浅谈礼仪在商务谈判中的作用.docx

浅谈礼仪在商务谈判中的作用.docx

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浅谈礼仪在商务谈判中的作用

浅谈礼仪在商务谈判中的作用

Introduction

Etiquetteistheprocessandmeanstoshowrespecttoeachotherininterpersonalrelationshipbycertain,commonprocedures.TheEtiquettecanbesaidtobeaperson’sexternalappearanceofinwardcultivationandquality.Firstly,itcanhelppeopleraisetheirself-cultivation.Secondly,itwillpromotesocialinteractionandimprovepeople’sinterpersonalrelationship.Italsocanpurifythesociety.Sincedifferentcountrieshavedifferentpolitical,conomicalhistoricalandculturalbackgrounds,aswellasdifferentwaysofdeveloping,therearealotofdifferencesinetiquettesinmanyfieldsandmanyaspects,especiallysomethingrelatedtocultturalbackground.ThegoodunderstandingofdifferentetiquettesbetweentheEasternandtheWesterncountriesarebecomingabsolutelynecessaryandpopular.

Negotoaotionplaysavirtualpartinbusinessactivities.Negotiationbetweenthesellerandthebuyernormallycoversaspectsinculdingquality,quantity,packing,price,shipping,insurance,payment,complatints,andarbitration.Toreachanagreementortosignacontract,appropriatenegotiationtacticsandetiquettesshallbeadopted.

Inmodernsociety,itseemsthattheworldisgettingsmallerandsmaller,peopleareveryactivewithfrequentexchanges.Manycountriesarepayinggreatattentiontothecombinationofinternationaletiquettesandnationaletiquettes.Soweshouldenrichourcross-cultureawarenessandholdachangingattitudetowardallkindofequettes.Etiquettesaretheculturewealthofhumanbeing.

Thispaperexploresthedifferentetiquettesindifferentcountriesintheinternationalbusinessnegotiationsettings,soastomakeitpossibleforfuturesuccessfulnegotiations.

IDifferentConceptsReflectedfromNegotiationEtiquettesintheEastandtheWest.

Theculturalvarietiesmaketheworldsplendid.Inordertodobusinessactivelyandsuccessfully.Itisnecessaryforthebusinessmentohavetheknowledgementandtherequiredskillsininterculturecommunicationandenhancebasicskillsinusingdifferentculturesinnegotions.

1.1SeentheNegotiationEtiquettesfromIntroduction

Differentpeopleshowdifferentappriciationofetiquettesinnegotiationsbecauseofthedifferencesofraces,regionsandcharacteristicfeatures.Generallyspeaking,thewesternpeoplearepositiveandagressiveinnegotiations,theEasternpeopleshowtheconservativeandpassivecharacteristicfeatures.Thesedifferencesrootedintheinduvidualcultureconcepts.ThemostdistingushedrepresentiveoftheWesterncountriesisAmerica,ThemostdistingushedrepresentiveoftheEasterncountriesisJapan.Letseethedifferentcultureconceptsreflectedinnegotiations

First,Americanconceptsseenfromnegotiations.Amerciansareoutgoingandgoodatexpressingthemselves,andmostAmercianspeakdirectly.Theyoftenholdsuspectiontonegotionwhosaysomethingindriectlyandimplicitly.Theirnegotiationstylesareasfollow

Confidentandpositive

Directandstrategicforestallone'sopponentbyashowofstrength

ØClearattitudetowardsagreementanddisagreement.

ØVariouswaysofnegotiations

ØCherishtimeandpayspecialattentiontodeadline

ØEsp.Profitable

ØStrongsenseoflawsandcontacts

ØKeenonpackagedeal.

ØStrongracesuperiority,hardtomakeconcession

AnAmericanbusinessmanwantedtosellanewproducttoaJapanesebusinessman,theyagreetomeet.

Attheirfirstmeeting,theAmericanbusinessmanwastednotime.Heintroducedhisproductandafterhisintroduction,hewaitedforquestionsinwhathehadsaid.Tohissurprise,theJapanesebusinessmanshowednointerestinwhathadsaid,Instead,theJapanesebusinessmanaskedabouttheweatherandholidaysintheirtwocountries.TheAmericanbusinessmanfeltfrustratedandevenannoyed.HeconcludedthattheJapanesewas‘impolite’,anddidnotknowhowtodobusiness.Furthermore,hedecided,theJapanesedidn’tlikehim,whichexplainedeverything.

Anaiyzethesituationanddecidewhatwentwrong?

Infact,theAmercianbusinessmanwasignorantofJapaneseculture.HedidnotunderstandthatbeforeabusinessrelationshipcanbeestablishedwiththeJapnese,hemustfirstdevelopagoodpersonalrelationshipwithhim.HeshouldtakethetimetocultivateacloserrelationshipwiththeJapanesebusinessman,andthen,takingaboutthiscompany’product.

Introductionsareimportantaspectsofourdailylife.however,fewpeopleknowhowtomakethemproperly.Inbusiness,therearetworulestobeobserved.First,thepersonoflesserimportance,regardlessofgender,isintroducedtothepersonofgreaterimportance.Second,thenameofthemoreimportantpersonismentionedbeforethenameofthelessimportantperson.

