礼仪在商务谈判中的作用(英文版).doc

The Etiquette in Business NegotiationsZhangwanqunAbstract: Business negotiations means that the two parties help to bring about a trade, or in order to resolve their disputes and uphold their economic interests that they take a kind of bilateral information dissemination. It is one of the common behaviors of business activities. The two parties build up trade relations with each on the basis of equality friendship and mutual benefit .For a successful negotiation they need to reach agreement and eliminate the differences. In the successful business negotiations, there are no necessary factors to get success by observing negotiation etiquette, but if they against it, there will many needless problems for them to solve, even threaten to reach the agreement.Keywords: business negotiation; etiquette; agreement.1 The connection between the etiquette and the business negotiation：Nowadays, the business negotiation is not only a silence, but also an art. As a good negotionator, it requires not only his or her mastery of professional knowledge, mastery of sociology, psychology linguistics, but also the knowledge of etiquette, which will help him or her to copy with the business negotiation very well. The business market just likes a battlefield. Under the conditions of the market economy, between all trades and professions, and the enterprise, the merchant always fight for every inch of profit for their own economic interests. Of course, all this kind of business is not real battlefield. The competition is not a real swords and spears, is not a life-and-death flight. The trials of strength in the business market are the behavior of elegance. If the negotiators in both sides have any dispute or they are deadlocked, then all their words must be polite. All in all, whatever the effort of the negotiation is satisfied or not finally, it is also important for the two parties to pay attention to the etiquette. It is said that the main body of the business negotiation is the person, and peoples contacts are sure to accord with a specified standard of etiquette. If we violate the standard of etiquette, there will be kinds of blunt behaviors, which will not only influence the emotion exchange of the two parties, but also influence peoples appraise on your accomplishment, identity and ability, even influence the result of the negotiation. People judge you at first by what they see, so particular attention should be paid to your personal appearance. In a word, the etiquette plays an important role in business negotiations.2 The main effects about the etiquette in the business negotiations:In the business negotiation, there are five important sides about etiquette for the negotiators to care about：At first, the common etiquette in association; On the second, the etiquette of meetings; Next, the etiquette of conversation; Then, the etiquette of private communication; Finally, the etiquette to accept or refuse a gift.3.1 The common etiquette in associationOn the first point, the first thing is you need to be punctual and keep an appointment. Nowadays, in most western countries, punctuality is viewed as the most basic covenant in business negotiations. It is their friendship and respect for each other. Taking part in the various activities, you are requested to be here on time, the time for your arrival is neither too early nor too late. When you are going to take a visit, it is necessary for you to inform the host or hostess in advance. Please keep that in your mind:" Don't pay a visit if the host or hostess doesnt know it". You need to respect the women and honor the old. In many countries, people are in adherence to the principle of "Ladies first" in the social place,And in their daily life. As one of the etiquette, the negotiators in both sides are supposed to pay attention to it, at least on the formal occasions. Then, the habits and customs of the negotiation are important for you to keep in mind. In our own historical and cultural background, different countries and nations have formed its own customs. Whats more, it must be respected in business negotiations, which can promote the business cooperation between the two parties. Next, dont talk business on catering when you have opportunities to have meal together with the other negotiators. This is mainly because ："The more people ,the more talk". On the other hand，if you always talk about business in the catering, the other party will think that you are using the catering as a bait. As a result, they will think refuse you in the negotiation. In business negotiations, as a excellent negotiator, you have to be dignified, be natural and graceful, be with a friendly amiable nature of expression. What's more, you need to stand well, sit well. Don't talk loudly or talk volubly.3.2 The etiquette of meetingsIn some meetings, introduction is always important. It is viewed as a "door" that helps the negotiators to know each other. There are two different forms: self-introduction, introduction via the third party. Due to some limitation for the first form, it is more popular with the negotiators. Then, when you are making a introduction or meeting someone for the first time, shaking hands as one of the most simple languages, which is widely used all over the world. Normally, the negotiator shakes hands actively with the other party, which means to show their respect and friendship. There are also requirements for time of shaking hands. It needs to be moderate. For example, if you are shortly shaking hands with the others, then he or she will think that you don't have any sincerity. On the contrary, if you shake hands with the others for too long, which also will make him or her feel embarrassed. In general, you're requested to hold 3-6 seconds while you are shaking hands. The same as time, the dynamics for shaking is also critical. It is also need to be moderate when you are shaking hands. Besides, the ladies should take off the right-hand gloves before they are shaking hands. However, the men have to take gloves of both hands. The last but not the least, the greeting .For most time, the negotiators in either parties or more side, come from different places. It is unnecessary to make a introduction one by one. So, under this situation, the two parties can greet by handing their right hand or make a nodding in order to show their respect. For the strangers or unfamiliar negotiators, you can also adopt the above forms.3.3 The etiquette of conversation The next important sides are the conversation etiquette. For the talks, there are two important special points for the two parties. On the one hand, the negotiator's behavior. It refers to their sitting, standing and walking in the process of negotiation. In the business negotiations, the behavior requirement is to behave moderately. On the other hand, the negotiator's speech is another important factor that can influence the result of the negotiation. Don't Be Curious. It is impolite to be curious about the private affairs of others, such as age, salary, religion and marriage. In conclusion, the negotiators' expression needs to be natural, and he or she has to express clearly during the conversation. Then the negotiating style in the conversion. It must be emphasized that there is no one right approach to negotiations. There are only effective and less effective approaches and these vary according to many contextual factors. As negotiators