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

1、domesticandinternational economictradenegotiationshavebecomeauniversalphenomenoninsocialeconomic life.However,forvariousreasons,manynegotiatorsarestilllacknegotiationscientific knowledge,remainstageperceptualknowledge.Theythinksuccessful negotiationsdependlargelyonwhetherquickthinking, eloquenceis e

2、loquent, give replies fluently and strain ingeniously. Thisthesisstartsfromthe importance and principles of the etiquette in business negotiation, elaborates the etiquettes which should be followed in different steps, and lists different effects of cultures which influence the business negotiation.

3、The aim of the thesis is to enable the negotiators to have a better grasp of the business details, and promote a variety of business activities smoothly.Keywords:businessnegotiations; 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

4、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 With the fast development of economic business trade between China and foreign countries, China as the biggest developing country has accepted

5、the attention from the world since joining the WTO. International negotiation is not only an economic activity, but also a various cultural communication in which two or more entities from different cultural backgrounds discuss common and conflicting interests in order to reach an agreement of commo

6、n benefits.The negotiators may benefit the agreement they reach, but they still have conflicts. The reasons why business negotiators succeed in result of quite many elements, but etiquette is one of the most important factors. The business etiquette shows the principle of respecting each other in bu

7、siness activities. The business etiquette is a role to refrain the negotiators behavior in business activities. Most of the negotiators have two goals: set up business relationship and reach an agreement. To achieve the goals frequently, its very important to have the knowledge of business etiquette

8、 in every step and various cultural backgrounds. This thesis introduces every step that negotiators should do and the effect of culture difference in business negotiation. The first chapter introduces the definition of business negotiation. The second chapter introduces the etiquette which should be

9、 mastered in the preparation stage. The third chapter introduces the etiquette which should be followed in the different steps. The last chapter introduces the etiquette which should be followed according to different effects of culture. From all these, it can enable the negotiators to have a better

10、 grasp of the business details, and promote a variety of business activities smoothly.1. The Definition of Business NegotiationBusiness negotiation means the process that both parties for their own commercial purposes focus on something about the business interests to negotiate for resolving differe

11、nces, and finally reach an agreement and sign a contract. In the whole process, there are many factors to ensure the success of the negotiations, but the position of etiquette is very important. Only the business negotiators master business negotiation strategies and etiquette, they will be able to

12、do well in the process. This definition suggests that negotiations carry through under these settings. The most important one comes to the common benefit. It is unessential to negotiate without any motivation in common. For example, making the deal is the common benefits in the process of the intern

13、ational business negotiation. Making compromise is the second setting we should know. Everybody comes to the negotiation with an ambition of solving the problem and the difference between two parties. Keeping this ambition in mind, every party is ready to make compromise for the double win negotiati

14、ng result.Business negotiation is acommonproblembetween thetwoor more parties. They aim to achieve the purpose of sharing interests, so it is the business process of emotional interaction through negotiation and persuasion. Negotiation isa kind of communication between people, but also with a highly

15、 rational profit driven. Etiquette is formed in the process of communication, and it will be reflected in the negotiating table, embodied in the wholeprocess of negotiation.Negotiationetiquette isfollowed in theaccording to differentrituals andceremonies.2. The Importance and Principles of the Etiquette in Business NegotiationWe should pay attention to the etiquette in business negotiations, the followings are the importance and basic principles that the negotiators must be adhered to in business negotiati