The Study on the Etiquette in Business NegotiationsWord文档格式.docx

The Study on the Etiquette in Business NegotiationsWord文档格式.docx

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domestic 

and 

international 

economic 

trade 

negotiations 

have 

become 

a 

universal 

phenomenon 

in 

social 

economiclife. 

However, 

for 

various 

reasons, 

many 

negotiators 

are 

still 

lack 

negotiation 

scientific 

knowledge, 

remain 

stage 

perceptual 

knowledge. 

They 

think 

successful 

negotiations 

depend 

largely 

on 

whether 

quick 

thinking,eloquence

iseloquent,giverepliesfluentlyandstrainingeniously.This 

thesis 

starts 

from 

theimportanceandprinciplesoftheetiquetteinbusinessnegotiation,elaboratestheetiquetteswhichshouldbefollowedindifferentsteps,andlistsdifferenteffectsofcultureswhichinfluencethebusinessnegotiation.Theaimofthethesisistoenablethenegotiatorstohaveabettergraspofthebusinessdetails,andpromoteavarietyofbusinessactivitiessmoothly.

Key 

words:

business 

negotiations;

etiquette;

culture;

effect

摘要

随着中国经济的快速发展，我国国内与国际的各种经济与贸易的谈判已经成为社会经济生活中的一种普遍现象。

但由于种种原因，不少谈判人员还缺乏对谈判的系统和科学的认识，往往停留在感性认识阶段，认为谈判的成败得失，主要取决于谈判人员的思维是否敏捷，口才是否雄辩，应对是否如流，应变是否巧妙。

本文从商务谈判的重要性和原则出发，阐述了在商务谈判各个阶段应遵循的礼仪，并且列出了不同文化对商务谈判礼仪的影响，以期更好地促进各种商务活动的顺利进行。

关键词：

商务谈判；

礼仪；

文化；

影响

Introduction

WiththefastdevelopmentofeconomicbusinesstradebetweenChinaandforeigncountries,ChinaasthebiggestdevelopingcountryhasacceptedtheattentionfromtheworldsincejoiningtheWTO.Internationalnegotiationisnotonlyaneconomicactivity,butalsoavariousculturalcommunicationinwhichtwoormoreentitiesfromdifferentculturalbackgroundsdiscusscommonandconflictinginterestsinordertoreachanagreementofcommonbenefits.

Thenegotiatorsmaybenefittheagreementtheyreach,buttheystillhaveconflicts.Thereasonswhybusinessnegotiatorssucceedinresultofquitemanyelements,butetiquetteisoneofthemostimportantfactors.Thebusinessetiquetteshowstheprincipleofrespectingeachotherinbusinessactivities.Thebusinessetiquetteisaroletorefrainthenegotiator’sbehaviorinbusinessactivities.Mostofthenegotiatorshavetwogoals:

setupbusinessrelationshipandreachanagreement.Toachievethegoalsfrequently,it’sveryimportanttohavetheknowledgeofbusinessetiquetteineverystepandvariousculturalbackgrounds.Thisthesisintroduceseverystepthatnegotiatorsshoulddoandtheeffectofculturedifferenceinbusinessnegotiation.Thefirstchapterintroducesthedefinitionofbusinessnegotiation.Thesecondchapterintroducestheetiquettewhichshouldbemasteredinthepreparationstage.Thethirdchapterintroducestheetiquettewhichshouldbefollowedinthedifferentsteps.Thelastchapterintroducestheetiquettewhichshouldbefollowedaccordingtodifferenteffectsofculture.Fromallthese,itcanenablethenegotiatorstohaveabettergraspofthebusinessdetails,andpromoteavarietyofbusinessactivitiessmoothly.

1.TheDefinitionofBusinessNegotiation

Businessnegotiationmeanstheprocessthatbothpartiesfortheirowncommercialpurposesfocusonsomethingaboutthebusinessintereststonegotiateforresolvingdifferences,andfinallyreachanagreementandsignacontract.Inthewholeprocess,therearemanyfactorstoensurethesuccessofthenegotiations,butthepositionofetiquetteisveryimportant.Onlythebusinessnegotiatorsmasterbusinessnegotiationstrategiesandetiquette,theywillbeabletodowellintheprocess.Thisdefinitionsuggeststhatnegotiationscarrythroughunderthesesettings.Themostimportantonecomestothecommonbenefit.Itisunessentialtonegotiatewithoutanymotivationincommon.Forexample,makingthedealisthecommonbenefitsintheprocessoftheinternationalbusinessnegotiation.Makingcompromiseisthesecondsettingweshouldknow.Everybodycomestothenegotiationwithanambitionofsolvingtheproblemandthedifferencebetweentwoparties.Keepingthisambitioninmind,everypartyisreadytomakecompromiseforthedoublewinnegotiatingresult.

Businessnegotiationisa 

common 

problem 

betweenthe 

two 

ormoreparties.Theyaimtoachievethepurposeofsharinginterests,soitisthebusinessprocessofemotionalinteractionthroughnegotiationandpersuasion.Negotiationis 

akindofcommunicationbetweenpeople,butalsowithahighlyrationalprofitdriven.Etiquetteisformedintheprocessofcommunication,anditwillbereflectedinthenegotiatingtable,embodiedinthewhole 

processofnegotiation. 

Negotiation 

etiquetteis 

followedinthe 

accordingtodifferent 

ritualsand 

ceremonies.

2.TheImportanceandPrinciplesoftheEtiquetteinBusinessNegotiation

Weshouldpayattentiontotheetiquetteinbusinessnegotiations,thefollowingsaretheimportanceandbasicprinciplesthatthenegotiatorsmustbeadheredtoinbusinessnegotiati