On Etiquette in Business Negotiation.docx

On Etiquette in Business Negotiation.docx

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OnEtiquetteinBusinessNegotiation

华中科技大学文华学院

毕业论文

题目：

浅谈商务谈判礼仪

Title:

OnEtiquetteinBusinessnegotiation

学生姓名：

汪娟梅学号：

080610011122

学部（系）：

外语学部英语系

专业年级：

08级英语本科1班

指导老师：

谭华职称或学位：

硕士

2011年12月11日

Acknowledgements

Firstandforemost,myappreciationgoestomyaffectionateparents,andtherestofmyfamily.Throughoutthedevelopmentofthispaper,theyhavebeentherealwaysgivingmecontinuoussupport,encouragementandunderstanding.Theirloveandsupportencouragemetopursueprogressallthetime.

Iwouldalsoliketoextendmysincerethankstoallotherteacherswhogavemelecturesduringthepastthreeacademicyears.Ihavebenefitedsomuchnotonlyfromtheircoursesandlecturesbutalsofromtheirconstantencouragement.Iamalsoveryappreciatingtomyclassmates,whohavegivenmeaplethorahelpandcourageduringmystayincollegeandthroughouttheprocessofwritingthisthesis.

Finally,mydeepestgratitudeandrespectgotomysupervisor,TanHua.Itisforherconstantencouragement,criticalinstructions,hisgreatcareandpreciousadviceandsuggestionsthatthispaperappearsinthepresentform.

Abstract

Negotiationisabargainingsituationinwhichtwoormorepartieshaveacommoninteresttocooperate,butatthesametimetheyhaveconflictinginterestsoverexactlyhowtoshare.Inotherwords,thepartiescanmutuallybenefitfromreachinganagreementonanoutcomefromasetofpossibleoutcomes,buthaveconflictinginterestsoverthesetofoutcomes.Etiquetteinbusinessnegotiationisessentiallyaboutbuildingrelationshipbetween/amongnegotiatingparties.Mostnegotiationshavetwomaingoals:

creatingstrongdealandbuildinggoodrelationships.Intoday’sbusinessclimate,itiscriticalthatnegotiatorsachievebothgoals.Andetiquetteplaysanimportantroleinhelpingachievethegoals.

Keywords:

businessetiquette;businessnegotiation;negotiator

摘要

商务谈判是交易双方或多方为了共同利益合作，但同时又存在如何分配利益的冲突中讨价还价的过程。

换句话说，双方可以相互受益于从一系列可能的结果达成的协议，但依然存在利益冲突。

促使商务谈判成功的因素很多，但礼仪在谈判中的效应占有十分重要的位置。

在谈判中以礼待人，不仅体现着自身的教养与素质，而且还会对谈判对手的思想、情感产生一定程度的影响，于是便有商务礼仪之说。

绝大多数谈判都有两个目的：

做成生意以及建立良好关系。

在当今经济条件下，为了达到这两个目的，了解谈判中的商务礼仪并给予重视就显得十分重要。

关键词：

商务礼仪；商务谈判；谈判代表

Content

Introduction1

Ⅰ.ABriefIntroductiononBusinessnegotiation2

1.1Thecharacteristicsofbusinessnegotiation2

1.2Themaincontentofbusinessnegotiation3

1.3Thebasicrulesofbusinessnegotiation3

1.4Thebasicprinciplesofbusinessnegotiation4

Ⅱ.Etiquetteinbusinessnegotiation5

2.1EtiquetteforGreeting＆Send-off5

2.2Businessmeetingetiquette6

2.3EtiquetteatDinnerParty＆DressCode8

2.4EtiquetteforSigningAgreement11

Ⅲ.TheEtiquetteofBusinessNegotiationinChina,theUSandtheUK12

3.1EtiquetteinChina13

3.2EtiquetteintheUnitedStates14

3.3EtiquetteintheUK15

Ⅳ.Themaineffectsofetiquetteinbusinessnegotiation17

Ⅴ.Conclusion19

Introduction

Negotiationisabasichumanactivityaswellasaprocesspeopleundertakeeverydaytomanagetheirrelationshipsuchasabuyerandaseller,ahusbandandawife,childrenandparents.Asthestakesinsomeofthesenegotiationsarenotveryhigh,peopleneednothavetogetpreparationsfortheprocessandtheoutcome.Butininternationalbusinessnegotiation,thestakesareusuallyhigh,andpeoplecannotignorethisfact,sotheyhavetogetpreplansinamorecarefulway.Bothpartiesinthiskindofnegotiationshouldcontacteachothersothattheycangetabetterdealratherthansimplyacceptingorrejectingwhattheotherisoffering.Thewholeprocessofnegotiationisbaseduponthepremisethatbothpartiesareinterdependent,thatis,onesidecannotgetwhathe（she）wantswithouttakingtheotherintoconsideration.Intheprocessofnegotiation,therearenorules,traditions,rationalmethodsorhigherauthoritiesavailabletoresolvetheirconflictonceitcrops.Nowadays,thebusinessnegotiationisnotonlyascience,butalsoanart.Asagoodnegotiator,itrequiresnotonlyhisorhermasteryofprofessionalknowledge,masteryofsociology,psychologylinguistics,butalsotheknowledgeofetiquette,whichwillhelphimorhertocopywiththebusinessnegotiationverywell.Ifthenegotiatorsinbothsidehaveanydisputeortheyaredeadlocked,thenalltheirwordsmustbepolite.Allinall,whatevertheeffortofthenegotiationissatisfiedornotfinally,itisalsoimportantforthetwopartiestopayattentiontotheetiquette.Itissaidthatthemainbodyofthebusinessnegotiationistheperson,andpeople’scontactsaresuretoaccordwithaspecifiedstandardofetiquette.Inaword,theetiquetteplaysanimportantroleinbusinessnegotiations.Therefore,thisthesispreferstoinvolvetheetiquetteinbusinessnegotiationprocess,i.e.greeting＆send-off,meeting,dinnerparty＆dresscodeandsigningagreement.ItalsointroducessomeetiquetteandtaboosinChina,theUSandtheUKandtheimportanceinnegotiation.

