论文On International Business Negotiation through Using Proper Business EtiquetteWord文档下载推荐.docx

论文On International Business Negotiation through Using Proper Business EtiquetteWord文档下载推荐.docx

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Abstract

Since1978,Chinabegantocarryoutreformandopening-uppolicy.Withthefurtherdevelopmentofeconomy,internationalbusinessactivitiesgrowdaybyday.Howtoconductbusinessnegotiationisoneofthemostimportantfactorsintheinternationalbusinessactivities.Itisthekeytokeepthebusinessactivitiesgoingalongwell.Inrecentyears,withbusinessactivitiesspreadingfarandwidearoundtheworld,moreandmorepeoplearepayingtheirattentiontothebusinessetiquettewhichhasagreatinfluenceonthebusinessnegotiation.Thoughtheetiquetteisnotthedecisivefactortothebusinessnegotiation,itcanaffecttheresultdirectlyorindirectly.

Thethesisconsistsoffourparts.Inpartonethewritergivesabriefintroductiontobusinessnegotiationandbusinessetiquette.Inparttwothewriterstatestheimportanceofbusinessetiquetteandlistssomeexamplestoshowtheimportanceofchoosingproperetiquetteindifferentculturepatterns.Partthreeisaboutbusinessetiquettewhichshouldbetakenaccordingtothecultureofdifferentpartnersatdifferentnegotiatingstage.Atthispart,America,JapanandGermanyarethetypicalcountriesforthefurtherstatementofchoosingproperbusinessetiquette.Inpartfour,thewriterdrawsaconclusionthatbusinessmenshouldattachgreatimportancetoetiquetteandmakeetiquetteakeyfactortopromotesuccessfulbusinessnegotiation.

Keywords:

internationalbusinessnegotiation;

businessetiquette;

negotiator

摘要

自从1978年，中国实施改革开放政策以来，中国在经济上取得了重大的突破和举世曙目的成就。

随着经济进一步的发展，国际商务活动日益频繁。

商务谈判，作为当前国际商务活动最重要的形式之一，如何开展商务谈判是确保商务活动顺利进行的关键所在。

近年来，随着商务活动在全球范围内的迅速蔓延，对商务活动有着重要影响的商务礼仪得到越来越多的人的关注。

虽然商务礼仪不是商务谈判中起决定性的因素，但它能够直接或间接的影响商务谈判的结果。

本文包含四个部分：

在第一部分作者分别介绍了商务谈判和商务礼仪；

第二部分作者陈述了商务礼仪的重要性并举例说明在不同文化形势下选择恰当礼仪的重要性；

第三部分作者列举了在不同的谈判阶段根据不同谈判伙伴应该使用的商务礼仪；

最后，作者得出总结：

商务人员必须重视商务礼仪，并且应该把商务礼仪作为促使商务谈判成功的一项重要因素。

关键词：

国际商务谈判；

商务礼仪；

谈判者

Outline

ⅠIntroduction………………………………………………………………….1

1.1BriefIntroductionofInternationalBusinessNegotiation……………...1

1.2BriefIntroductionofBusinessEtiquette………………………………...2

ⅡTheImportanceofEtiquetteinInternationalBusinessNegotiation.......................................................................................................4

2.1TheImportanceofEtiquetteinBusinessNegotiation……………………..4

2.2TheImportanceofChoosingProperBusinessEtiquetteinDifferentCulturePatterns…………………………………………………………………5

ⅢChoosingProperBusinessEtiquetteatDifferentStageofNegotiation………………………………………………………………..7

3.1ThepreparatoryStageofNegotiation……………………………………...7

3.1.1TheEtiquetteofMakingAppointment……………………………...7

3.1.2TheEtiquetteofDressing…………………………………………….9

3.1.3TheEtiquetteofChoosingNegotiatingStyle………………………12

3.2TheConductingStageofNegotiation……………………………………15

3.2.1TheEtiquetteofMeeting……………………………………………16

3.2.2TheEtiquetteofDiscussing…………………………………………18

3.3TheStageofSigningContract…………………………………………….19

3.3.1TheEtiquetteofSigning……………………………………………19

3.3.2TheEtiquetteofGiftGiving……………………………………….20

ⅣConclusion…………………………………………………………………24

Bibliography……………………………………………………………………..25

OnInternationalBusinessNegotiationthrough

UsingProperBusinessEtiquette

IIntroduction

1.1BriefIntroductiontoBusinessNegotiation

Withthehighdevelopmentoftheeconomy,peopleinthemodernsocietymayhaveachancetogoonabusiness,sotheword“BusinessNegotiation”isnotstrangetousanymore.Butforitsrealmeaning,noteveryonehasaclearunderstanding.

