商务礼仪在国际商务谈判中的角色英语.docx

商务礼仪在国际商务谈判中的角色英语.docx

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商务礼仪在国际商务谈判中的角色英语

TheRoleofBusinessEtiquetteinInternationalBusinessNegotiation

Abstract

Sinceinternationalbusinesscommunicationhasdevelopedrapidly,businesscommunicationamongpeoplefromothernationshappenmorefrequently,andthesignificanceofthebusinessetiquettebecomemoreobvious.Inthistimeofglobalcommercialization,everybusinessnegotiatorsandeveneverycitizensseebusinessetiquetteasarequiredcourse,whichcanmakeabigdifferencetotheircareerlifeandeventheireverydaylife.

Thispaperaimstoexplainthemeaningofbusinessetiquetteandinternationalbusinessnegotiation,toanalyzetheculturaldifferenceininternationalbusinessnegotiation,andhighlighttheimportanceofbusinessetiquetteininternationalbusinessnegotiation.Anotherpurposeofthispaperistoletmorepeopletoknowhowtobehavewellinaninternationalbusinessnegotiationoccasionwithpropermannerbythewayofexploringtheappropriateapplicationofbusinessetiquette.Tosumup,thestudyonthebusinessetiquetteininternationalbusinessnegotiationisbeneficialfornegotiatorsorthosepeoplewhowanttobenegotiatorstoimprovetheirknowledgeinculturaldifference,getabetterunderstandingofbusinessetiquetteandpromptthesuccessofnegotiation.

Keywords:

businessetiquette,culturaldifferences,internationalbusinessnegotiation

商务礼仪在国际商务谈判中的角色

摘要

随着国际商务发展得越来越快，在不同国家之间的商务交流越来越多，商务礼仪也变得越来越明显。

在如今时代，每个国家的谈判人士，甚至每个人普通人都开始把商务礼仪作为一门必修课，这对每个人得人的职业生涯，甚至日常生活都带来巨大的变化和差异。

这论文的目的是为了解释商务礼仪以及国际商务谈判的意义，尽力去分析在商务谈判中的文化差异，并强调商务礼仪在国际商务谈判的重要性，此外，这篇文章的另一个目的是通过探究合适的商务礼仪应用，谈判者可以在国际商务谈判中表现地合宜。

总的来说，通过研究国际商务谈判与商务礼仪的关系，对那些谈判者，或者想要成为谈判者的人很有意义，这能让他们学习更多的文化差异，更加好地去了解商务礼仪，和能促进一场国际谈判的成功。

关键词：

商务礼仪；文化差异；国际商务谈判

Contents

Introduction

Asmoreandmoreinternationalbusinessesarefrequentlyhappened,itisnotonlyasimpleeconomicorcommercialactivity,butalsoisaninteractioninaninternationalbackground.Businessetiquetteisthefactornegotiatorswhichcannotbeneglectedtocontinueasuccessfulinternationalbusinessnegotiation.Duetothefactthatunderthisglobalenvironment,differentcountrieshavevariousculturessuchasthetheirvalues,thewaysofthinkingandotherdifferentaspectsinbusinessetiquette.Butduringthisnegotiationundertheinternationalbackground,therearemanyconflictsandmisunderstandingbecauseoflackingtheknowledgeofcross-culturalbackground.Therefore,itisessentialforanegotiatortoknowandgraspthebasicknowledgeofit,becauseitcanbringalotofbenefitstothem,soastoachieveagoodresultininternationalbusinessnegotiation,andgainmoreinterestfortheircompanyandeventhemselves.Inaconclusion,asuccessfulinternationalbusinessnegotiationdependsontheappropriateuseofbusinessetiquette.

1TheDefinitionofBusinessEtiquetteandInternationalBusinessNegotiation

1.1TheDefinitionofBusinessEtiquette

Businessetiquetteactuallycomesfrompeople’sself-protectionandself-interest.Forfearofoffendingotherpeopleandcausingunnecessarytroubles,peoplestartregulatingtheirbehavior,appearance,wearingandsoon.Businessetiquettealsoisacodeofconductthatshowsrespectandequalitytootherpeoplethroughtheirlanguage,actionandexpressionduringtheirbusinessactivities.Andthecentralpointofbusinessetiquetteisthecriterion,whichisusedtoregulatethebehaviorofallpartiesinbusinessactivities.Businessetiquetteisnotonlyimportantinbusiness,butalsoworthlearningineverydaylife.

Thosepeoplewhoalwaysinvolveinbusinessactivitiesnormallydonotlacknegotiationskills,butiftheycannotapplyorbehavewellwithproperbusinessetiquette,itcancauseafailureofnegotiation.Suchexamplesareverycommontoseeinourdailylife.Itisessentialtopaymoreattentiontobusinessetiquette,whichcanguaranteeasmoothandprosperousdevelopmentforpeople’sbusiness.Iftwopartiesdon’tgetabetterunderstandingofit,itwillmostlikelytohaveabadinfluenceonbothparties’interest.

1.2TheDefinitionofInternationalBusinessNegotiation

Internationalbusinessnegotiationisacross-borderactivity.Itisessentialfornegotiatorsorthosepeoplewhowanttobenegotiatorstogainsomeknowledgeofculturaldifference.Ifpeoplewanttogetasatisfiedresultinnegotiations,thedifficultyofovercomingtheculturaldifferenceconfuseeveryone.

