毕业论文——Etiquette in Business Negotiation.doc

contentsabstract1key words1introduction1一、the development of international business1二、reasons for international trade 2三、etiquette in interpersonal communication2(一)the conception odd etiquette2(二)the classification of etiquette2(三)types of negotiations3(四)what you should do3(五)the things the entity should attention 3(六)different customs and traditions4四、several issues should be considered5(一)communication etiquette5(二)appearance5(三)discussion to achieve a deal5五、the use of objective criteria:6(一)establishing a fair standard6(二)segmenting the interests equitable6(三)limitation6(四)expressing reasons6(五)pressure6六、three terms6(一)fob(free on board)6(二)cfr(cost and freight)8(三)cif(cost, insurance and freight) 9(四)comparison10conclusion10references11acknowledgements11etiquette in business negotiationabstract:with the further deepening of process of globalization of trade, and many of our businesses have joined the ranks of international trade .in international trade,we should pay attention to how to use the international etiquette and trade terms. customs and habits are different, so we should pay attention to different convention in international negotiation. trade terms is an indispensable part in international trade, but due to epistemically warp in international trade terms, all the interprisese abuse the trade terms seriously. and the enterprises have to bear unnescessary responsibilities and losses and the results seriously affected development and growth of our foreign trade. the decency and international trade terms are two aspects in my article and in which i announce in foreign trade, we should pay attention to the problems we encounter and how to deal with these problems.keywords: etiquette; business terms; international practice;introduction:with the development of economic and transnational transactions is to be more frequent in the business negotiation .to be successful in business negotiation, we must pay attention to the customs so that we can live a good image in the mind of the other party. therefore, how to choose the terms of trade reasonablly and reduce unnecessary risks and losses in transaction has become a problem we should ponder over today. here, i debated the importance of international etiquette and three main trade terms.一、the development of international businessinternational business exchanges are an important part of international relations and international relations is the main theme during peace time. with the rapid development of chinas economy, especially after the accession to wto, chinese enterprises and institutions are facing more and more international business negotiations. because both sides want to maximize the benefits in the business negotiations, so they often face conflicts of interest. this paper argues that understanding the characteristics of national business negotiations and making full preparations for the negotiations to a certain degree can prevent the intensification of these conflicts, the appropriate negotiation strategy can also be used to some extent to avoid conflict. when conflicts arise, people should create a win-win solution. at the same time, we should choose the correct trade terms, taking full advantage of these terms.二、reasons for international tradewhy do nations trade with one another? the primary reason for one individual to trade with another is that the former has the products more than his consumption and the latter has the demand for the same products. as a result, product exchange is realized and trade is formed.similarly,when a nation has the products that exceed it domestic demand, it may consider exchanging them for something else with another nation. the commodity exchange that has passed over a nations border leads to the formation of international trade.however, when international trade has developed to its present stage, the reasons for nations to trade with one another are far beyond the surplus products.resourse reasons, economic reasons, political reasons and many other reasons are all responsible for the boom in international trade.三、etiquette in interpersonal communication(一) the conception odd etiquetteto certain extent etiquette in interpersonal communication is conventional procedures for the performance of self-discipline, respecting the way people process that involves wearing, communication, communication, emotional intelligence and so on.(二) the classification of etiquettefrom a personal point of view of cultivation, etiquette can be said that one internal training and external quality performance. from the communication point of view, rituals can be said that the application of interpersonal communication is an art, a method of communication or communication methods, interpersonal communication is conventional to show people respect, friendship and practices. from the perspective of propagation, etiquette can be said that it is interpersonal communication skills with each other .it can be divided into government etiquette, business etiquette, service etiquette, and social etiquette and so on. business negotiation is all different economic entities to gain their own economic interests and meet each others needs through communication, negotiation, compromise, cooperation, strategy and various other ways to identify possible opportunities down the course of activities.(三)types of negotiationsthere are many types of negotiations, such as diplomatic negotiations, political negotiations, military talks, economic negotiations, etcetera are three characteristics of business negotiations: first, the purpose for the negotiations is to get economic interests; second, economic interests is the main index of the negotiations; third, price plays an important roles in negotiations.(四) what you should dolearn all about what kind of gift is appropriate to give when invited to their homes; and learn what kind of gifts are appreciated in what countries and which ones are not. all this very interesting information can be found on line and it should be downloaded and studied. this along with learning at least a few words of greeting. but wait, surely you would not be attempting to sign any business deals without knowing their language. get yourself some berlet tapes and learn the basics of their language even before you make up your mind to make inroads into such and such an international market. it will be appreciated and it will be seen as a genuine sign of goodwill and it will go far in clinching that first big deal. that and along with the perfect manners you have learned while waiting to make up your mind.(五) the things the entity should attentiona firm engaging into international trade should be mostly concerned with making the best impression on clients at the host country. to achieve this, it has to realize that each culture favors its own values in business relationships and therefore it is absolutely essential to appreciate different business etiquette around the globe to conduct business effectively. in the context of global trade, it is essential to appreciate cultural diversity and to develop skills of inter-cultural communication. otherwise lack of knowledge about cultural values in the host country may lead to misinterpretation; disturbance and embarrassment. we should pay attention1 to this principlesl be prepared before visiting the particular area. do ample research on the business and personal etiquette of the country you plan to visit. purchase a travel book or do search on the internet.l learn key phrases in the language of the country you plan to visit. it is a smart way to bridge the gap between cultures and natives will be pleased about the attempt.l avoid the use of idioms and choose words that convey specific and clear meaningl be careful listeners and when in doubt ask for clarificationsl respect local communication style and body language connotationsl do not assume superiority in inter-cultural communication, avoiding the event of being ignored or disapproved.l follow the rules of the country you plan to visit in terms of in social behavior, dress code, appearance and interaction.l learn how people at host country perceive your culture.(六)different customs and traditionsdifferent country has different customs and traditions, so we should use different types to negotiate with them. once you travel to other places, it is best to live there the ways natives do during your stay. it is important to know their culture as well as their etiquette for you to feel what it feels to be in their shoes.1、in the philippineswhen you plan to hold a meeting in the philippines, always give an extra time allotment to wait for your business associates who will be attending your meeting because filipinos are notorious for being late. if you will burst out in getting mad at those latecomers, you would seem to be over reacting.2、in koreain korea, when an associate you dont personally know hands his calling card to you with his name printed in korean format of writing names, for example seek run-in, call him mr. sauk.3、in the middle eastwhen eating in a restaurant with your business associates in the middle east, always use your right hand to pass or to receive food.4、in icelandwhen you eat in a fancy restaurant in iceland, never give the waiter a tip. it would insult him.5、in saudi arabiawhen working in saudi arabia, save your wednesdays and thursdays for your recreation because friday through tuesday are their working days.四、several issues should be consideredinternational trade is about dealing with differences to achieve companys goals. the differences can be about cultures, beliefs or ethics which an international trader should be able to manage them so new opportunities will come, new network will be established and, of course, gain more profit. here, business etiquette plays its role as essential values in relationship. business etiquette helps to minimize misunderstanding and build trusts among the traders. thus, several issues below should be considered in international trade(一)communication etiquetteknowledge about a potential partner should be prepared before having a meeting so a communication will be developed nicely. communication plays a significant role in a business because a trust will be developed according to it. it is common to utilize the uses of emails, mails or phones before having a meeting. these instruments will help to introduce your company and gain more information about your potential partners. try to use polite and formal words during the communication.(二)appearanceonce a communication by emails, mails or phones is run nicely, therefore a businessman should prepare for a first meeting. a meeting is another essential step before having a mutual agreement. thus, paying everything in detail is a must. wear a comfortable and nice dress; do not need to purchase an expensive one. consider about your postures and gestures because those (dress, gesture and posture) will be very important for giving good impressions. greet your potential partner gently before the meeting is begun. physical matters should be supported by inner attitudes and behavior. those can be gained by learning your potential partner background, such as his culture.(三) discussion to achieve a dealthe final step is to convince your potential partner for having a mutual business with you. at this stage, promotion is an essential point. try to promote positive points, make a quick right decision and do diplomacy to achieve a mutual cooperation. never give a doubtful when answering any questions, and pay attention during the conversation.