understand that their counterparts may be seeing things very differently, they will be less likely to make negative judgments and more likely to make progress in negotiations. The research and observations by most scholars indicate fairly clearly that negotiation practices differ from culture to culture and that culture can influence "negotiating style"-the way persons from different cultures conduct themselves in negotiating sessions. For example, U.S. negotiators tend to rely on individualist values, imagining self and other as autonomous, independent, and self-reliant. This does not mean that they dont consult, but the tendency to see self as separate rather than as a member of a web or network means that more independent initiatives may be taken. American negotiators tend to be competitive in their approach to negotiations, including coming to the table with a fallback position but beginning with an unrealistic offer.Therefore，American negotiators often act in an impersonal way-"business is business" is their maxim. Besides, American negotiators are always mission-driven-anxious to bring parties concerned into agreement, and they have little interest in building up any relationship. Furthermore, American negotiators like to be openly challenged for the negotiation, and they think it is quite normal if they run into any conflict with any party concerned.Chinese negotiators also look forward to long-term partnership. Unlike America negotiators, they are not in a hurry to push for an agreement. Generally there is a slow start to "warm up", and then it is followed by some tentative suggestions. Like their Japanese counterparts, Chinese negotiators do not expect any open conflict for whatever reasons, and they are trying to "save face" for both sides.The Chinese are reserved and known for their hospitality and good manners. The Chinese consider mutual relationships and trust very important. Therefore, time will be spent in the beginning enjoying tea and social talk. However, they are some of the toughest negotiators in the eyes of foreign negotiators. Technical competence of negotiators is necessary, and a non-condescending attitude is important because the Chinese research their opponents thoroughly to gain a competitive advantage during negotiation. Nothing is final until it is signed; and they prefer to use an intermediary. The Chinese delegation will be large. They rarely use lawyers, and interpreters may have inadequate language skills and experience. Although Chinese negotiators imply that there is no compromise or third choice, in reality there is ample room for compromise.Even as different approaches to negotiation across national cultures are identified, change is constant. International business culture tends to privilege Western approaches to negotiation, centering on problem-solving and linear communication, as do many settings. As Western norms are balanced with Eastern values, and local traditions are balanced with regional and national approaches, negotiation practices continue their global evolution.3.4 The etiquette of private communities Then, there are four points for the etiquette of private communition. At first, I'd like to talk something meaningful about the telephone etiquette. Telephone is a kind of frequent mode of communication. Generally, talking by telephone is considered as a common aparts in our daily life. Therefore, it is side that talking by telephone is not a difficult way for the negotiators to communicate. And it seems there are no any problems existing. However, when the two parties are making a call with each other, there is an art of etiquette for it. In the rest time of a negotiation, one party may call the other party. Usually they make a call for important things. Therefore, both the parties are supposed to pay attention before answering the phone. What's more, they have to get ready for the need things, and then choose the proper ways of expression and language tone and so on. During the conversation, you need to express yourselves clearly, and remember the important things, especially the negotiation agenda, the conversation notice, the negotiation time and place, and so on. Sometimes it is necessary for you to respect its in order to make a confirmation. Next, visit also plays an important role in the business negotiation. So some etiquette for the negotiators has formed while they are taking a visit. In the negotiation, usually there is one party comes from a strange land. Therefore, if you are going to take a visit, youd better keep the necessary and possibility in mind. For instance, and you are requested to choose the proper clothes before you make an appointment. You are supposed to keep your promise and be on time. Besides, it is inadvisable to visit for too long. Then, the dinner etiquette. If there are opportunities for the parties to have a meal together, it will produce a positive effect, which can help you to negotiate greatly. Then keep the following in mind:1. Make necessary preparations before receiving invitation. If youre unable to join it because of something urgent, you are expected to inform the host or hostess as soon as possibly, then express your thanks and regret.2. Strictly abide by the time of appointment. It is unfavorable to arrival for too early or too late. When you are invited to lunch, dinner, or supper, it is very impolite for you to arrive late, as it is usually planned to have the meal at the exact hour that given in the invitation. When you arrive, the hostess or some members of the family will probably meet you at the door and take your coat and hat. In the winter time, you should dress more lightly than that of usual, as you may expect the rooms to be warmer than in most Chinese homes. In a few minutes the hostess will ask her guests to come in to dinner. She may or may not ask each gentleman to take a lady in. If she does, the lady will take the gentleman's arm as they walk into the dinning room. If she does not, the ladies will go in first, followed by the gentlemen. The hostess will either point out their seats to the guests as they come in or have a place card at each place with the guests name on it.3. When the others propose a toast to you at your first time to meet, you should get up to toast and say "Thank you". Don't be the first one to have a drink. However, if you couldn't have drinks and wines, you can have some soft drinks instead of refusing anything.4. Remember to begin to have the meal after the master's greet. After the meal is over, it is not polite to leave for at least half an hour, lest you seem to have come only for the meal. An evening dinner invitation usually implies that you stay for the whole evening. The hostess often plans some after-dinner entertainment5. You need to appreciate the master by shaking hands with him or her when you are going to leave, which will make the master happy so that strengthen the friendship between you. So when leaving any kind of a party, a guest always expresses his appreciation to the hostess. Some such words as these are appropriate. "Thank you so much. I've had a delight evening."At last, the common courtesy of entertainment. It is a good activity form of temperament cultivating, sentiment fostering, and friends making for the negotiators to amuse and join a dance. For instance, the ballroom dance as a communication tool, which, is popular in different countries. Some experienced diplomats used t