the role of business etiquette in business negotiations--商業(yè)禮儀在商業(yè)談判中的作用

1、<p>　　The Role of Business Etiquette in Business Negotiations</p><p><b>　　Abstract</b></p><p>　　With the development of China’s economic, the business trade is happened frequent

2、ly among the world, especially for China and America. When doing business between two countries, it must lead to great impact on the business etiquette because of the culture differences between two countries. And the bu

3、siness etiquette is a very important part in business negotiation. Under the different culture circumstance, it will form the different business etiquette. On international business activities, peopl</p><p>

4、<b>　　Key words</b></p><p>　　business etiquette; culture differences; business negotiation; international business</p><p><b>　　摘要</b></p><p>　　隨著中國(guó)經(jīng)濟(jì)的飛速發(fā)展。對(duì)外貿(mào)

5、易越來(lái)越頻繁，特別是中美兩國(guó)的。當(dāng)兩國(guó)進(jìn)行貿(mào)易交易時(shí)，由于兩國(guó)的文化差距必然會(huì)導(dǎo)致兩國(guó)的商務(wù)禮儀差異的影響。 而商務(wù)禮儀又是在商務(wù)洽談中重要的一部分。不同文化環(huán)境下會(huì)產(chǎn)生不同的商務(wù)禮儀。 在國(guó)際商務(wù)活動(dòng)中，為了達(dá)到交際的目標(biāo)，就必須要從文化差異的這個(gè)角度去了解中國(guó)國(guó)家的商務(wù)禮儀。 如果不了解對(duì)方國(guó)家的商務(wù)禮儀，兩國(guó)的商務(wù)洽談可能會(huì)失敗。因此，在進(jìn)行國(guó)際貿(mào)易之前，對(duì)各國(guó)的商務(wù)禮儀知識(shí)進(jìn)行了解是非常重要的。本文旨在證明商務(wù)禮儀在商務(wù)談判中起

6、著舉足輕重的作用，不僅介紹了商務(wù)禮儀和商務(wù)談判，并且介紹了非語(yǔ)言交際中的商務(wù)禮儀，同時(shí)分析了中西方國(guó)家的商務(wù)禮儀的文化差異包括基本商務(wù)禮儀，外表和行為禮儀，見(jiàn)面禮儀，稱(chēng)呼禮儀，餐桌禮儀等。本文主要是使大家了解商務(wù)禮儀的知識(shí)，以便在商務(wù)洽談特別是國(guó)際商務(wù)談判時(shí)獲得顯著的成功。</p><p><b>　　關(guān)鍵詞</b></p><p>　　商務(wù)禮儀；文化差異；商務(wù)談判；

7、國(guó)際商務(wù)</p><p><b>　　Contents</b></p><p>　　Introduction</p><p>　　Chapter 1 The Definition of Business Etiquette and Business Negotiation</p><p>　　1.1 The Defini

8、tion of Business Etiquette</p><p>　　1.2The Definition of Business Negotiation</p><p>　　Chapter 2 The Principals of Business Negotiation and the Importance of Business Etiquette</p><p&

9、gt;　　2.1 The Principals of International Business Negotiation</p><p>　　2.1.1 Equality principle</p><p>　　2.1.2 Mutual benefit principle</p><p>　　2.1.3 Politeness principle</p>

10、<p>　　2.1.4 Information principle</p><p>　　2.2 The Important Role of Business Etiquette</p><p>　　2.2.1 Improving the Business Staffs’ Quality and Enterprises’ Images</p><p>　

11、　2.2.2 Establishing Good Interpersonal Relationships</p><p>　　2.2.3 Creating Cheerful Atmosphere Among Staff</p><p>　　2.2.4 Improving Business Efficiency </p><p>　　Chapter 3 The Rol

12、e of Etiquette in Business Negotiation</p><p>　　3.1 The Role of Nonverbal Communication Etiquette in Business Negotiation</p><p>　　3.1.1 The Differences between Verbal and Non-verbal</p>