Internationalbusinessnegotiationrefersthatpeoplefromdifferentcountriescoordinatewitheachotherinnegotiationstoreachanagreementfortheirpurposesthroughcommunication,negotiation,compromiseandcooperation.Negotiationabilityisanessentialskilltoeverybusinesspeople,anditisrelatedtowhetherdisputescanberesolved,whetherconflictscanberesolved,whetherlong-termbusinessrelationshipscanbeestablished,whetherbothparties’interestscanbesatisfiedandsoon.Generally,asuccessfulnegotiationneedstoeliminatedifferencesormisunderstandingsbetweenbothparties,reachanagreementandachieveawin-winsituationwithagoodrelationshipwitheachother.

Because,negotiatorsfromdifferentcountrieshavetheirdifferentculturalcharacteristicsandhabits,sotheywillperformdifferentlytonegotiatewithotherpartyduringthenegotiationprocessandtheotherpartywillmakejudgmentsandrespondaccordingtotheirtraditionalvalues.But,culturaldifferenceisnottheonlyfactortodeterminethesuccessofnegotiation.Anditisalsobasedoneconomicinterests.Itsmainpurposeistogainintereststhroughnegotiation,soeconomicinterestsarethemajorconsiderationofinternationalbusinessnegotiations.Iftheinterestsofbothsidesaremet,thenegotiationwillsucceed.Contrarily,iftheinterestsofonepartyarenotsatisfied,thenegotiationwillinevitablyfail.

Nowpeoplerealizethatthemainreasonforthefailureofinternationalbusinessnegotiationisthelackofunderstandingoftheculturalbackgroundofbothsides.Underthesingleculturalbackground,thenegotiationprocesscanbeforeseenandpredictable.However,internationalbusinessnegotiationismorechallengingthansingleculturalnegotiation.Additionally,inordertomakebusinessactivitiesgosmoothly,itisalsonecessarytounderstandtheculturalbackgroundanddifferencesofdifferentcountriesandnationalities,andonthisbasis,negotiatorsshoulddeveloptheirstrengthsandavoidweaknesses,andformulatereasonablesmartnegotiationstrategies,soastobeabletosucceedininternationalbusinessactivities.

2TheMainCauseofDifferenceinBusinessEtiquetteinaGlobalSetting

2.1DifferencesinCommunicationStyles

Inhigh-contextcultures（mosteasterncountries）,peopletendtouseindirect,andimplicitlanguagetocommunicate,whereasinlow-contextcultures（mostwesterncountries）,peopleoftenexpresstheirviewsdirectlyandexplicitly.InsomeEasterncountries,likeChinesepeoplearelivingunderahighcontextbackground,whichisoftenimplicit.Atthesametime,ithighlightsthemeaningofunderstandingrealmeaningthroughtheirheartsandmindratherthanthemeaningofsomesimplewords.Onthecontrary,thewesterncultureisquitedifferent.Whencommunicating,westerneraremorestraightforwardandconveyclearly,andtheydon'tliketotalkinaroundaboutwayandtheytendtocutthechase.Asaresult,thenegotiatorfromthehigh-contextculturestendtothinktheothersideistoorude,toodirect,impolite,whiletheanotherpartymaythinkthatthethenegotiatorfromthehigh-contextculturesdonnotalwaysdirectlyshowshisintention,andprefertomaketheothersideguesshisidea.Additionally,thenegotiatorfromlow-contextculturesfeelthatEasternpeoplelackthesincerityandalwaysliketokeepalongsilenceduringnegotiationprocess,whichmakethemfeelisawasteoftime.Therefore,whenbothpartieswanttotalktoagreaterextent,theyaremorelikelytoencountermanyobstaclessothattheycan'tunderstandeachotherbetter,whichcausethefailureofanegotiationoranunsatisfiedoutcome.

2.2Differences in Values

Easternsocietystresstheviewofcollectivism,inwhichcollectiveinterestsarethemostsignificantfactorandalsohighlightthesubordinationofindividualinteresttothewhole.

Easternersoftenseeselflessnessandhelpfulnessasnoblevirtues.InChina,peoplealwaysliketoshowcollectivebehavior.Forexample,inacollectivistculture,theauthorityandpowerwillnotbedelegatedfromleadertosubordinate.DuringthenegotiationswiththeChinese,manyEuropeansandAmericanscomplainthatChineseoftenchangepeopleduringtheprocessofnegotiations,becausethepeoplewhoarereplacedhavenorighttomakedecisions.

However,inwesterncountries,individualismplayanimportantroleintheirculture.Thewholesocietyhighlyadvocatesindividualismandmeasuresthevalueoflifebyindividualsuccess.Whenitcomestointernationalbusinessnegotiations,westerncountriesliketopursueegalitarianism,adheretotheprincipleoffairnessandrationality,andtheybelievethatbothsidescanmakeadeal,nomatterwhichsidegainprofitsfromthenegotiation.Therefore,westernnegotiatorstendtoadopta"win-win"strategy,whichcanconsidersandcaresaboutbothsidesinterest.WhiletheEasternerisdeeplyinfluencedbytheconceptofhierarchy,sothesellerwilloftentendtomeetalltheneedsanddesiresofthebuyer.Westernershaveastrongsenseofequalityandindependenceandeveryonerespectthemselvesanddoesnotallowotherstoviolatetheirrights.Apartfromthis,personalinterestalwayscometothefirstplace,meaningthattheyprefertotakecareoftheirownresponsibilityrathercaringaboutotherpeopleanda