商务谈判中商务礼仪.docx

河南商业高等专科学校毕 业 论 文 题 目 商务谈判中的商务礼仪 学号10080301055班级10级商英一班 专业 商务英语 系别 外语系 作者姓名 杨妞 完成时间2012年12月5日指导教师张雪梅 职称 副教授 About Business Etiquette in NegotiationYang NiuA thesis submitted to Henan Business College in partial fulfillment of requirement for the Business English MajorUnder the Supervision of Vice-associate ProfessorZhang XuemeiForeign Language Department of HenanBusiness CollegeDec 5, 2012About Business Etiquette in NegotiationAuthor: Yang NiuTutor: Zhang XuemeiAbstractWith the rapid development of since and technology ,people living in a world of economy ,there are millions of business negotiations on playing day and night ,over different culture and across nations .however the etiquette in the negotiation matters a lot, which to some degree go hand in hand with the whole progress ,Business negotiation is a process whereby two or more parties come together to exchange or combine resources such that mutual benefit is derived and felt as a consequence of creative resolving difference. Business negotiation etiquette is daily social etiquette in the concrete embodiment of commercial activities. Meanwhile, business negotiation, especially in international negotiations, because of their commercial, the etiquette has some special requirements. The taboo should be carefully avoided! This article is to study the issue from etiquette effect, related etiquette and taboo in the negotiation process.Key words: Business negotiation, Business etiquette, Taboo商务谈判中的商务礼仪摘 要随着现代科学技术的发展，我们生活在一个经济世界中，每天都有成千上万的商务谈判不分昼夜、不同文化、跨国界的在上演。商务谈判是指谈判双方或者多方为达到双赢互利交换和整合资源的过程。是具有创造性的解决差异和分歧方式。商务礼仪是贯穿在日常商务活动中的言谈举止礼仪规则。同时，商务谈判，特别是国际商务谈判，由于其商业性，商务礼仪有其特殊的要求，因此，商务礼仪禁忌是谈判的壁垒，必须小心避免。本文就是要从商务礼仪的效应，谈判过程中应注意的礼仪问题与禁忌等方面研究这一问题。关键词：商务谈判， 商务礼仪，禁忌ContentsAbstract in EnglishIAbstract in ChineseIIIIntroduction11The Definition of Business Negotiation and Etiquette11.1 The Definition of Business Negotiation21.2 The Definition of Business Etiquette32Business Etiquette in the Negotiation Process32.1 Preparation before the negotiation42.1.1 Selection of negotiation time, address and negotiators42.1.2 Grooming rituals52.2 Two sides meet in the ritual62.2.1 Selection and use of title62.2.2 Shake hands72.2.3 Introuduce each other72.2.4 S cards82.3 The language etiqutte in the business negotiation92.3.1 Negotiation terms92.3.2 Speed, tone and volume102.3.3 Posture and gesture102.3.4 Distance and ficial expression112.4 Signing phase123. The Significant of Business Etiquette in Negotiation133.1 To create a good atmosphere and enclose distance between the two sides133.2 To create a good image and promote a successful transaction143.3 To deepen understanding and promote friendship144Other Issues Should Be Paid Attention in the Negotiation154.1 Taboo of numbers and dates154.2 Taboo of colors and flowers165. Conclusion17Bibliography18About Business Etiquette in NegotiationIntroductionWith the development of globalization and Chinas accession to the WTO business contacts and business between countries have become increasingly frequent talks. Its the fact that because the worlds historical tradition, political system, economic status, cultural backgroud, customs and values are significantly different, negotiators in different countries have different negotiating styles. There are many factors promoting the success of business negotiations, but the etiqutte effect occupies a very important position in the process, which to some degree can affect the success of an negotiation. Proper manners in the negotiation not only can show their own education and quality, but also have a great influence on the negotiating process and leave a good first impression. Therefore, business etiquette understanding an important premise of a successful business negotiation.1The Definition of Business Negotiation and Etiquette Business negotiation literally consists of two parts-business and negotiation. Negotiation is the root and commerce is for the modification. T o make clear its overall significance, they must be respectively analyzed. 1.1 The Definition of Business Negotiation A business negotiation means that the two parties help to bring about a trade, or in order to resolve their disputes and uphold their economic interests that they take a kind of bilateral information dissemination. It is one of the common behaviors of business activitie.The two parties build up trade relations with each on the basis of equality friendship and mutual benefit .For a successful negotiation they need to reach agreement and eliminate the differences. In the successful business negotiations, there is not necessary factors to get success by observing negotiation etiquette, but if they against it, there will many needless problems for them to solve, even threaten to reach the agreement.