本科毕业设计礼仪在商务谈判中的意义与策略Word格式.docx

1、商务谈判；策略iiTable of ContentsAbstract i摘要 ii1.Introduction.1 2.Literature Review.2 2.1 Different Negotiating Styles in Eastern and Western Countries.22.1.1 Eastern countries.22.1.2 Western countries.32.2 Different Business Etiquette and Custom in Eastern and Western Countries.42.2.1 Status.42.2.2 Task

2、versus time concepts 42.2.3 Chinese Yes versus American 43. The Meaning of Etiquetee in Business Negotiation63.1 Understanding Culture Differences.63.2 Promoting an Effective Business Negotiation 64. The Strategies of Etiquette in Business Negotiation.74.1 Enhancing Communication 74.1.1Communication

3、 skills 74.1.2 Communication taboos 74.1.3 Good relationship in communication 84.2 Using Proper Language 84.2.1Courtesy 84.2.2 Conciseness 84.2.3 Clarity 84.2.4 Correctness 94.2.5 Constructiveness 94.2.6 Concession 94.3 Etiquette on Different Occasions 94.3.1 Etiquette for greeting and send-off 94.3

4、.2 Business dress etiquette requirements 104.3.3 Taboos in business negotiation 105. Conclusion12Bibliography 13Acknowledgements 141. IntroductionWith global economy is advancing at a staggering speed nowadays, business negotiation becomes much more significant in the field of business contacts. Jus

5、t knowing international business knowledge for business staff is not enough, either in written expression of correspondences or in business negotiation; etiquette helps to establish good environment of facilities and to easily achieve the expected target for both sides if people could politely, impl

6、icitly, euphemistically and graciously state their own opinions or give some suggestions when they are negotiating with their business. Consequently, business etiquette plays a key role in business activities. We can use proper language to communicate with our counterpart, let them believe in us and

7、 willing to do international trade. Whats more, use some good strategies in doing business can help us to explain our point to our counterpart easily.Business negotiation is a important step for international trade, as a businessman, use etiquette to know whats matter to our partner, then find out t

8、he ways to deal with the problems. Etiquette in business negotiation play a key role in our business. I find out many ways to negotiate with our counterpart.So I will show some example to introduce the negociation methods how to do in the business trade,I hope it can be a good ways and method to do

9、business international trade.3 Literature Review2.1 Different negotiating styles in eastern and western countriesGuan （关世杰, 1995: 357） said that eastern culture emphasizes modesty guidelines while western culture emphasizes appropriateness criteria. Modesty guidelines require people to reduce the re

10、cognition of their and try to depreciate themselves. But western culture considers that acceptance of each other can avoid damage to praise each others face, so that its polite. And as a result, westerners are often pleased with compliments and show thanks, on the other hand, easterners also refuse

11、the compliments and they suggest modesty and inferior themselves to have respect. Whats more, easterners often do self-communication and learn something by themselves; on the other hand westerners do less self-communication and often communicate with each other. The following are some examples of ne

12、gotiating styles in different countries.2.1.1 Eastern countriesOn one hand, Chinese tend to have business negotiation in a rather indirect manner. Chinese take time to see whether their prospective business contacts are really reliable as human beings, for example, by inviting them to a party and so

13、cializing with them.On another, the decision-making process of Chinese companies is considered to be very slow and time-consuming. Besides, Carley （2006） states that “Chinese negotiator is distinguished by concern for “face”. The “face” issue is most important.” The negotiator must be seen to be neg

14、otiating with some of key status and authority. He must not be forced to lose face by fail to stand his point or hard to send his message to his partner during negotiations. The final agreement must be one that enables him to sustain or preferably improve his face as perceived by his acquaintances.I

15、ndividualism is not a characteristic of Japanese negotiators; they rarely come to the table in groups less than three. The person doing the most talking for the Japanese side will most probably not be the person in charge of the negotiations.The Japanese will not discuss points that are not part of

16、the prearranged agenda. Small talks will be kept to a minimum and inquires into personal ideas or thinking will rarely be make or accepted.Japanese negotiators are famous for their ambiguous responses to proposals. They view vagueness as a form of protection from loss of face in case things go sour.

17、 They rarely give a sure answer or never say no during the discuss process. To maintain surface harmony and prevent loss of face, Japanese rely on codes of behavior such as the ritual of the business cards. Japanese negotiators dressed and behaved formally and are more comfortable with visitors who

18、do likewise.Many Japanese companies still make decisions by consensus. This is a time-consuming process. Another reason is to bring patience to the negotiating table. Therefore, quick answers to any question or problem are almost impossible.The Japanese maintain harmony at all costs and will smile t

19、he most when they are the least comfortable at the negotiating table; if the proposal is unacceptable, “no” is not told in a direct manner. Postponements and requests for further research should be understood as a prelude to failure. 2.1.2 Western countriesThere are so many countries in the west of

20、the world, I will choose American, Australia and British as examples in the following.The American style is very direct and they try to demand the same from counterparts. Generally, Americans openly disagree and use aggressive persuasive tactics such as threats and warnings. Americans tend to make c

21、oncessions throughout the negotiations, settling one issue, then proceeding to the next. Thus the final agreement is a sequence of several smaller concessions. Within the American culture, great respect is attached to economic success. There is concern to acquire the symbols of material success.The

22、American style of negotiating is possibly the most influential in the world. It is characterized first by personalities which are usually outgoing, and quickly convey sincerity. Personalities are confident and positive and readily flow into exuberant conversation.An American negotiator appreciates t

23、he attitude of the search for search of economic gaining. His strengths are particularly high in the bargaining phases of negotiation. He naturally moves quickly towards those phases. He adapts to use tactics to gain advantages, and expects others to have the same professionalism. Americans do prefe

24、r speedy negotiations and get annoyed with too much extraneous socializing or postponement. They are used to cutting deals short just to save time. Americans make decisions based upon the bottom line and on cold, hard facts. They do not play as a friend. Economy and performance are much more importa

25、nt than people. Business is just business.Dodd （2006） once said that “the Australians are tough breed and they enjoyed competition”. They encouraged long-term relationships and prefer to work with people they recognized as friends. Being direct while negotiating, the Australians are keen to spot dec

26、eption and they feel no hesitation to walk away from the table if they feel one is holding back information.Australians will haggle, but only to a small degree. Waiting for the price to drop is an Australian pastime. Since Australians tend to dislike bazaar haggling, visiting negotiators will get be

27、tter results by opening discussions with a realistic bid. The negotiating process may take more time than it would in some other deal-focused business cultures, though less than in strongly relationship-focused markets such as Japan. Because of their relatively small population and remote location,

28、the Australians have become experienced travelers and negotiators. They research the target economies and companies in great detail with an eye toward limiting surprises at the table. Be assured that theyll know all about the prospective company and culture before the first meeting.Chang and Li （常宗林

29、 & 李云, 2007） said that“ the British are old hands at international business. Their history of negotiation in international business goes back centuries. The depth of their knowledge is without comparison. They may put a wide safety margin in their opening position so as to leave room for substantial

30、 concessions during the bargaining process.”British business moves at a more deliberate pace than American business. Presentations should be detailed, as the British have seen everything under the sun and there is nothing new there, so get to the point. Britain is an orderly society and punctuality is mandatory. Englishmen arrange appointments in advance and present an agenda as early in the process as possible.The English are reserved rather than expressive or demonstr