商务英语谈判31

主编：余娟北京师范大学出版集团-----ChapterThree

Etiquette

inBusinessNegotiationConductingBusinessNegotiationsInEnglishChapterThree

EtiquetteinBusinessNegotiationWhatarewegoingtolearninthischapter?1.Understandwhatbusinessetiquetteis2.FindoutthebasicetiquetteinbusinessnegotiationUnderstanddifferentbusinessetiquetteindifferentcountriesMasterthebasicwordsandexpressionaboutbusinessetiquette5.GetsomeculturalknowledgeaboutbusinessetiquettePre-negotiationBackgroundInformationReadingEtiquetteknowledgeReadingMini-presentationPerformingBusinessEtiquetteScene1：Greeting,introductionandextendingcards

Scene2：Greeting,introductionandextendingcards

Scene3：Greetingandintroduction

Task1.EtiquetteforBusinessGreeting

Readthepassageaboutbusinessetiquette

andtrytounderstandthemainidea.

1.Whydoweneedtopayattentiontotheetiquetteinbusinessactivities?Learningbusinessetiquettecanhelpbusinessmentobuildupagoodimageofboththeircompaniesandthemselves.Italsohelpstoestablishandconsolidatebusinessrelationshipsandthusspeeduptheirbusinessdevelopmentandgeneratingprofit.

Pre-Negotiation

I.BackgroundInformationReading2.Thetenstrategiesforbusinessgreeting1.Standupwhenyoumeetsomeone.2.Smile.3.Makeeyecontact.4.Introduceyourselfimmediately.5.Includeastatementaboutwhoyouarewhennecessary.6.Offerafirmhandshake.7.Learnhowtomakesmoothintroductions.8.Knowwhothemoreimportantpersonis.9.Payattentiontonameswhenyoumeetpeople.10.Usefirstnamesofpeoplewhomyouhavejustmetonlyaftertheygiveyoupermission.

Pre-Negotiation

Notes:

1.integration同化，结合2.payattentionto注意，留意3.etiquette礼仪，礼节4.offend冒犯5.optimum最佳的，最适宜的6.morale士气，斗志7.consolidate巩固8.speedup加速，加快9.generate产生10.approach接近，走近11.wimpy懦弱的，无力的Whatisbusinessetiquette?

Simplystated,itistheetiquetteinbusinessactivities.And“etiquette”means“theformsrequiredbygoodbreedingorprescribedbyauthoritytoberequiredinsocialorofficiallife.”Inotherwords,businessetiquetteisasetofrulesforbehavingproperlyinbusinessactivities.II.EtiquetteKnowledgeReading

GreetingGreetingisthefirststepinbusinesscommunication.Theusualformalgreetingisa'Howdoyoudo?'andafirmhandshake,butwithalightertouchbetweenmenandwomen.Traditionally,amanisintroducedtoawoman(sayingthewomen’snamefirst);ayoungpersonisintroducedtoanolderperson(sayingtheguest’snamefirst).Introduceapeerinyourowncompanytopeerinanothercompany,alower-rankingpersontohigher-rankingperson,andapersoninyourcompanytoacustomerorclient.Becarefulaboutusingnewacquaintance’sfirstnames,especiallyiftheyareolderthanyouorinhigherpositions.II.EtiquetteKnowledgeReadingBusinesscard

Businesscardisaveryimportanttoolinbusinesscommunication.Itisusuallyconsideredastheadvertisementofthecompanyortheindividual.Businesscardsarefrequentlyusedduringsalesvisitstoprovidepotentialcustomerswithameanstocontactthebusinessorrepresentativeofthebusiness.Whengivingapersonyourbusinesscard,youmustgiveitwithyourrighthandorbothhands.Alwayskeepyourbusinesscardcleanandprestigious.Receivethecardasyougiveyourseitherwithyourrighthandorboth.Studythecardsoyoucanrememberthepersonthatgaveittoyou.II.EtiquetteKnowledgeReading

Notes:

1.breeding教养2.prescribed规定的3.authority权威4.beneficial有利的5.partnership合作关系6.essential基本的，必要的7.impression印象8.trustworthiness值得信任9.corporate公司的10.norm规范11.acknowledgment承认12.indication迹象13.customary习惯的，通常的14.traditionally传统上15.acquaintance熟人16.individual个人17.potential潜在的18.representative代表19.prestigious享有声誉的Businessetiquetteisimperativetoasuccessfulprofessionalcareer.Agoodattitude,professionalattireandawiningsmileareveryimportantduringthebusinesscommunication.Ⅲ.Mini-presentationReadthefollowingpassage.Takenoteswhennecessaryandtrytoretellthepassagewiththeaidofyournotes.smalltalks

Usually,businesspeoplemakesmalltalksbeforedoingbusiness,andkeeptosafesubjects,suchassoccer,childrenorthetheater.Personalrelationshipsareimportantinthebusinessworld,andcultivatingarelationshipwithyourbusinesspartnerwillgoalongwaytowardsquick,effectivebusinessdealings.Butonethingyouhavetopaymoreattentiontoisyoudon’tdivulgetoomuchinformationaboutyourprivatelifeortheprivatelivesofothersyouknow.

Ⅲ.Mini-presentationMeetings

Meetingscanbethemostsensitivepartinbusinesstransaction.Soyoushouldmakemistakesasfewaspossible.Youmustarriveontimeformeetings,butexpecthigherlevelexecutivestoarriveuptoahalfhourlate.Greetwithahandshakeandexchangeofbusinesscardsafteryouarrive.Berelaxedandattentiveinmeetings,maintaingoodeyecontact,andrestrictuseofhandgestures.Andremembertositwithproperposture,especiallyladies,neverliftyourleguptocrossyourlegsatthekneeifyouarewearingaskirt.Moreimportantly,you’dbetterdressappropriately.Youdonotwanttodresstoomuchnicerornotniceenoughtomatchthemeeting.Thegeneralruleofthumbisalwaysdressuponelevelifyouarenotsure.Ⅲ.Mini-presentation

DrinkingIfeveryoneelseisandyouarecomfortablewithhavingadrinkdoso,keepittoaminimumandbesuretocontinuetodrinkwaterthroughouttheevening.Youneverwanttobecomedrunkoreventipsyatabusinessfunction.Ⅲ.Mini-presentationGift-Giving1.Knowyourrecipientsothatyoucanpurchaseameaningfulgift.2.Giveappropriatebusinessgiftsattheappropriatetimes,usuallyassoonaftertheeventaspossible.3.Maketheefforttodeliverthegiftinperson,ifpossible.Thisextraeffortwillhelpaddfurtheremphasistothethoughtfulnessofyourgesture.4.Choosetop-quality,brand-nameproductswhenpurchasingbusinessgifts.Cheaper,lesser-qualityproductsmaysendanegativemessagetoyourrecipientabouthowmuchvalueyouplaceontherelationship.5.Stickwithitemsthataren’ttoopersonal.Travelaccessories,personalizeddeskaccessories,entertainmenttickets,computeraccessories,booksandCDsareusuallysafebets,providedyouknowsomethingaboutyourintendedrecipient’shabitsintheseareas.6.Keepacloseeyeonthepricetag.Giftsthataretooexpensivemaymaketherecipientuncomfortableoruncertainabouttheintentionsbehindthegift.7.Payspecialattentiontothepresentation,wrappingorpackagingofyourgift.Firstimpressionsarehardtochange.Ⅲ.Mini-presentationLanguageIfyouareanewarrival,you’dbetterlistentothosearoundyouinyouroffice,meetingorbusinesssituation.Makeevaluationsofthepeopleyoucomeincontactwith,determinehowtheyspeak,whattheysayandhowtheyarereceived.Andcritiqueyourspeakingvoice,yourgrammar,yourvocabularyandyourpersonalspeakingstyle.Pleaseuseprofessionaltitles,suchas“Doctor”,“Professor”,“engineer”or“lawyer”,wheneverappropriate.Intheabsenceofaprofessionaltitle,alwaysuseMr.,Mrs.orMiss.Ⅲ.Mini-presentation

Notes

1.via通过2.transaction交易，业务3.imperative命令，需要4.cultivate培养5.sensitive敏感6.attentive注意的,留意的7.restrict限制，约束8.minimum最小值9.provided如果，假如10.determine决心

PerformingBusinessEtiquetteScene1:

Greeting,introductionandextendingcardsWhite:Hello,Mr.Li.Fancyseeingyouhere.Li：Hi,goodmorning,Mr.White.It’sasmallworld，isn’tit?White:Yeah,howareyou?Li：Nottoobad，thanks.Andyou?White:Oh,fine.HowarethingsinGuangzhou?Li：Quitebusyatthemoment.Infact,weareabouttoopenanewcompanyinNewYorknextmonth.White:That’sgood.Soyouarebusywithit.Li：Yes,hereismynewcard.（Mr.LipasseshiscardtoMr.Whitewithbothhands.）White:Thankyou.Anddoyouhavemine?Li：Yes,Ido.Ifyouareinterestedinanyofourproducts,youcancontactmedirectlyinNewYork.White:Thanks,Iwill.Li：Mr.White,doyouknowMissLiuYing,ournewsalesassistant?LiuYing,thisisMr.White,he’sfromNewYork.Liu:Pleasedtomeetyou.Mr.White,here’smybusinesscard.White:Nicetomeetyou.Hereismine.Li：Haveaseat,Mr.White.White:Thankyou.PerformingBusinessEtiquette1.exhibition展会2.product产品3.contact取得联系4.directly直接地5.

salesassistant销售助理

NotesPerformingBusinessEtiquetteScene2:Greeting,introductionandextendingcardsMr.HeandSantosareinvitedtoattendabanquetheldbytheTextileUnion.Theydon’tknoweachother.He:Goodevening,Idon’tthinkwehavemet.MynameisPeterHe.Santos:Hello,IamMikeSantos.Pleasedtomeetyou,Mr.He.He:Pleasedtomeetyoutoo.IworkforGuangzhouGarmentsImp.&Exp.Corporation.Here’smynamecard.（Mr.HepasseshiscardtoSantoswithbothhands.）Santos:Thankyou.(Afterreadingforawhile)Excuseme,Mr.He?Isthistelephonenumberalsoyourfaxnumber?He:Yes.Youcanfaxmebydialingthisnumber.Atthebackofthecardisourbusinessscopeforyourreference.(pause)HowcanIgetintouchwithyou,Mr.Santos?Santos:Oh,yes.I’mfromMessersBenedettoCompany,Canada.Here’smycard.(Extendshiscardwithonehandatthecorner.)WeareoneofthebiggestgarmentswholesalesinCanada.He:Thankyou.(Hetakesthecardwithbothhands,readsinalowvoice.)MikeSantos,GeneralManger.

MessersBenedettoCompany,Canada.(Putitinhiscardfile.)Ihopewecandosomebusinessinthenearfuture,Mr.Santos.Santos:Sure,Ihopeso.He:Great!PerformingBusinessEtiquette1.attend参加2.banquet宴会3.TextileUnion纺织协会4.scope范围5.

reference参考6.wholesales批发商

NotesPerformingBusinessEtiquetteScene3:Greetingandintroduction

(Helen:asecretaryoftheUnitedTe