13、<p>　　3.1.2 The Role and Significances of Non-verbal Communication </p><p>　　3.2 The Cultural Differences Between the Etiquette Norms in China and </p><p>　　Western Countries</p>

14、<p>　　3.2.1 The Basic Etiquette Forms</p><p>　　3.2.2 Appearance and Behaviors </p><p>　　3.2.3 Greeting Etiquette</p><p>　　3.2.4 Addressing Etiquette</p><p>　　3.2.5

15、 Drinking Etiquette</p><p>　　3.2.6 Business Dinner Etiquette</p><p>　　3.3 Etiquette Norms of Communicative Function</p><p>　　Conclusion </p><p>　　References</p>

16、<p>　　Introduction</p><p>　　Under the effects of economic globalization, international business activities are increasing, thus business negotiation is inevitable. In order to achieve the transaction, t

17、he strategies and skills of business negotiation are of importance, business etiquette is the basic requirement during the process of business negotiation. Business etiquette has become a vital pragmatic strategy of the

18、business negotiation. Therefore, nowadays it requires people to have a deep understanding of business nego</p><p>　　With the rapid development of China’s economy as well as China’s entrance to the WTO, the b

19、usiness activities in China are increasing, especially those between China and western countries. Business etiquette refers that the business man should comply with social norms of conduct in order to establish a good im

20、age in business negotiation, which impacts greatly on the result of business negotiation. In international business negotiation, business man should have the knowledge of cultural differenc</p><p>　　Chapter

21、1 The Definition of Business Etiquette and Business Negotiation </p><p>　　In this chapter, firstly, the definition of business etiquette will be presented according to scholars both at home and abroad. Secon

22、dly, the definition of business negotiation and the introduction of international business negotiation will be discussed in order to have a general idea of the next chapters.</p><p>　　1.1 The Definition of B

23、usiness Etiquette</p><p>　　The international business etiquette researcher Jin Zhengkun said: Etiquette plays an important role in business activities and due to the geographical and historical differences,

24、the business etiquette is not the same around the globe. Yan pei also said that etiquette is the basic guarantee in business activities and excellent business etiquette will promote the success of the business. Wan lin p

25、ointed out that business etiquette is to protect personal image or enterprise image in business acti</p><p>　　Etiquette is a conduct of self-discipline and respect people by using some certain and convention

26、al method during interpersonal communication. It involves dressing, communication, socializing and so on. From the perspective of personal cultivation, etiquette is a person’s cultural knowledge and external quality. In

27、the terms of communication, etiquette is an art, a communication way or method in the interpersonal communication. It is a conventional behavior to show respect and friendliness durin</p><p>　　Etiquette in b

28、usiness negotiation is essentially about building relationship among negotiating parties. Bar Pachet, a scholar from Netherlands said etiquette is a kind of friendly behavior of interpersonal relationships and social int

29、eraction in the process of the mutual reverence, is a kind of inner accomplishment reflect.</p><p>　　1.2 The Definition of Business Negotiation</p><p>　　There are many definitions of negotiation

30、 in book or internet. For example, a formal discussion between people who have different aims or intentions, especially in business or politics, during which they try to reach an agreement.(CCED); a dialogue between two

31、or more people in order to arrive at an agreement that meets the needs of those involved without sacrificing anyone’s priorities. </p><p>　　Above all, we can say a negotiation is a process of communication b

32、etween parties to manage conflicts in order for them to come to an agreement, solve a problem or make arrangements. It is back-and-forth communication designed to reach an agreement when you and the other side have some

33、interests that are shared and others that are opposed. Business negotiations differ from other negotiations. In business it is considered the most challenging communication tasks (Woo & Prud’ home 1999) and are mo<

34、;/p><p>　　Business negotiation is the process of main body with different interests in the business activities and to negotiate all terms of the transaction in order to achieve a particular transaction. During

35、the international negotiation, the main party of interest usually are foreign government, (at present, including enterprise or citizen in Hong Kong, Macao and Taiwan), and the other party is Chinese government, enterpris

