The Study on the Etiquette in Business Negotiations.docx

The Study on the Etiquette in Business Negotiations.docx

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TheStudyontheEtiquetteinBusinessNegotiations

Abstract

With the rapid development of China’s economy, China’s domestic and international 

economic and trade negotiations have become a universal phenomenon in social economiclife. However, for various reasons, many negotiators are still lack of negotiation scientific knowledge, and remain in the stage of perceptual knowledge. They think the successful negotiations depend largely on whether the negotiators have a 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 negotiations accordingtodifferent ritualsand ceremonies.

2.TheImportanceandPrinciplesoftheEtiquetteinBusinessNegotiation

Weshouldpayattentiontotheetiquetteinbusinessnegotiations,thefollowingsaretheimportanceandbasicprinciplesthatthenegotiatorsmustbeadheredtoinbusinessnegotiati