1、 The Role of Etiquette in Business NegotiationsContentsTOC o 1-3 h u HYPERLINK l _Toc10873 Abstract: .1 HYPERLINK l _Toc19346 Key words: 1 HYPERLINK l _Toc27268 I.An overview of etiquette and business etiquette2 HYPERLINK l _Toc29800 II.The role of etiquette in business negotiations: Shortly, strong

2、en quality inside and shape the out of image2 HYPERLINK l _Toc6719 1.To improve the quality of our personal business.3 HYPERLINK l _Toc14118 2.It is helpful to establish good interpersonal communication4 HYPERLINK l _Toc27229 3.Maintain the image.4 HYPERLINK l _Toc21345 III.The cultural differences

3、between countries41. HYPERLINK l _Toc28430 Dress etiquette4 HYPERLINK l _Toc15308 2.Meeting etiquette5 HYPERLINK l _Toc19053 3.Negotiation etiquette6 HYPERLINK l _Toc877 4.Gift etiquette7 HYPERLINK l _Toc8056 IV. As a business negotiator, and we must grasp the following basic etiquette.8 HYPERLINK l

4、 _Toc21797 1.Instruments.8 HYPERLINK l _Toc14816 2.Expression.8 HYPERLINK l _Toc20696 3.Bearing movements.8 HYPERLINK l _Toc31017 4.Costumes.9 HYPERLINK l _Toc16883 5.Interaction with others.9(1) HYPERLINK l _Toc2749 Reception three times10( HYPERLINK l _Toc3682 2)Five sentence civilization.10( HYPE

5、RLINK l _Toc3669 3)Three warmness.11V. HYPERLINK l _Toc16134 Conclusion 12 HYPERLINK l _Toc6058 Reference13 HYPERLINK l _Toc26570 Acknowledgements 14摘 要: 商務禮儀正日益成為從事商業活動人士必備的知識.在日趨激烈的世界市場競爭中,要贏得國際商務工作的優勝地位,除了擁有價廉物美的產品之外,國際商務談判是決定企業國際貿易成敗的關鍵.而禮儀在商務談判中占有重要地位,具有不可替代的作用, 合理地使用商務禮儀可有助于談判的順利進行。因此，本文簡單介紹了禮

6、儀以及禮儀在商務談判中的作用，然而中西方存在文化差異,影響著國際商務談判,應注意談判過程中禮儀的正確使用并掌握作為國際商務談判人員應具備的基本禮儀。Abstract: Business etiquette is increasingly becoming essential knowledge for the ones engaged in commercial activities . In an increasingly competitive world market competition, to win the winners of the status of internation

7、al 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 irreplaceable role, rational use of business etiquette

8、 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, we should pay attention to the negotiation p

9、rocess 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 , international trade has become increasingly common, int

10、ernational 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 -between the cultural differences,and then

11、 understand which kinds of basic manners in the business negotiations should be mastered and put them into practice.An overview of etiquette and business etiquetteEtiquette refers the procedures, methods and implementation of communication aspects of the appearance of conduct norms when people inter

12、act 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 personal and corporate image in business activitie

13、s.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 Chinese and American ambassadorial level discussion

14、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 other prospects for long-term. Kissinger admitted wi

15、th 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, grasp its historic turning point.He arranged metho

16、dically 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.President Richard Nixon ,Zhou Enlai appearance of the ge

17、sture 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, avoiding the controversial point, through the things that

18、 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 card in his hands, his voices become more gentle,.