36、e or citizen.</p><p>　　International business negotiation is the necessary part in the foreign economic trade. In the modern international society, many transactions usually need hard and tedious negotiation

37、s. Although many people think that the result of negotiation rest with the quality of products, technology and price, in fact the success of the transactions in a certain extent, depends on the negotiations. </p>

38、<p>　　In international business activities, negotiators with different interests coordinate and adjust their own economic interests or political interests in the process of negotiation with their common interest. Ne

39、gotiators look for a point that they can make compromise, and thus to make both parties get their own interest so as to reach an agreement. Therefore, in another word, international business negotiation is a very importa

40、nt economic activity in foreign economic and trade activities. It aims </p><p>　　Chapter 2 The Principals of Business Negotiation and the Importance of Business Etiquette</p><p>　　The four princ

41、ipals of (international) business negotiations, namely equality principle, mutual benefit principle, politeness principle and information principle will be discussed. Then this chapter will analyze the importance of busi

42、ness etiquette in business negotiation. </p><p>　　2.1 The Principals of International Business Negotiation </p><p>　　2.1.1 Equality Principle</p><p>　　Equality is an important prere

43、quisite for business negotiations to proceed smoothly and successfully. In international economic activities, negotiation not only reflects the relationship between the enterprises but also the relationship between count

44、ries. Thus, both sides should cooperate equally on the basis of respecting each others rights and national dignity. In business negotiations, equality includes the following aspects: a) negotiators have equal status. Cou

45、ntries, no matter big or small</p><p>　　2.1.2 Mutual Benefit Principle In the international business negotiations, equality is the premise of mutual benefit, while mutual benefit is the purpose of equali

46、ty. The negotiation should not end with one side wins and the other side loses but to let both side get their own interests. Therefore, negotiators should a) put themselves in the others’ shoes. They should also think ot

47、her party’s interest. The understanding of other party’s needs would cause the other side positive reaction which</p><p>　　2.1.3 Politeness Principle</p><p>　　British scholar Leech put forward t

48、he politeness principle of verbal communication. According to the optional scale of Leech’s politeness principle, if the words are in favor of listeners, then speakers should be straightforward and show their passion to

49、make the listeners to accept. While the words only benefit the speakers, then they should put it indirectly and carefully to let an enough space for listeners to choose. It also shows the decency of speakers discourse. F

50、or example, </p><p>　　(1)Unfortunately we cannot meet your needs because you failed to you’re your check.</p><p>　　(2) We shall be glad to meet your needs as soon as we receive your check.</p

51、><p>　　The first sentence is too direct and the second one is more polite. Politeness principle stresses on think more for the other party and take their position, demands and wishes into consideration.</p&g

52、t;<p>　　2.1.4 Information Principle</p><p>　　It is never wrong to get as more information as possible about the other party before you go to the negotiating table. So negotiators should collect inform

53、ation about the other side and understand the weakness of them so as to give a favorable argument when needed.</p><p>　　2.2 The Important Role of Business Etiquette</p><p>　　Mainly, the function

54、s of business etiquette are as follows:</p><p>　　2.2.1 Improving the Business Staffs’ Quality and Enterprises’ Images</p><p>　　If a person is aware of etiquette, he would build a good personal i

55、mage in front of other people. Nowadays, the market competition is not only about the products but also about the image of the enterprise. An enterprise with a good reputation and image will get more trust and support fr

56、om customers, which will also make the enterprise successful in the furious competitions. Therefore, business etiquette is helpful to improve the business staff's personal quality and the enterprise’s image as wel<

57、;/p><p>　　2.2.2 Establishing Good Interpersonal Relationships </p><p>　　The basic function of etiquette is to standardize behaviors. People interact, interplay and cooperation with each other durin

58、g the business communication; they might have issues in the process if there are no certain regulations. In business regulations, etiquette can make people to understand what can be done and what should not. Therefore, b

