the image of business professionals and send the wrong signal to foreign tra
34、ders .There is a saying in China: Dressing, each appeal to their preferencesthis is the case In daily life , but it may be taboo in international business negotiations.2. Meeting etiquetteTo meet for business negotiationsisan important activity.Meeting etiquette included an introduction to the main
35、ceremonial rituals and ceremonial handshake.Description of the general is that both sides introduced their own team to others.the order is Ms priority, and a priority of high position.It is usually called Ladies, Miss and sir.The Chinese have a saying called comrade, translated into English is a com
36、rade, some countries in the West, in this case it means homosexual, so, in order to avoid misunderstanding,in business negotiations, this term should be disabled.Handshake is the most commonly used as a gift on his arrival, but also internationally accepted protocol.Handshake seems to be simple, but
37、 this small action has the relationship between the individual and the companys image, affecting the success of the negotiations.Handshake intensity.Chinese first met, usually grip to date, it is generally not too heavy.While in Europe, Americans prefer each others hand grip force, if grip is too we
38、ak and then it is considered that there is no confidence in the performance.,and this is the worst.Handshake time.Time of shaking hands should not be too long, nor too short,the internationally accepted standard is about three seconds.But if the old friends reunion, or a major agreement reached, or
39、after the signing of successful negotiations, the time of shaking hands can be slightly longer.Handshake sequence.Miss reach out the first ,men generally do not reach out first hand.The presence of quite a large number, it is necessary to find a steady handshake object, to prevent cross-handshake, f
40、ight hand to happen.Handshake accompanied by action.Shook hands, both eyes should face up to each other with smile, to show our sweety; we can not look around, or face expressionless.if we look around it means absent-minded gaze,while face expressionless display unfriendly, both of them are the lack
41、 of respect for others.Of course, in some countries they do not shake hands when they meet, for example, the way the Japanese often use is bow, Thailand, with hands together, the way the French used is to kiss the others, Argentina is not only a kiss, but hug, men can kiss women, women also can kiss
42、 women, but a man do not kiss men.While in most African countries, they usually use the body to say hello - lhand on the shoulders of the guests for a long time.As for the choice to meeting etiquette should be considered different cultures , just do as the Romans is the best policy.Case 2: the left
43、hand caused the troubleInspection of a factory manager to the Fair happened to run into the export manager and Indonesia to negotiate a contract customers warmly.When the manager came, the export manager introduced the factory manager to the customer presentations, but due to his right hand holding
44、a briefcase, he stretched out his left hand holding each others outstretched right hand.Surprisingly, just smiling to guests was also a sudden smile, and lost the previous bargaining enthusiasm after seating there, after a while they claim that they have other appointments, and then left his seat ha
45、stily .3. Negotiation etiquetteBusiness negotiation process, that is, the process of negotiations of the two sides.Any successful negotiations are the results of both sides negotiate .Any negotiation, there is a certain etiquette.To negotiate successfully, we must abide by negotiation etiquette. Lan
46、guage etiquette.Language is the exchange of information of human symbolic systems.Negotiating language should be both appropriate and courteous.The so-called appropriate, in accordance with the negotiations necessary, clearly, clearly, the vagueness of the fuzzy.The so-called courtesy, that is, spee
47、ch, movement humble respectful, do not speak foul language, degrading words.Non-verbal etiquette.Non-verbal communication is not to convey meaning through the language of communication.The study shows that a person used the word conveyed an important message is far away from the body language .Accor
48、ding to the researchers estimated that the audience can only understand the actual content of the information 10%, about 30% due to a speakers treble and tenor voice, 60% of the information comes from non-verbal communication.Non-verbal rituals, including ritual gaze, facial expression etiquette, ge
49、stures rituals, body rituals, and the silent etiquette.Non-verbal etiquette is a real art - mainly because of its differences of the culture is very different.In a culture gestures of joy may be expressed in another culture, vulgar insults.Nodding, in China, the United States and Canada, said agree.However, in Bulgaria and Nepal, nodding, said, do not agree.When we talk with the Japanese, they nod,it