19、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 profound and distinct impression that the best manners

20、 effects of etiquette was an important factor in successful negotiations undoubtedly.To improve the quality of our personal businessMarket competition is ultimately the competition of personnel quality, the quality of our business people is the quality of commercial cultivation of individual officer

21、s 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 outsiders are non-smokers; a cultured person with nu

22、merousis 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 first principle, the number is called the principle of

23、 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 Gaotong gloves, rings are worn inside glovesor the outside

24、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 principle of customs, Chinas traditions and customs

25、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 object ; ring finger wearing a ring means that the p

26、eople 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.(Such as the phone).if we want to visit somebody,we

27、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 relationships.Sometimes I do not know how to do ,there is a remed

28、ial 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 hostess put napkins on the table, which means the end of

29、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 fact, youll deal with it smoothly and graceful.The cul

30、tural 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 in misunderstanding, friction, and sometimes actually lead

31、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 : ceremonial dress, meet etiquette, negotiation protocol an

32、d ceremonial gifts.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 always attached great importance to clothing norms, clothing

33、 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 or black - would be suitable for most countries, including eve

34、n 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 and too thoroughly, but also avoid wearing too much jewelry,

35、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 traders .There is a saying in China: Dressing, each appeal to th

36、eir 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 ceremonial rituals and ceremonial handshake.Description of th

37、e 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 comrade, some countries in the West, in this case it means homos

38、exual, 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 this small action has the relationship between the individua

39、l 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 weak and then it is considered that there is no confidence in t

40、he 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 after the signing of successful negotiations, the time of sha

41、king 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, fight hand to happen.Handshake accompanied by action.Shook han

42、ds, 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 of respect for others.Of course, in some countries they do n

43、ot 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 women, but a man do not kiss men.While in most African count

44、ries, 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 hand caused the troubleInspection of a factory manager to the

45、 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 a briefcase, he stretched out his left hand holding each othe

46、rs 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 hastily .3. Negotiation etiquetteBusiness negotiation process,

47、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. Language etiquette.Language is the exchange of information of hu

48、man 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, speech, movement humble respectful, do not speak foul language, d

49、egrading 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 .According to the researchers estimated that the audience can only

50、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, gestures rituals, body rituals, and the silent etiquette.Non-ve

51、rbal 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.W

52、hen we talk with the Japanese, they nod,it just means understanding but not mean that consent.Americans believe that the eyes face up to the other side is a symbol of honesty and good faith; while in Japan and China them are considered to be impolite.Case 3: the story of a thumbs-upLet us look at an

53、 example of British businessmen in Iran: everything is successful for a month and colleagues established a relationship with Iran, in the negotiations to respect the impact of Islam, to avoid any potentially explosive political chat - executivesign a contract gleefully .After he signed his word,a th

54、umbs-up into his Persian colleague.Almost immediately, there has been tension in the air, an Iranian official left the room.British businessman scratching his head, he did not know what happened - his Iranian masters were very embarrassed, and did not know how to explain to him.Case Analysis: In the

55、 UK, a thumbs-up is the sign of agreement ,it means very good; However, in Iran, it is no means to express their dissatisfaction, approximate repulsive,it is a rude action.4. Gift etiquetteGift to both the international business negotiations is a lubricant, but also a cultural minefield, on the one

56、hand,because it can deepen the feelings and promote the relations of customers, on the other hand due to cultural differences, committed all kinds of taboos.Wine gifts are very popular in France, especially the French is proud of red wine or white wine and it is very welcomed, but in the Arab countr

57、ies it is contraband.Gift of green tie to the Saudis would be widely welcomed, as Muslims like green; but if it was presented to the Czech Republic ,it means to sever relations, because the green, where is the symbol of poison and toxin materials.Europe and the United States were more concerned abou

58、t the significance of a gift, not in value, then the ceremony too much like bribery; in Asia, Africa, and Latin American countries, while welcome ceremony too light.In China, if the number of gifts is double ,it presented the luck;while singular number present auspicious in Japan.In the United State

59、s when we received the gifts ,we should open them, and then appreciated the gifts (even if we do not like), and expressed appreciation for gifts; while in Japan, unless the giver request us to open the gifts , otherwise, opening the gift is personally offensive.IV.As a business negotiator, and we mu

60、st grasp the following basic etiquetteInstrumentsNamely, It is also the appearance .Focus on head and hands, we do not see the other ,the head and hands is very important, and nose hair can not be too long, and we can not have hair cuttings, generally we wear clothes after combing , the most importa