浅议礼仪在商务谈判中的作用.docx

1、浅议礼仪在商务谈判中的作用浅议礼仪在商务谈判中的作用浅谈礼仪在商务谈判中的作用IntroductionEtiquette is the process and means to show respect to each other in interpersonal relationship by certain, common procedures. The Etiquette can be said to be a persons external appearance of inward cultivation and quality. Firstly, it can help peopl

2、e raise their self-cultivation. Secondly, it will promote social interaction and improve peoples interpersonal relationship. It also can purify the society. Since different countries have differentpolitical, conomical historical and cultural backgrounds, as well as different ways of developing, ther

3、e are a lot of differences in etiquettes in many fields and many aspects, especially something related to culttural background. The good understanding of different etiquettes between the Eastern and the Western countries are becoming absolutely necessary and popular.Negotoaotion plays a virtual part

4、 in business activities. Negotiation between the seller and the buyer normally covers aspects inculding quality, quantity, packing, price, shipping, insurance, payment, complatints, and arbitration. To reach an agreement or to sign a contract, appropriate negotiation tactics and etiquettes shall be

5、adopted. In modern society, it seems that the world is getting smaller and smaller, people are very active with frequent exchanges. Many countries are paying great attention to the combination of international etiquettes and national etiquettes. So we should enrich our cross- culture awareness and h

6、old a changing attitude toward all kind of equettes. Etiquettes are the culture wealth of human being.This paper explores the different etiquettes in different countries in the international business negotiation settings, so as to make it possible for future successful negotiations. I Different Conc

7、epts Reflected from Negotiation Etiquettes in the East and the West.The cultural varieties make the world splendid. In order to do business actively and successfully. It is necessary for the businessmen to have the knowledgement and the required skills in interculture communication and enhance basic

8、 skills in using different cultures in negotions. 1.1 Seen the Negotiation Etiquettes from IntroductionDifferent people show different appriciation of etiquettes in negotiations because of the differences of races, regions and characteristic features. Generally speaking, the western people are posit

9、ive and agressive in negotiations, the Eastern people show the conservative and passive characteristic features. These differences rooted in the induvidual culture concepts. The most distingushed representive of the Western countries is America, The most distingushed representive of the Eastern coun

10、tries is Japan. Let see the different culture concepts reflected in negotiations First, American concepts seen from negotiations. Amercians are outgoing and good at expressing themselves, and most Amercian speak directly.They often hold suspection to negotion who say something indriectly and implici

11、tly. Their negotiation styles are as followConfident and positive Direct and strategic forestall ones opponent by a show of strengthClear attitude towards agreement and disagreement .Various ways of negotiations Cherish time and pay special attention to deadline Esp. Profitable Strong sense of laws

12、and contacts Keen on package deal.Strong race superiority, hard to make concession An American businessman wanted to sell a new product to a Japanese businessman, they agree to meet. At their first meeting, the American businessman wasted no time. He introduced his product and after his introduction

13、, he waited for questions in what he had said. To his surprise, the Japanese businessman showed no interest in what had said, Instead, the Japanese businessman asked about the weather and holidays in their two countries. The American businessman felt frustrated and even annoyed. He concluded that th

14、e Japanese was impolite, and did not know how to do business. Furthermore, he decided, the Japanese didnt like him, which explained everything.Anaiyze the situation and decide what went wrong? In fact, the Amercian businessman was ignorant of Japanese culture. He did not understand that before a bus

15、iness relationship can be established with the Japnese, he must first develop a good personal relationship with him. He should take the time to cultivate a closer relationship with the Japanese businessman, and then, taking about this companyproduct.Introductions are important aspects of our daily l

16、ife. however, few people know how to make them properly. In business, there are two rules to be observed. First, the person of lesser importance, regardless of gender, is introduced to the person of greater importance. Second, the name of the more important person is mentioned before the name of the

