The effect of the business etiquette in the business negotiations 商务英语毕业

PAGEPAGE12Contents摘要……………….1Abstract………………2Introduction……………..3一、Businessnegotiations………………..3（一）Theconceptofinternationalbusinessnegotiations…..3（二）Thecharacteristicsofinternationalbusinessnegotiations…………….3（三）Thesignificanceofinternationalbusinessnegotiations………………4二、Businessetiquette……………….5（一）Negotiationstoprepare…………5（二）Thebeginningofthenegotiations……………5（三）Negotiations………………………6（四）Afterthenegotiationsigningon………………7三、Businessetiquetteintheimportantroleofbusinessnegotiations………8（一）Businessetiquettecanregulatebusinessbehaviorofindividuals………8（二）Tofollowindustryrules…………8（三）Createagoodimageoftheindividualandtheenterprise…8（四）Communicatefeelings,interpersonalcoordination…………….…………9（五）Transmissionofinformation,displaythevalueof………10Conclusion………………….………...11Bibliography…………………….……12Theeffectionofthebusinessetiquetteinthebusinessnegotiations摘要：在世界经济日趋全球化的今天，随着国际间商务谈判活动的频繁和密切，商务礼仪发挥着重要作用，否则将会引起不必要的误会，甚至可能直接影响商务谈判的实际效果。这就意味着学习并了解商务礼仪在商务谈判中是非常重要的。文章从商务谈判与商务礼仪的定义入手，并简述了商务谈判的特点及意义，以及在商务谈判各阶段需要注意的商务礼仪。重点剖析了商务礼仪在商务谈判中的作用：商务礼仪可以规范个人；塑造个人与企业良好形象；沟通感情、协调人际；传递信息、展示价值。关键词：商务礼仪;商务谈判;良好形象;商务行为;Abstract:Inanincreasinglyglobalizeworldeconomy,internationalbusinessnegotiationswiththefrequentandclose,playanimportantroleinbusinessetiquette,otherwiseitwillcauseunnecessarymisunderstanding,orevendirectlyaffecttheactualresultsofbusinessnegotiation.Thismeansthatlearningandunderstandingofbusinessetiquetteinbusinessnegotiationsisveryimportant.Articlesfrombusinessnegotiationsandbusinessetiquettewiththedefinitionof,andbrieflydescribedthecharacteristicsandsignificanceofbusinessnegotiations,andtheneedtopayattentiontoallstagesofbusinessnegotiations,businessetiquette.Analyzesbusinessetiquette,theroleofnegotiationinbusiness:businessetiquette,businesscanregulateindividualbehavior;createagoodimageoftheindividualandtheenterprise;communicatefeelings,interpersonalcoordination;transmissionofinformation,displaythevalue.Keywords:businessetiquette;businessnegotiations;goodimage;businessbehavior;Introduction:WiththecontinuousdevelopmentofChineseeconomy,theShanghaiWorldExpotobeheld,therelationshipbetweenChinaandtheworldcloserandcloser,morefrequentexchangesalso.Influxofalargenumberofmultinationalcompanies,makingChineseenterprisesisfacingfiercecompetition.Inordertodealwiththeworldmustbeinternationalbusinessetiquette.Inbusinessnegotiationsusesbusinessetiquettetocreateacomfortablebusinessnegotiation.Solearnandcorrectuseofbusinessetiquettetrainingisnotonlytheintrinsicqualityofaperson'sperformancebutalsoakindofnegotiationintheartofbusinessnegotiations.Fromapersonalpointofview,businessetiquettecanregulateindividualbusinessbehavior.Fromthebusinesspointofview,tomasterbusinessetiquettenotonlycreateagoodcorporateimage;improvecustomersatisfactionandcanimproveeconomicandsocialbenefitsofthepurpose.一、Businessnegotiations（一）TheconceptofinternationalbusinessnegotiationsTheso-calledbusinessnegotiationisthetwosidesorpartiesrelatedtobusinesstoachievetheirobjective,theoneontheinterestsofboththesubjectmatterofthetransactionterms,throughcommunicationandnegotiation,thepartiesfinallyreachedanagreementacceptabletotheprocess.