Ⅰ.ABriefIntroductiononBusinessnegotiation

Whatisnegotiation?

AccordingtoRobertMaddux,authorofSuccessfulNegotiation,negotiationistheprocessweusetosatisfyourneedswhensomeoneelsecontrolswhatwewant.GerardⅠ.Nierenberg,authorofthefirstbookontheformalizedprocessofnegotiation,TheArtofNegotiating,stated:

“Wheneverpeopleexchangeideaswiththeintentionofchangingrelationships,whenevertheyconferforagreement,thentheyarenegotiating.”

Negotiationtakesplacebetweenhumanbeings.Itisthemostcommonformofsocialinteraction.Almosteverybodyintheworldisinvolvedinnegotiationsinonewayoranotherforagoodpartofanygivenday.Peoplenegotiateoverwheretogofordinner,whichmovietowatchorhowtosplithouseholdchores.

Negotiation,initsmodernsense,isdefinedinTheRootsofSoundRationalThinkingasfollows:

theabilitytodealwithbusinessaffairs,toarrangebydiscussionthesettlementofterms,toreachagreementsthroughtreatiesandcompromise,andtotravelthroughchallengingterritory.Allofthesesuggestapurposefulefforttoresolveproblemsthroughtalkingandintellectualmaneuvering.Negotiationincludesconsultation,bargaining,mediation,arbitration,andsometimes,evenlitigation.

1.1Thecharacteristicsofbusinessnegotiation

Negotiationisasocialphenomenonandaspecialembodimentofhumanrelations.

Negotiationisaprocessofinformationexchangebetweentwosides.Theyarecounterpartsofmatchedqualificationandratherindependentinmaterialforce,personalityandsocialstatus,etc.Duetomutualcontact,conflictsanddifferencesinviewpoints,needs,basicinterestsandactionmodes,bothpartiestrytopersuadetheotherpartytounderstandoraccepttheirviewpointsandtosatisfytheirownneeds.

Innegotiations,bothpartiesshouldknowthesixpoints:

whytheynegotiate;whotheynegotiatewith;whattheynegotiateabout;wheretheynegotiate;whentheynegotiate;howtheynegotiate.

Innegotiations,bothpartiesshouldknowthesixcharacteristics:

1）Negotiationisattheheartofeverytransactionand,forthemostpart,itcomes

downtotheinteractionbetweentwosideswithacommongoal—profits

2）Negotiationisaverytryingprocesswithconfrontationandconcession.

3）Bothpartiesshareopeninformation.Bothsidesshouldsincerelyexpresstheirideasandlistentotheother’sobjectivesinordertofindsomethingincommon.

4）Bothpartiesshouldtrytounderstandeachother’spointofview.

5）Bothpartiesshouldknowtheircommonobjectivesandtrytofindawaytoachieveaids.

6）Thereisnosuchthingas“takeitorleaveit”ininternationalbusiness.

Everythingisnegotiable.Italldependsontheexpertiseofthenegotiator.

1.2Themaincontentofbusinessnegotiation

Generallyspeaking,thecontentofnegotiationsininternationalbusinessactivities

mainlyinvolvesthefollowingelements:

·price·quality·termsofpayment

·packingandshipping·insurance·agency

·complaints,disputesandclaims·arbitration

·processingandassemblingtrade·compensationtrade

·technologyimportation·jointventure

1.3Thebasicrulesofbusinessnegotiation

Interdependenceisveryimportantforbusinessnegotiation.Bothsidesarelocked

togetheronaccountoftheirgoals.Asellerandabuyercannotseparateeachother,whichdeterminesthisrelationshipbetweenthem.Inmanybusinessnegotiations,bothpartiesconcealtheirintentionsandgoalstobettertheirchancesofbestdealpossible.Asthisisanopensecret,smoothcommunicationandgoodmutualunderstandingwillgotosomedegreedifficult,whichdoeseasilyleadtomisunderstanding.Toachievemoresatisfactoryresults,bothpartieswillhavetodecidehowopenandhonesttheyshouldbeaboutpersonalpreferencesandneeds,andtowhatextenttheyshouldtrusttheotherside.

Thefocusofnegotiationistheexchangeofoffersandproposals.Ina“goodfaith”negotiation,anofferismadetobeacceptedorreturnedwithacounter-offer,thereisanunstatedassumptioninnegotiationthatbothsideswillshowtheirexchangeofofferstotheprocessoffindingasolutionbymakingconcessionstotheotherside’soffer.Andthroughtheprocessofofferandcounter-offer,apointisreachedonwhichbothsideswillagree.Tobesuccessful,anegotiatorneedstobeabletounderstandtheeventsthataretakingplaceduringtheexchangeoftheoffers,toknowhowtousethemtoadvantage,tokeeptheothersidefromusingthemtothenegotiator’sdisadvantage.

1.4Thebasicprinciplesofbusinessnegotiation

1）Principleofcollaborativenegotiation

Collaborativenegotiationinvolvespeoplewithdiversinterestsworkingtogethertoachievemutuallysatisfyingoutcomes.Itincludes: