(完整版)OnBusinessNegotiationEtiquetteandSkills

1、On Business Negotiation Etiquette and Skills1. IntroductionWith the development of economy, international communication is becoming more and more frequent in China and etiquette also becomes an essential part of our social life. Business negotiation is business communication events among enterprises

2、 and the quality of negotiators will directly affect the success or failure of the negotiation. This essay focuses on the etiquettes in business negotiation. It illustrates the skills on dress, meet, negotiation and gift. 2. An overview of etiquette and business etiquetteEtiquette relates to a code

3、of behaviors among people within an organization group or society. Etiquette is manifestation of culture communication, when in communication, people focus only on verbal communication, but ignores non-verbal communication, while non-verbal communication plays an important role in information transm

4、ission. The etiquette of business is the set of written and unwritten rules of conduct that make social interactions run more smoothly. Business etiquette is the business etiquette norms. Business etiquette is coordination and communication functions with cohesion emotional role.3. Business etiquett

5、e skillsBecause of cultural differences, different countries have different taboos. And in the process of business negotiation, we should know their taboos in order to avoid unnecessary misunderstanding and conflict. In a word, during thebusiness negotiation, we should pay attention to the skills of

6、 etiquette.3.1 Dress etiquetteDress etiquette is the most basic courtesy in an international business negotiation. Appropriate clothing is not only a personal appearance of high-quality performance, but also a basic respect for others. Business has always attached great importance to clothing .Cloth

7、ing is a merchant key to success. In international business negotiations, clothing is required traditional, dignified and elegant. For men, the general requirement is wearing a suit with a tie. Blue, gray or black is suitable for most countries, even including attending the negotiating party or watc

8、hing performances. For women, professional suit is the best choice, which is applicable everywhere in the world. Men should avoid wearing informal clothing or sportswear. While women avoid wearing too exposed, too tight or too transparent clothes, and avoid wearing too much jewelry. In a word, wheth

9、er male or female, startling hair, excessive make-up, a lot of jewelry, thick perfume may have a bad effect on the image of business professionals and send a wrong signal to foreign traders.3.2 Meeting etiquetteMeeting is an important activity in business negotiation. Meeting etiquette mainly includ

10、es the introduction etiquette and handshake etiquette. The order of presentation is generally ladies first, and then the high position. It is usuallycalled “Ladies”, “Miss”and “Sir”. Chinese have a word called “comrade”, but in some western countries, it means “homosexual”. In order to avoidmisunder

11、standing, this term should be banned in business negotiation. Handshake is not only one of the most commonly used gifts for Chinese,but also for international communication. Handshake seems to be a simpleaction. However, this behavior relates to individual and the companyimage.Whats more, it will im

12、pact on the negotiations.The strength of shaking is quite different in different counties. In China, itis generally moderate. While in western countries, they prefer strong handshakes.And too weak handshakes will be considered that they donthave confidence. The time is also very important. It should

13、 not be too long or too short. Theinternational standard is about three seconds. The sequence is lady first. If there are many people in the party, you should search for the right object to avoid cross handshaking.In some countries, they do not shake hands when they meet. For example, The French gen

14、eral with shaking hands for ritual, the young girl are often done curtsy to women. Between women and men, two women, they often to kiss each other check instead of to shake hands. There has a custom in France, whichwhen two men meet each other, they kiss other s check in general. America,I they kiss

15、 each other with hug. While in most African countries, they usually use body to say hello, and put hands on the shoulders of the guests for a long time. So meeting etiquette should be considered in different cultures.3.3 Negotiation EtiquetteNegotiation etiquette can be divided into language etiquet

16、te and non-verbaletiquette. Language is the exchange of information of human symbolic systems. Negotiating language should be both appropriate and courteous. In addition, non-verbal communication is not to convey meaning through the oral language, but from body language. Non-verbal rituals, includin

17、g ritual gaze, facial expression etiquette, gesture rituals and silent etiquette. Non-verbal etiquette is a real art, because different countries have different cultures. For instance, in China, US and Canada, nodding means“agree”,however, in Bulgaria and Nepal,it means “do not agree”and in Japan, i

18、t just mean“understanding”but not mean“consent”.Let us look at an example of British businessman in Iran: In this month, everything is successful and he gets along well with colleagues in Iran and respects the traditions of Islam to avoid any explosive political words. After he signed the contact, h

19、e gave his colleague of Persia the thumbs up. Almostimmediately, an official of Iran left the room. The British businessman couldn t understand what happened and his Iranian masters also felt embarrassed and didntknow how to explain it. The fact is that in England, a thumbs-up is thesymbol of agreem

20、ent and means “excellent”. However, in Iran, itmeansnegation and dissatisfaction andit sarude action.3.4 Gift EtiquetteGiving gift can not only deepen feelings and promote relations with customers, but also offend all kinds of taboos because of cultural differences. Wine gifts are very popular in Fr

21、ance, especially red wine and white wine. Butthey are banned goods in Arab countries. Americans and Europeans think highly of the meanings of gifts, not value. They think that if the price of gifts are too high, it may have suspicions of bribes. However, in Asia, Africa, and Latin America regions, i

22、t is not popular if the gifts are too cheap.Lets look at an example: Some Chinese businessmen went to purchase chemical equipment and technology about 30 million dollars. So Americanrepresentatives tried their best to meet Chinese businessmens requirements. After the first round of talks, Americans

23、gave Chinese small souvenirs. The souvenirs packaging is particular. Its a beautiful red box and red means“fortune”. But when Chinese people opened the box happily, their faces turned into embarrassment. The gift is a golf cap, but the color is green. The next day, Chinese businessmen found an excus

24、e to leave the company. Why Chinese people felt unnatural? Because in China, people with a green cap means they are cuckolded. Its the biggest taboo to Chinese men.4. ConclusionWith the rapid development of our society, more and more competitions arise in business. People usually increase business n

25、egotiation to get opportunities and cooperation. Business negotiation is a challenging communication activity, which requires the parties to recognize the truth, identify the purpose, and master the negotiating essentials. Business negotiation can deepen the ability of understanding to make better c

26、ommunication and cooperation. Negotiation etiquette is an indispensable part during the businessnegotiation. But due to the cultural differences, the negotiation etiquette is different. As a successful negotiator, no matter what kind of culture we face, an appropriate etiquette is significant and meaningful. In a word, we should be familiar with different cultures and customs of all countries and make full preparation before the negotiation to avoid embarrassment and m