（二）ThecharacteristicsofinternationalbusinessnegotiationsThefirstisinternational.Internationalizationisthegreatestfeatureofinternationalbusinessnegotiations.InternationalBusinessNegotiationtheresultswillleadtofundsandassetsoftheinternationalmovement,itshouldcomplywithinternationalbusinessnegotiationsthroughthepracticeofinternationalcommerciallawandinternationallaw.Thesecondcharacteristiciscross-culturalcharacteristics.Differentpersonofnegotiationrepresentsdifferentculture;theeconomystratumcomposesinreplypoliticalbackground.Thethirdcharacteristiciscomplexity.Servicesnegotiations,thenegotiationsthemselvesnotonlythefactors,otherfactorswillmakethetheinternationalnegotiationshavebecome.MorecomplexSuchas:languagedifferences,differencesincommunicationaswellastimeandspaceconceptualDifference.Fourth,theGovernmentisthemainfactoraffectingtheoutcomeofnegotiations.Negotiatorswillbeinaccordancewiththeirpoliciesandguidelinesforthenegotiations.Iftherewasdeadlockinnegotiations,thennegotiationswillnoteasilydown.（三）ThesignificanceofinternationalbusinessnegotiationsFirst,ithelpstospeedupeconomicdevelopment.Aslongasthenegotiationsthetwosidesareequal,thetwosideswillhavetoawin-winsituationtobenefitandalsotoaccelerateeconomicdevelopment.Inaddition,theextensiveandeffectivenegotiatingtheuseoftoolshelpaccelerateeconomicdevelopment.Second,businessnegotiationswillhelpenterprisestherelationshipbetweentheformations.Corporatebehaviordependsonthedifferentcompaniesindifferentsectorsbetween.ByNegotiation,consensus,helpenterprisestobettercooperationandpromotetheformationofinter-firmrelations.Third,helpthedevelopmentofforeigntrade.Today'sworldisanopenworld,acountrynotMayrelyonitsownbeabletoprovideitsresidentsallthematerialsneededtorelyonoutsideTrade,bymeansofnegotiations,theexchangeofresourcestomeettherequirementsofdomesticresidents二、Businessetiquette（一）NegotiationstoprepareFirst,weshouldpayattentiontothechoiceofnegotiatingtime.Andweshouldpayattentiontothechoiceofnegotiators.Negotiatorshaveagoodoverallquality;pre-negotiationshouldbefinishinguptheirappearanceinstruments,dressedtocleanformal,solemn.Goodnegotiatingroomlayout,withrectangularorovaltable,thedooroppositetherighthandseatorseatsfortherespect,shouldvacatepassengerside.Thesubjectofnegotiationsbeforethedealnegotiations,content,andagendafullypreparedtodevelopgoodplans,objectivesandnegotiationstrategy.（二）ThebeginningofthenegotiationsThebeginningofnegotiations,talksbetweenbothsidesofthefirstimpressionisimportant,andconversationtobepossibletocreateafriendly,relaxedatmosphereofgoodtalks.Self-introductiontothenaturalappearancecannotrevealthemeaningofarrogance.Wereintroducedtothepeopleshouldstandandsmiletoindicatewhatcanbepolitelyauthentic:"Nicetomeetyou","pleasesupportme"category.Askeachothertobepolite,like"askyourname"andsoon.Ifbusinesscard,thenhandedtohishands.Bothhandsatcards,tosimplylookatthecontentsoftheabove,neithershoulditbeplaceddirectlyonthepocketorotherplacedoesnotlook,donottakealongtimetokeeptinkeringinhishand,butshouldbusinesscard,puttingthecardspecificfolder,trytoavoidputtingthecardinpocket,oronotherlocations.Atthesametimetoshakehandsasagestureoffriendship.Handshakesequence,usuallywomenfirsthand,themenshookhandsagain.Whenshakinghands,theotherhand,weshouldquicklysteppedforward,shookhandsshouldbeavoidedisthatmanypeoplecrosseachothertoshakehands.Handsshouldbelessphysicalmicro,smilingorbothhandstoholdeachother'shands,toshowrespectforeachother.Negotiationswithbothhandstoshakehandsoftimeto3-5secondsareappropriate.Generally,whenshakinghands,weshouldgoinfrontofeachother,notinconversationwithothers,casuallyshakinghandswiththeotherside.Shakehandsonthebodyandnotgettooclose,butnottoofaraway.Whoalsoshookhandsshookhandswiththebehavioroffacialexpressionisasecondaryaction,emotioncanoftenservetodeepenanddeepentheroleofimpression.Easytobecomefriendlyneighborestimates.Althoughtheusualsimpleactionofshakinghands,butthroughthisactioncanreallyplaytheroleofincreasingmutualintimacy.Descriptioniscompleted;chooseatopicofmutualinteresttotalk.Alittlegreetingtocommunicatefeelings,creatingamildclimate,Negotiationsatthebeginningofthestancemovementalsoplaysamajorroleingraspingtheatmosphereofthenegotiations,shouldbewatchingeachother'seyes,theeyesshouldstayineachother'seyestotheforeheadofthetrianglesquare,sotofeelconcernedabouteachother,thatyousincerelyserious.Gesturesnatural，notswattinggesture,soastoavoidfrivolousfeeling.Avoidcross-armsinthechest,soitisextremelyarrogant.Andtalkfacetoforeignnaturalgasfriendlylanguagetoexpressappropriately.Talktomoderatedistance,fartoocloseisnotsuitable,donotdrag,andpatplaying.Inconversation,hisspeechtogiveotherstheopportunitytoexpresstheirviews,othersshouldalsobelookingforopportunitiestospeakandexpresstheirviewsinduecourse;tobegoodatlisteningtoeachothertalk,Donotinterruptotherpeople'sspeech.Inshort,theimportanttaskofbeginningthenegotiationsistofindouteachother'sbottomline,itisnecessarytoseriouslylistentootherconversations,carefullyobservethebehaviorexpressionofeachother,andtoprovideappropriateresponses,bothtounderstandeachother'sintentions,butalsotoshowrespectandcourtesy.（三）NegotiationsHeldformaltalks,thenegotiators,especiallytheLord'sspotonperformance,oftendirectlyaffectthetalk’satmosphere.Throughouttheperiodofnegotiations,eachnegotiatorshouldconsciouslymaintainthegrace,courtesyopponents.Firstofall,calm.Atthenegotiatingtable,everysuccessfulnegotiatorshouldbecalm,notpanic,notrash,cooldoingthings.Notdeliberatelyprovokeangrynegotiatingpartner,ortheirnextlifetofindgas.Second,fightforawin-win.Negotiationisoftenadisputeoverinterests,thenegotiatingpartieswillwantthemaximuminthenegotiationstodefendorfightfortheirowninterests.However,fromtheessence,therealsuccessofthenegotiations,shouldnotbea"lifeanddeath"asgoal,shouldbeacompromisebetweenthepartiesconcernedofmutualconcessionsastheendsothatthepartiestomutualbenefit,andeachhasget,achievewin-winsituation.Preparedpriortotheissue,selecttheatmosphereofharmony,proposedtoopenattitude.Avoidcoldoralesstightcheck;wordscannotbeexcessiveoraskingendlessly,soasnottoarousedispleasureorevenanger.Butonmattersofprincipleshouldstrivetoprevent.Questioningwhentheotherpartyshouldnotbearbitrarilyinterrupted,answeredthetimetoanswersuggestions.Bargainconcerningtheinterestsofbothdesperateandvulnerabletodisrespectful,sotheyshouldpayattentiontomanners,tobecalm,seekingcommongroundwhilereservingdifferencesallowed.Speakthelanguageshouldbepolite.Third,bepolity.Duringthenegotiations,thenegotiatorsshouldalwaysmodest,polite,friendlyandtreatmentofthenegotiatingpartners.Evenwiththeinterestsofotherseriousdispute,butalsotorefrainfrompersonalattacksoneachother,sparring,sarcasm,donotrespecteachother'spersonality.Fourth,bepersonnelseparately.Toproperlydealwithitsownpersonnelandnegotiationsbetweenadversaries,sothatpeopleandthingsareunderconsideration,nottheperson.Inordertoreachanagreementtopromotetrade,bothsidescanargue,alsobluntlyrefutedbutcannotdeviatefromthetrackandeventhedevelopmentofadultbodyattackordegradation,andcannotnegotiatesuccessfullyisafriend,failednegotiationsadversaries.Fifth,seekcommonground.Duringtheconsultations,tospeakthelanguageshouldbepoliteandcivilized,accurateandcareful.Atthesametime,payattentiontotheothersidestandtherequirementsandconditionsreviewandmaketheappropriaterangeofconcessions,inordertotolerant.Itdoesnotgoon,orstalemate,wemustshowtheutmostrestraint,ortemporarilyshiftthefocus,oranappropriateuseofhumortoeasetheatmosphere,andthencontinuenegotiations.Inshort,inseekingaconsistentbasis,inaharmoniousandfriendlyatmosphere,thetwosidestodiscusstheviewsofinconsistencies,acommonproblem.