Etiquette-in-Business-Negotiation商务谈判礼仪-(课堂)课件

EtiquetteinBusinessNegotiation1EtiquetteinBusinessNegotiation

Thetwogoalsofnegotiations:CreatingstrongdealsBuildinggoodrelationshipEtiquetteplaysanimportantroleinhelpingachievethegoals.21.EtiquetteforGreetingandSend-offGreetingetiquettecreatesanopportunitytostartagoodrelationshipwiththeotherpartyfromtheverybeginning.Send-offetiquettemaylayasmoothpathforfuturecooperation.Bothareimportantpartoftheetiquetteinbusinessnegotiation.31.EtiquetteforGreetingandSend-off

1.Determinethelevelandsizeforgreetingandsend-offTheyaredeterminedbythreefactors:

therankandthepurposeofthenegotiators;therelationshipbetweenthenegotiators;theusualpractice.(tohavesomeoneinthesamebusinesswiththesameorsimilarrank,titleandstatusinchargeofthegreetingandsend-off.)41.EtiquetteforGreetingandSend-off2.Knowwellaboutthearrivalanddeparturetime(accurateinformationontheirarrivaltimeandbeattheairport,trainstationorseaportaheadoftimeissoimportant,whichmeansthebeginningoftheprocessoftrustbuilding)Onthedayofdeparture,thefollowingaspectsshouldbepaidattentionto:a.Besuretoarriveearlieratthehotelwheretheguestsstay.51.EtiquetteforGreetingandSend-offb.Accompanythegueststotheairport,trainstationorSeaportwhentheyareready;orgodirectlytotheairport,trainstationorseaporttoseethemoff.c.Beforetheygetaboard,shakehandsandsaygood-bye.d.Waveattheguestswhentheplane,trainorshipbeginstomove.e.Staythereuntiltheplane,trainorshipdisappearsfromyoursight.3.Prepareforthereception(arrangementofaccommodation;arrangementofscheduleofthenextday)

62.BusinessMeetingEtiquetteThreetypesofmeetinginbusinessnegotiation:CourtesyPoliticalTransactionalInformalmeeting(morerelaxedandnotnecessarilytakeplaceintheofficeormeetingroom)72.BusinessMeetingEtiquetteAccordingtoNeilPayne,thefollowingaspectsshouldbetakenintoconsideration.a.Businessetiquettedemandsthatthepersoncallingthemeetingshouldbethemostseniorortheonewiththemostdirectorurgentinterestinthetopicathand.b.Thechairshoulddecidethetime,placeandagenda.82.BusinessMeetingEtiquettec.Thechairmustmakethepurposeofthemeetingcleartotheattendees.d.Punctualityisamust.e.Thechairshouldstrivetoensurethemeetingstayswithinasetframeworkoragendasothatitiskeptasshortandeffectiveaspossible.Hemustkeepdisagreementsandthelikeaminimum.92.BusinessMeetingEtiquettef.Thechairshouldappointsomeonetorecordtheproceedings,documentingmajordecisionsoractionpoints.g.Iftheoutcomeofthemeetingaffectsthosewhowerenotpresent,itisconsideredproperbusinessetiquettetoinformthem.2.Formalmeeting(managementmeetings,boardmeetingsandnegotiations-----asetofformat)102.BusinessMeetingEtiquetteAccordingtoPayne,therearetenetiquetteguidelinesforformalmeeting:a.Preparewellforthemeeting,asyourcontributionmaybeintegraltotheproceedings.b.Dresswellandarriveingoodtime.c.Alwaysremembertoswitchoffyourmobilephone.112.BusinessMeetingEtiquetted.Ifthereisanestablishedseatingpattern,followit.e.Acknowledgethechairandotherparticipantsintheintroductionoropeningremarks.f.Whendiscussionsareunderway,itisgoodbusinessetiquettetoallowseniorfigurestocontributefirst.g.Neverinterruptanyone---evenifyoudisagreestrongly.122.BusinessMeetingEtiquetteh.Whenspeaking,bebriefandensurewhatyousayisrelevant.Alwaysaddressthechairunlessitisclearthatothersarenotdoingso.j.Itisaseriousbreachofbusinessetiquettetodivulgeinformationtoothersaboutameeting.132.BusinessMeetingEtiquetteWhatareunderlyingprinciplesofthebusinessmeetingetiquetteguidelines?GoodmannersCourtesyconsideration143.EtiquetteatDinnerPartyandDressCode1.DinnerpartyetiquetteUponinvitation(informthehostofyourdecision)Beingtimeconscious(arriveontimeorearly)Onarrival(takeoffyourhatandovercoat)Seating(taketheseatassignedbythehost)Gettingreadytoeat(donotbegintoeatordrinkbeforethehostdoes)153.EtiquetteatDinnerPartyandDressCodef.Communication(communicatewithsomeonenexttoyou)Toasting(raiseyourglasswhenthehostandtheguestofhonorclinktheirglasses)Takingoffyourcoat(don’ttakeoffyourcoatnomatterhowhotitis)Attable(payattentiontotablemanners)163.EtiquetteatDinnerPartyandDressCode2.DressCodeFormalbusinessdress(bothmenandwomenshouldalwayswearasuit)Businesscasual(certainkindsofcasualdressesareacceptable,womenhavetowearhosiery)Casual(somecasualdressisacceptable,womenmustwearhosiery)174.EtiquetteforSigningAgreementsSigningtheagreementisausefulcommonpracticeandaritualaswell.184.EtiquetteforSigningAgreements1.PreparationofsigningceremonyDeterminethesigner(determinedbythecontractingparties)Documentationpreparation(afinalversionoftheagreement;stationeryneeded;nationalflagsarranged)Thearrangementofsigninghall(alargerectangulartable;twochairs;documentoftheagreement;stationaryandnationalflags.)194.EtiquetteforSigningAgreements2.ProcedureofSigningCeremonyParticipantsfrombothpartiesenterthesigninghallatthesametime.Thesignerstaketheir