五、the use of objective criteria:(一) establishing a fair standardestablishing a fair standard. business negotiations, the general objective criteria to be followed are: market value, scientific computing, industry standards, cost， effectiveness, the principle of reciprocity and mutual principles, objective criterias selection should be independent of the will of both sides, fair and lawful, and both in theory and in practice is feasible.(二) segmenting the interests equitablesegmenting the interests equitable. such as the trade of bulk commodities from the futures market pricing for basis trading; in two equal shareholders of investment companies, taking a term appointed general manager of rotation method.(三) limitationlimiting to find an objective basis in negotiating the division of interests. during the negotiations, ask each other: what is your theoretical basis of this program you made? why is this price? how do you calculate the prices?(四) expressing reasonsbeing good at expressing his own, and accepting each others legitimate objective and reasonable basis. you must use rigorous logic to convince opponents. the criteria which the other side consider fair must be fair to you. using other criteria you have agreed to limit each others wild speculations and even two different standards can also seek a compromise.(五) pressure do not succumbing to from the other side. tough opponent from the negotiations can be varied: for example, bribery, ultimatum, and trust as an excuse to let you submit, throw out a fixed price. but whatever the case is should represent reason, making it clear to follow objective criteria.六、three termsas we all known, trade terms are very important in international trade. so the next test will introduce the three main trade terms: fob, cfr, and cif.(一) fob (free on board)1、conception of fobfob is one of the most common terms used in international trade. it has a history dating back to the early nineteenth century when sometimes buyers themselves were carriers and they went to the exporting port to collect the goods. the ship was regarded as the buyers floating warehouse. the rail of the ship was used as the dividing line to symbolize the transfer of property and consequent risk from the seller to the buyer. the division was clear and easy to understand and accept. therefore, it has been incorporated and used in modern trade.2、responsibleincoterms 2000 regulates that under fob the seller is responsible for delivering the goods to the named port and loading them onto the vessel nominated by the buyer. this needs to be understood in two senses.first,the seller is playing for the necessary handing of goods until they are loaded onboard the vessel. second, the seller will bear the risk related to the goods until the goods pass the ships rail. in other words, during the loading process before the goods pass over the ships rail, if any accident happens, the seller will bear the loss. but once the cargo is loaded over the rail, thebuyer will take the responsibility and loss.literally, if the goods fall on the deck of the ship during the loading, the loss is the buyers responsibility. even though the seller pays for the whole process.3、five itemsas stated before, the seller is paying for loading the goods onboard the vessel. according to incoterms 2000 that refers to the main charges for loading .however since loading is a continuous process and it includes certain detailed operations, sometimes argument may be brought up due to different understanding. in order to further specify the costs, variants have been created. they mainly include five items:l fob liner terms this term follows the practice of liners which requires the eparchy contracting for carriage to pay for all the loading charges. sellers under this term are not paying for the loading l fob under tackle this variant allows the seller has to cover the costs until the goods are placed somewhere within the reach of the tackle of the vessel nominated by the buyer. other costs will be born by the buyerl fob stowed under this term the seller has to cover the loading charges as well as the stowage charge when the goods are placed inside the hold of the ship l fob trimmed similar to the previous term, this one requires the seller to cover the trimming cost apart from the main loading charge l fob stowed and trimmed (fobst) stowage and trimming charged often occur together. if the contract intends to impose all the loading charges on the seller, including stowage and trimming charges, an fobst term can be applicable4、the risksit is important to remember that the variants only make distinctions in the division of cost. in nature they are still the same fob, which indicates that risk shall be transferred from the seller to the buyer once the goods pass over the ships rail.5、problemsin the international trade, we should pay attention to the problems of fob as followed:firstly, the limitation of risk ratingsecondly, the problem of cargo interfacethirdly, the burden of shipment costfourthly, a few different countries giving different interpretation to fob, we should be give attention to it (二)cfr (cost and freight)1、introduction of cfrcfr (cost and freight) this term was known as cf in previous version of incoterms.trades have to recognize this when they are dealing with those who still stick to the old name. it shares every feature with fob except that the ocean freight charge should be the responsibility of the seller. when the seller contracts for the transportation, he is obliged to do this on a routine or usual ba