（四）AfterthenegotiationsigningonThefinalstageofbusinessnegotiationissigningceremony.Speakingfromtheritual,atthesigningceremony,wemustsolemnly,seriously.Ceremony,thetwosidesinthenegotiationstobeattended,shakeshandswitheachother,andseattogether.Personnelshallbeprovidedtohelpthetwosidessigned,onbehalfofseparationoftherespectivepartiesoutsidecontractor,therestwereorderedtostandbehindtheirrespectivepartyrepresentatives.Amongthemostnotablewasundoubtedlythesigningceremonyheldinthearrangementofseatingproblems.

Oneparallelisthebilateralsigningceremonyofthemostcommonform.Itsbasicapproachis:signaturetablesintheindoorsidedoorwereplacedhorizontally.Allthestaffofbothsidesattendedtheceremonyafterthesigningtablesarrangedsidebyside,bothsidessignedcenterpersonnelsitsidedoor,passengersidetherighthandside,themainsquareonthelefthand.

Second,relativetype,andparallelthesigningceremony,thesameseatrow.Themaindifferencebetweenthetwo,onlyrelative-stylerowseattoattendthesigningceremonyofbilateralsuiteImovedacrossthesignatory.

Third,thepresident-style,theoperatingcharacteristicsare:signaturetablesstillhaveroomhorizontally,Ineedtosigninthefaceofthetableafterthemainentrance,butonlyoneset,andwhoisnotfixeditsseat.Ceremony,allparties,includingsignatoriesincluded,allshouldfaceawayfromthemainentrance,seatsforthesignaturetable.Signature,thepartiessignatorytotheprovisionsoftheordershouldbefollowedbysigningItookthesign,signofficertohelpstafftohelpopenatextsignature,hand-signedbythespecifiedlocation.Representativesfrombothsidesofallthetextinone'sownsign,andthensignedbytheassistantpersonnelexchange,onbehalfoftheothertextonthesignagain,thenthatshouldbereturnedtotheiroriginalseat.Afterthesigning,bothsidesshouldalsoraise,theexchangeoftext,andeachshookhands,congratulatedthesuccessfulcooperation.Otherentouragetheyshouldbethejoyofawarmapplauseandcongratulations.三、Businessetiquetteintheimportantroleofbusinessnegotiations（一）Businessetiquettecanregulatebusinessbehaviorofindividuals.Etiquetteisthemostbasicnormsofbehaviorfunction.BusinessEtiquetteforguiding,coordinatingbusinessactivitiesininterpersonalbehaviorandactivitiesofform,awiderangeofsocio-economiclife.Aspects,andtoallmembersofsociety,acodeofconductregulatingrelationsforthecountry,allnationalities,allclasses,allpoliticalparties,theSocialgroupsandtoabidebyallpeople.Businessetiquettenormativemakeseveryoneeasytoaccept,andfasttolearn.（二）TofollowindustryrulesInbusinessdealings,peopleinteract,interaction,mutualcooperation,ifyoudonotfollowcertainnorms,thetwosidesonthebasisoflackofcooperation.Infact,manyoftheseindustryrules,suchassmalltovarioustypesofcontractsigning,transitionandothershavespecificsamplesandspecifications,wemustfollowinbusinesscooperationintheprincipleofunityandmodelstoactinordercoherence,andwillnotcomplications.Rulesintheseindustrieswiththedevelopmentofsociety,changingtimesandevolvingupdate.Ontheonehand,duetotheevolutionofsocietysothatthecontinuousdevelopmentandimprovementofbusinessetiquette,ontheotherhand,withtheexpansionofinternationalexchanges,thepolitical,economic,ideologicalandculturalinfiltrationoffactors,businessetiquetteisgivennewcontenttoincrease,liturgicalreformofattention,butthesimplefactUse,civilizedformofceremonialgeneraltrendofdevelopment.