Inbrief,businessnegotiationisaprocessthatinordertocoordinatetherelationshipbetweenbusinessandmeettheirneeds,peopletrytofindafinalsettlementofthedisputetoreachanagreementandsignthecontractthroughtheconsultationandthedialogue.Therearethreeessentialfactorsforbusinessnegotiation:

participantofnegotiation,subjectofnegotiation,environmentofnegotiation.Participantofnegotiationreferstopeopleofbothsidesinvolvedinthenegotiation.Itisusuallyanegotiatingteamoragroupinsteadofaperson.Subjectofnegotiationistheissueswhichneedtobediscussedbybothsidesonthebusinessnegotiation,namely,theproblemsthatbothsideshavethemutualinterestandseektoresolve.Environmentofnegotiationreferstotheobjectiveconditionswhicharerequiredinholdingabusinessnegotiation.Whatismore,anybusinessnegotiationincludesthreestages:

thepreparatorystage,theconductingstageandthestageofsigningcontract.Havingperfectbehaviourinthreestagesandwinningthesuccessofbusinessnegotiationareofgreatsignificanceforboththeenterpriseandthenegotiators.

Fortheenterprise,businessnegotiationisanimportantpartofthecompany’scorecompetence.Inthefiercemarketcompetition,thesuccessofbusinessnegotiationmaydirectlyorindirectlyaffectthesurvivaloftheenterprise.

Comparedwiththeenterprise,thebusinessnegotiationhasmoreneedstothebusinessnegotiators.Duringthebusinessnegotiation,negotiatorsareusuallyonbehalfoftheenterprisetoattendthenegotiation,andtheirimagerepresentstheimageoftheenterprise.Sotheexcellentnegotiatorsnotonlycanbesuccessfulinthecompletionofthenegotiation,butalsocanwinthereputationfortheenterprise.

Internationalbusinessnegotiationcanbeunderstoodasaprocessinwhichtwoormorepartiesbelongtodifferentcountriesordifferentculturescometogethertodiscusscommonandconflictingbusinessinterestbenefit.Theinternationalbusinessnegotiationismorecomplex,becauseitencompassesunconsciousforcesofdifferentculturalnormsthatmayoperatetoundermineeffectivecommunication.Thus,inaninternationalbusinessnegotiation,inadditiontothebasicnegotiationskills,itisimportanttounderstandtheculturaldifferenceandetiquette,andtomodifythenegotiationstyleaccordingly.

1.2BriefIntroductionofBusinessEtiquette

Theetiquette,asonetraditionalmoralexcellence,hasthehistoricalinheritanceandtheeternalvitality.Ontheinternationalbusinessnegotiation,thereinvolvesalotofetiquette,butinfactitisthecommunicationamongthepeople,thereforeweareusedtocallthebusinessetiquetteasanartofthecommunicationamongthecommercialpersonnel.

Internationalbusinessetiquetteistheartsoractivities’rulesthatmeetdifferentculturesinlongtermprocessofbusinessnegotiationorcommunication.

Businessetiquettereferstothesuitableetiquettestandardusedinthebusiness.Itisaprocessthatshowingtherespectstotheoppositepartybytheconventionalprocedureandmethod.Thecoreofbusinessetiquetteisacodeofconductwhichhasacertainrestraintonourconductofthebusinessactivities.Simplyspeaking,businessetiquetteistheuniversaldemandtothebusinessmenofthepersonnelimageandprofessionalqualityinthebusiness.

IITheImportanceofEtiquetteinInternationalBusinessNegotiation

2.1TheImportanceofEtiquetteinBusinessNegotiation

Businessetiquetteplaysanimportantroleinthenegotiations,especiallyintheinternationalbusinessnegotiations.Itmainlyhasthefollowingtwoeffects:

Firstly,businessetiquettecanimprovepeople’spersonnelqualityandmorality.Inthemodernsociety,competitionamongtheenterpriseisultimatelythecompetitionfortalents.Butfornegotiators,itisthecompetitionofpersonalqualitiesandprofessionalnegotiatingskills.Therefore,anexcellentnegotiatornotonlyhastheprofessionalknowledge,butalsohasthegoodetiquette.Thentheycanhaveaperfectperformanceontheinternationalbusinessnegotiationsandtheycanwinmorechancesfortheenterprise,alsoforthemselves.

Secondly,businessetiquetteisabletomaintainandbeautifytheimageofthecorporation.Ontheinternationalbusinessnegotiation,negotiators’imageisonbehalfofthecompany’simage,sowemustpaymuchattentiontothedesignofthenegotiators’image.Duringthenegotiations,thefirstthingthatcatchestheoppositeparty’seyesisthepersonalimageofthenegotiator.Theperfectpersonalimagecanleavetheoppositeagoodfirstimpression.Thus,negotiatorsareeasilytowinthetrustoftheoppositeparty.Andthiswilllayasolidfoundationforbothsidesinthefollowingnegotiation.Forenterprise,businessetiquetteisthemeansofpromotingcorporateculture,showingcharismaandenhancingthecohesionoforganization,itplaysanimportantroleinthedevelopmentofenterprise.

2.2TheimportanceofChoosingProperBusinessEtiquetteinDifferentCulturePatterns

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