17、 less important person.1.2 Seen the Negotiation Etiquettes from Eye ContactEye is an important aspect of body language. The Chinese saying: the eye is the window of the soul. A lyric goes : your lips tell me no, but there yes, yes in your eyes . Eyes can speak in interpersonal communication .All cul

18、tures have their unique social rules governing their eye contact and these differences can make people feel uncomfortable without being aware of why they are uncomfortable .Eye contact shows trustworthiness, and integrity(= honest. One does t anything to hide. When greeting and conversing with other

19、s , direct eye contact is highly valued by people of these countries. People expect the person they are interacting with to look them in the eye . Not doing so implies boredom or disinteresting . Avoiding the partners eye could discourage him from going on . The eye, however, is not steady, it is ma

20、intained for a second or two, move away quickly, staring at someones eye while talking is not polite.In Northern American and Northern European cultures U.S. persons are very uncomfortable with prolonged eye contact.What are the rules for eye contact according to the Chinese customIf you are speakin

21、g in public， do you look at your audience frequently, or you bury your nose in your manuscript ion to read your speech all the time There is no written rules for eye contact in China, but its observed that Chinese people usu. lower our eyes as a sign of deference, but these differences can lead to m

22、iscommunication in the multicultural workplace. The eyes can be very revealing during negotiation. The pupils of the eyes contract or dilate in response to emotions. Well-trained negotiators will watch the pupils for signs that you are willing to make concessions.Because people of the Middle East kn

23、ow they may give away how they feel with nonverbal eye messages, they may wear dark glasses to hide such messages. Respect Different Cultures and Making Good Use of EtiquettesIn international trade, visitors should act in accordance with local businss etiqutte.Their is a comman sayingDo as Romans do

24、,in chinaare show this principle.When you get to a place, you should obey the principle of local people but to have your own characteristics.Of course to have you own characteristics shoule include to know the sensitive topic of local people,to respect the customs of local people and culture. In the

25、 following passage we will discuss matters needing affection by using in the international as example.2.1Know About Different Negotiation Taboo and StyleTaboo is a ban or an inhibition resulting from social custom or emotional aversion and that is a kind of culture. An object, a word, or an act prot

26、ected by such a prohibition.Amercian Taboo: 13 and Friday black cat Dislike 蝙蝠 bat , hate any product and packaging with bat design.-bad luck.Pay special attention to privacy Avoid largesse and make-up, perfume and clothes to woman.Keep appropriate distance .For example, a British mangagerwent to an

27、 Arab country for a business meeting with his Arab counterpart. Discussions went smoothly and both sides felt pleased.During a break, both stood talking casually. The Arab manager, thinking they now knew each other quite well, felt they should stand closer together to show the closeness of their bil

28、ateral relationship. So he moved nearer to the British manager. The British manager was surprised by this move, but thought the action was unintention on the Arba managers part. He stepped back a bit to keep the distance between them.The Arab manager, in his turn, was surprise by his British counter

29、parts stepping back. He took it as a sign that the British manager was ignorant of his good intentions and again decided to move forward to show his good intentions and decided to move forward to show his sincerity. This further move, on the part of the Arab manager, made the British manager feel un

30、comfortable and even unhappy. Both felt frustrated by the situation, and neither of them understood why the other person felt the need to alter the distance between them.In the arena of international business communication, the more you know of the culture of the country you are dealing with,the les

31、s likely you are get into difficult. Features of international negotiation Not only share similar features with national negotiations but also have specific features Political and diplomatic International Risky Complicated Wide- ranged Knowledge and Skills RequirementsProper attitude towards negotia

32、tion Good preparationAwareness of cross-culture Getting familiar with policy and international rules and laws. Good command of foreign languages. American features in negotiation Character: easy- going , out-going (in general )Negotiation style: Confident and positive Direct and strategicforestall ones opponent by a show of strengthClear attitude towards agreement and disagreement .Various ways of negotiations Cherish time and pay special attention to deadline Esp. Profitab