（三）Createagoodimageoftheindividualandtheenterprise

Amanofcourtesyandpropriety,theywillsetupinfrontofgoodpersonalimage;andamemberofanorganizationorthewholeactofcourtesyandpropriety,theywillfortheirownorganizationssetagoodImageandwinpublicpraise.Inadditiontothemodernmarketcompetition,productcompetition,butalsoreflectedintheimageofthecompetition.Agoodreputationandimageofthecompaniesorenterprises,itiseasytoaccesstosocialTrustandsupportofallparties,canbeinthefiercecompetitioninaninvincibleposition.Therefore,thebusinesspeoplealwayspayattentiontoetiquette,bothindividualsandorganizationsreflectthegoodquality,butalsoestablishandtheneedtoconsolidatethegoodimage.CISisa"CorporateidentitySystem"abbreviation,usuallytranslatedascorporateidentitysystem.Theso-calledCISsystemisanenterprisetocreateitsownimage,theenterpriseBusinessphilosophy,managementbehavior,visualimages,auditoryimages,andallcanfeeltheimageofaunified,standardized,andstandardizationofscientificmanagementsystem.CISsystemisthepublictoidentifyandBasedonthevaluationofbusinesses,ishighlightingthepersonalityandspiritofenterpriseinthebusinessandcompetitiontowinpublicrecognitionoftheeffectivemeans.CISsystemsestablishedandmaintainedinparticularneedtofocusonbusinessetiquette.WordsmarkedinyellowMofMcDonald'sworldwidehasmorethan6,500stores,istheworld'slargestfoodcompany.McDonald'smodernsocietyintheUnitedStateshasastrongpresenceinthemeaningofthebusinessideaisQ,S,C,orquality(Quality),services(Service),clean(Clean).Quality,McDonald'squalitycontrolisverystrict,overacertainperiodoffoodproduction,togiveupdonotsell,itisnotbecauseoffoodorfooddecaydefects,McDonald'smanagementpolicyisInsistedonsellingthefoodtastebad,thisemphasisonqualitymanagement,socustomerscanenjoypeaceofmindtowinthepublic'strust,establishahighdegreeofcredibility.Thisisalsoakindofetiquette,likehowyourhomeentertainmentcustomerscanusethesamelogicriceovernight.Services,includingshopbuilding,vitality,hoursofoperationofthesetting,theattitudeofsalesstaffandsoon.IntheUnitedStates,McDonald'schainandtheadjacentresidentialareas,theywillsetupsmallAmusementparkforchildrenandparentsintherest."Smile"isaMcDonald'sfeatures,allofthestaffissmiling,cheerfulandlivelyconversationwithcustomers,doingthingsforcustomerstofeelwarmForgettheday'shardwork.Clean,McDonald'stoemployeestomaintainclean,andaschainstoresinvestigatedtheperformanceofastandard,setupMcDonald's"clean"goodimage.ThemostimportantisthatMcDonald'sisnotonlytoestablishtheseideas,thekeyisimplementingtheconceptverythoroughly,inordertoachievethis,McDonald'sforemployeeeducation,thepreparationofaconsiderablereleaseCompleteoperationsmanual,thesametime,tocompleteaverygoodvisualidentitydesign.ThisisanimportantreasonforsuccessofMcDonald's.