· 1.1.1 The concept of professionalProfessional concept refers to the different disciplines personnel in their professional characteristics give the definition of negotiation. Professional definition of representative are listed behind it.(1) An economics point of view said that negotiation is through the process of negotiating to achieve the maximize of transaction.(2) From a philosophical point of view hold that the negotiation is the process of using a rational or irrational reason to convince the other party.(3) From the informatics perspective, the negotiations are the two parties to the transaction through the exchange of information, letting asymmetric information gradually become symmetric information so as to achieve the purpose of each other. 1.2 The Definition of Business Etiquette Business etiquette is the way you handle yourself in a business and social environment. Business etiquette is basically the social guidelines and manners to be followed in business situations when dealing with others.Etiquette in interpersonal communication is the process of performance of self-discipline to certain established procedures for the way to honor , it contains the dress, communication, emotional intelligence. From the point of view of personal accomplishment, etiquette is the outward manifestation of an inner cultivation and quality. From the communication point of view, the ritual can be said that an art applicable to interpersonal communication, a method of communication or communication method, conventional interpersonal show his respect and friendship practices. From the point of view of the spread, etiquette in interpersonal skills to communicate with each other, it often used to indicate the preferred code of conduct and the usual form of respect, goodwill and friendship. Business etiquette can be broadly divided into five branches，they are government etiquette, business etiquette, service etiquette, social etiquette, foreign etiquette and other2Business Etiquette in the Negotiation ProcessInternational trade is about dealing with differences to achieve companys goals. The differences can be about cultures, beliefs or ethics which an international trader should be able to manage them so new opportunities will come, new networds will established and, of course, gain more profit. Here, business etiquette helps to minimize misunderstanding and build trusts among the traders. Thus, several issues below should be considered in international trade.2.1 Preparation before the negotiationThe phase of pre-negotiation is the most important stage to determine whether they want to negotiate at all and, if so, what they will talk about, and how, when, and where they will do it. Without a proper pre-negotiation phase, one may not get to that negotiation table, let alone explore any dispute resolution mechanisms. Pre-negotiation phase can be characterized by information gathering efforts to evaluate the parties interests and comprises of a process entailing rational choice to pursue negotiation or not. It is concerned with setting up the framework within which issues can subsequently be discussed, not with the issues themselves. In some cases, persuading parties to commit to the process of negotiation is even more different than reaching agreement once negotiation have begun. So the importance ot pre-negotiation phase cannot be overstated. In practical terms, good procedural pre-negotiation facilitates good substantive negotiation. Two major activities assessment and preparation are involved in the pre-negotiation phase. 2.1.1 Selection of negotiation time, address and negotiatorsFirst of all, pay attention to the choice of negotiating time. On the one hand, it should be agreed by not one party alone, but by two sides, or be rude. On the other hand, negotiators had better choose the most favorable time for them to discuss. Dont negotiate when the physical and mental are at the low tide, negotiators should always need maintaining best conditions.Secondly, we must pay attention to the choice of the negotiation place. The best place for negotiation is in their own location. If not, the two sides should choose a neutral place which is at least not familiar with them. If several rounds of negotiations need carried out, exchange of location should be followed to ensure fairness.Third, pay attention to the choice of negotiators. In general, the negotiating team consists of the main negotiator, aide, specialist and other negotiating staff, and the identity and title of the negotiator should be equal. Negotiators and the instrument image quality of cultivation have always been a kind of information, which will be passed to the other party along with the substance of the negotiations.Fourth, gathering information is also a very important aspect of etiqutte. In order to master the large amount of information and seize the initiative in the negotiation, the objective investigation of the related solution for business negotiation should be carried out. The preparation of information includes assessment of the other partys strength, grasping the theme market, understanding each others cultural background, social customs and the system of law.2.1.2 Grooming rituals Before negotiation, negotiators should finish up their grooming. Basic requirement is clean, formal and solemn. Men should have no beard. If he need wearing suit, tie must be matched. Ladies clothes couldnt be too sexy, and they shouldnt wear stilettos, In the international social occasion, clothes can be divided into dress and causal clothing. While taking part in formal, grand and solemn occassion, a dark dress (such as tuxedo or suit) is quite suitable. In a general occasson, the causal dress is OK. Currently, except that some countries have special regulation, such as the code of bar activities (prohibiting women from wearing trousers or short skirts), the clothes tend to simplify. In our country, there is no strict division for the dress and causual clothing. Generally speaking, men usually wears suits in the same dark color and material with shoes matched in a formal occassion. However, in an informal setting, such as visit, tour etc, all kinds of casual clothing, enthic clothing, dual-shirts matching with shoes in afforable color or cloth shoes is suitable. And all clothing should be clean, tidy and straight. Whatever the occassion is, men should not wear shorts to participate in foreign events. But sometimes women can be barefoot to wear shoes.If they need wearing socks, socks cant be showed outside from the clothing and dress.2.2 Two sides meet in the ritual As most negotiators came from different culture, and both cultures should be valued and respected, so both sides may need to familiar to what they are expect to know:2.2.1 Selection and use of title Greeting is the first step to form an unique culture, because of this, and people begin to communicate with each other. The individuals become a community. How do we greet with each other in a business negotiation? Different are culture has different preferences to this. If your business partner is a lady ,however, you are not sure about whether has she married or not. So now it is better call her “ Ms xx”. Under general circustances, there are two sets of title methods in business activities. The first is Mr×× or Ms.××.This is the safest and most common form of address. The second is that we can call each other as Manager ××, Executive.×× or Director ××.That is to say , call his title directly.2.2.2 Shake hands As for the handshake sequence, women seem to give her hand first, then men shake hands with her.And leader, supervisior,and the elder hand first, then shake hands with subordinate and juniors. When shaking hands, if one gives his hand, we should quickly meet his(her). Please keep in mind that cross-handshake and shaking hands with many people at the same time should be avoided. The favorable shaking time is 3-5 seconds.2.2.3 Introuduce each otherIn mutual introuduction, we should pay attention to the choice of the order to introuduce. People usually start by introducing the higher office. If it is divided into primary side and passanger side, we should introduce the latter to the former.2.2.4 S cardsWhen you pass your business card to the customer, youd better use two hands. Simultaneously, pay attention to the direction of the card to adjust to the most suitable path for reading. When you get card from other people ,you should simply look at the content of the above. Neither should it be placed directly in the pocket nor put away in the other location without reading. What you should you do is to put the card in a dedicated business card folder. In that way, people who give you cards will feel you are very sincere, and furthurmore they are willingly to deal with you.· 2.2.5 DiningDining is an essential process in a business negotiation. According to an old American saying ,”You are what you eat.” For the rules of business etiquette, you are not only what you eat, but how you eat.”Every society has its rules and traditions about dining business partners. In the business world, breakfasts and lunches are usually the best times for business meals. If you are hosting the meal and your guests are staying at a local hotel ,then an afternoon coffee and tea meeting can be very useful. If you are the host of a meal, you should follow a few important rules: firstly in scheduling the meal, never ask the guests where they would like to eat. Instead, picking two restaurants and two different hours, and offering your guests those options .A day before the meal, it is need to check with your guests to confirm the date, time and location. As for paying the bill, it is best that the meal is attended without your guests present.Once your guests arrive, you should appear even if you have just arrived . Do not