1.2SeentheNegotiationEtiquettesfromEyeContact

Eyeisanimportantaspectofbodylanguage.TheChinesesaying:

theeyeisthewindowofthesoul”.Alyricgoes:

“yourlipstellmeno,butthere’yes,yesinyoureyes”.Eyescanspeakininterpersonalcommunication.Allcultureshavetheiruniquesocialrulesgoverningtheireyecontactandthesedifferencescanmakepeoplefeeluncomfortablewithoutbeingawareofwhytheyareuncomfortable.

Eyecontactshowstrustworthiness,andintegrity（=honest）.Onedoes’tanythingtohide.Whengreetingandconversingwithothers,directeyecontactishighlyvaluedbypeopleofthesecountries.Peopleexpectthepersontheyareinteractingwithto“lookthemintheeye”.Notdoingsoimpliesboredomordisinteresting.Avoidingthepartner’seyecoulddiscouragehimfromgoingon.Theeye,however,isnotsteady,itismaintainedforasecondortwo,moveawayquickly,staringatsomeone’seyewhiletalkingisnotpolite.

•InNorthernAmericanandNorthernEuropeancultures

•U.S.personsareveryuncomfortablewithprolongedeyecontact.

•WhataretherulesforeyecontactaccordingtotheChinesecustom

•Ifyouarespeakinginpublic，doyoulookatyouraudiencefrequently,oryouburyyournoseinyourmanuscriptiontoreadyourspeechallthetimeThereisnowrittenrulesforeyecontactinChina,butit’sobservedthatChinesepeopleusu.loweroureyesasasignofdeference,butthesedifferencescanleadtomiscommunicationinthemulticulturalworkplace.

•Theeyescanbeveryrevealingduringnegotiation.Thepupilsoftheeyescontractordilateinresponsetoemotions.Well-trainednegotiatorswillwatchthepupilsforsignsthatyouarewillingtomakeconcessions.

•BecausepeopleoftheMiddleEastknowtheymaygiveawayhowtheyfeelwithnonverbaleyemessages,theymayweardarkglassestohidesuchmessages.

RespectDifferentCulturesandMakingGoodUseofEtiquettes

Ininternationaltrade,visitorsshouldactinaccordancewithlocalbusinssetiqutte.Theirisacommansaying“DoasRomansdo”,inchinaareshowthisprinciple.Whenyougettoaplace,youshouldobeytheprincipleoflocalpeoplebuttohaveyourowncharacteristics.Ofcoursetohaveyouowncharacteristicsshouleincludetoknowthesensitivetopicoflocalpeople,torespectthecustomsoflocalpeopleandculture.Inthefollowingpassagewewilldiscussmattersneedingaffectionbyusingintheinternationalasexample.

2.1KnowAboutDifferentNegotiationTabooandStyle

Tabooisabanoraninhibitionresultingfromsocialcustomoremotionalaversionandthatisakindofculture.Anobject,aword,oranactprotectedbysuchaprohibition.

AmercianTaboo:

•“13”and“Friday”“blackcat”

•Dislike蝙蝠“bat”,hateanyproductandpackagingwithbatdesign.----badluck.

•Payspecialattentiontoprivacy

•Avoidlargesseandmake-up,perfumeandclothestowoman.

•Keepappropriatedistance.

Forexample,aBritishmangagerwenttoanArabcountryforabusinessmeetingwithhisArabcounterpart.Discussionswentsmoothlyandbothsidesfeltpleased.

Duringabreak,bothstoodtalkingcasually.TheArabmanager,thinkingtheynowkneweachotherquitewell,felttheyshouldstandclosertogethertoshowtheclosenessoftheirbilateralrelationship.SohemovednearertotheBritishmanager.TheBritishmanagerwassurprisedbythismove,butthoughttheactionwasunintentionontheArbamanager’spart.Hesteppedbackabittokeepthedistancebetweenthem.

TheArabmanager,inhisturn,wassurprisebyhisBritishcounterpart’ssteppingback.HetookitasasignthattheBritishmanagerwasignorantofhisgoodintentionsandagaindecidedtomoveforwardtoshowhisgoodintentionsanddecidedtomoveforwardtoshowhissincerity.Thisfurthermove,onthepartoftheArabmanager,madetheBritishmanagerfeeluncomfortableandevenunhappy.Bothfeltfrustratedbythesituation,andneitherofthemunderstoodwhytheotherpersonfelttheneedtoalterthedistancebetweenthem.

Inthearenaofinternationalbusinesscommunication,themoreyouknowofthecultureofthecountryyouaredealingwith,thelesslikelyyouaregetintodifficult.

Featuresofinternationalnegotiation

Notonlysharesimilarfeatureswithnationalnegotiationsbutalsohavespecificfeatures

•Politicalanddiplomatic

•International

•Risky

•Complicated

•Wide-ranged

KnowledgeandSkillsRequirements

•Properattitudetowardsnegotiation

•Goodpreparation

•Awarenessofcross-culture

•Gettingfamiliarwithpolicyandinternationalrulesandlaws.

•Goodcommandofforeignlanguages.

Americanfeaturesinnegotiation

•Character:

easy-going,out-going（ingeneral）

•Negotiationstyle:

ØConfidentandpositive

ØDirectandstrategic

Øforestallone'sopponentbyashowofstrength

ØClearattitudetowardsagreementanddisagreement.

ØVariouswaysofnegotiations

ØCherishtimeandpayspecialattentiontodead