（四）Communicatefeelings,interpersonalcoordinationInbusinessactivities,withthedeepeningofexchanges,bothsideswillhavesomepossibleemotionalexperience.Itshowedtwoemotionalstates:oneemotionalresonance,theotherisfeelingexcluded.CeremonyInstrumenttendstoattracteachother,enhancingfeelingsleadtogoodinterpersonalrelationshipsanddevelopment.Conversely,ifdonotspeaketiquette,vulgar,theneasilyleadtofeelingsofexclusion,Causeinterpersonalstress,creatingabadimpressiontotheotherparty.Infact,themostimportantbusinessoperationsguestsarerepeatcustomers,yetnocompanycanonlydoasingledevelopmentcanbemaintained,ofcourse,andunscrupulousliarlinewhentheexception.Accordingtotherelevantauthorityofinformation.Materialstatistics,thesalesgeneratedbycustomersare15timesmorenewcustomers.Anoldcustomerthroughwordofmouthwillaffecthisaveragearound25potentialcustomers.Asufficientamountofrepeatcustomersonlytomaintainthestabilityofenterprisesandbrandgrowth,profitgrowthwillbestable.Atthesametime,thedatashowthattheothercostsofdevelopinganewclientistomaintainanoldcustomerof5times.Highlightthecostadvantagesofsucharepeat,thenrepeatcustomershowtowinit?Themostcommonofcourseispuerile,butabusinessmaximizeprofits,manysmallprofitscannotrelyonsimple.Salestomaintainprofitmaximization,thistimeontheproperuseofbusinessetiquetteplaysakeyrole.Suchexamplesaboundinthebusinessoperations.AlmostallofChina's"century-old"whyfortunegrow,bydefinitelynotuniquedifferentiatedproductsbecausetheseproductsarealmosthomogeneousmassproducts;notRelyoncostadvantage,financialadvantage,butbyso-called"character"fortune-"CommerceRoadthatishuman"remark,atleastintheChinesemarketiswisdom.Infact,herethatthe"character"isnottheinherentcharacter,butoperatorsofbusinessetiquettetipstoconsumersthroughtheformationofthe"integritymanagement","SpecialServices",etc.,suchasImpressionofsuchbusiness.（五）Transmissionofinformation,displaythevalueof

Etiquetteisinformation,thisinformationcanbeexpressedthroughrespect,friendly,sincereandsoemotional,sothatothersfeelthewarmth.Inbusinessactivities,appropriateaccesstoeachother'sgoodetiquetteSenseoftrust,andthencontributetothedevelopment."Valuebased"salestoolforsalespersonnelinthemosteffectivelanguagetocommunicatewithcustomersinmonetaryterms,demonstratetheirvalueadvantage.Commercialcompetitionisnowtheeraofhomogenization,businessesinmanyindustriesfindthemselvesfacingachallengingsalesenvironment,extendthesalescycle,pricepressures,interestRun-downregulation.Inthiscase,suppliers,consumersneedtosendaclearmessage-thatIcanprovidemorevaluethancompetitors.Todothis,theymust:First,measuresthevalueofhisownpasses,comparedwithcompetitors;second,apowerfulwaytodemonstratetheirvaluetothecustomer.Inordertoshowtheirgoodvalue,effectiveinformationdeliverythatneedattentiontobusinessetiquette.Communicationbetweenbusinessandcustomerissues,inorderto"humannature"and"value",inthetopofthepyramidofhumanneedsanduniversaltruththatonlythefollowinggroupsofkeywords-thefirstlevel:"Love,Happiness,joy,friendship,success,good";secondlayer:fighting,treasure,trust,