59、usiness etiquette contributes to the establishment of good interpersonal relationships. </p><p>　　2.2.3 Creating Cheerful Atmosphere Among Staff</p><p>　　In the business activities, two parties

60、 might have some emotions such as emotional resonance or emotional repel. Etiquette will help to create cheerful atmosphere between both parties and lead to good establishment and development of the interpersonal relatio

61、nship. On the contrary, without etiquette they might have bad images toward each other and lead to bad results.</p><p>　　2.2.4 Improving Business Efficiency </p><p>　　As everyone knows, the stan

62、d or fall of company image, there are two indicators: the visibility and reputation. Visibility can increase through a large number of media advertising; reputation substantially composed of staff quality and advanced ma

63、nagement mode decision. Good imagination from the good services, service etiquette is the important content of quality services, through standardized service staff grooming, instrumentation, terms of service, operating p

64、rocedures, so that the quality of</p><p>　　Chapter 3 The Role of Etiquette in Business Negotiation </p><p>　　In this chapter, the role of nonverbal communication etiquette in business negotiatio

65、n and the cultural differences between the etiquette norms in China and western countries in the aspects of the basic etiquette forms, appearance and behaviors, greeting etiquette, addressing etiquette, drinking etiquett

66、e and business dinner etiquette will be presented.</p><p>　　3.1 The Role of Nonverbal Communication Etiquette in Business Negotiation</p><p>　　Communicative behavior is composed by two parts nam

67、ely verbal behavior and non-verbal behavior. Interpersonal communicative rituals include specifications of both behaviors. When people nod and smile, restless or flushed and they give some kind of information, this infor

68、mation is often subconscious. There are some cultural conventions about distance between people when they talk. Any violation of these conventions means to tell the other side the relationship between them should be temp

69、orarily r</p><p>　　3.1.1 The Differences between Verbal and Non-verbal </p><p>　　The non-verbal communication is all communicative acts other than verbal behavior. It includes body language, vi

70、ce voice, object language and environmental language. The study shows that in face-to-face communication, the social content of the information is only about 35% by language behavior, other are all through non-verbal beh

71、avior. As a way of information transmission and exchange of ideas, Non-verbal communication is not just a non-language symbol system, but also a social phenomenon and </p><p>　　The across culture is not only

72、 embodied in the language communication, but also appeared in some motion language and body language. That is the non-verbal difference. The negotiation opponent with the different cultural background will easily misunde

73、rstand these signals when foreign negotiators give out the different non-verbal signals, and they will not be conscious of the fault. For example, the phrase “fixing eyes on somebody”, Chinese people think it is showing

74、the curiosity and surprise, bu</p><p>　　3.1.2 The Role and Significances of Non-verbal Communication </p><p>　　Etiquette is a necessary part of traditional culture. The early etiquette means the

75、 ancestral worship, later gradually becomes a general term of social conduct and moral norms. The courtesy gradually becomes social norms recognized by people and implement accordingly, which was called as etiquette. For

76、 people from higher status of the society sometimes do not observe the rituals and customs, while those lower class people would pay more attention to them. Etiquette is divided into clothing, life</p><p>　　

77、Language reflects the culture but it is restricted by culture at the same time. American psychologist Albert Melabin developed such a formula by experiment: the total effect of a information convey equal to 7% words +38%

78、 sound +55% facial expressions. So it can be seen that non-verbal behavior plays an important role in the communication. While communicating, people only pay attention to the language communication because they think tha

79、t the word is the only way to deliver and comprehend the inf</p><p>　　3.2 The Cultural Differences Between the Etiquette Norms in China and Western Countries </p><p>　　Communicative behaviors an

80、d social interactions are different due to different cultures. The difference of etiquette norms in Chinese and English not only reflect on language communication, but also on non-verbal communication. Every small behavi

81、or often can reflect the characteristics of different cultures. The characteristic differences often lead to cultural misunderstandings and communication barriers. Cultural Differences of the etiquette norms in Chinese a

82、nd English non-verbal communicatio</p><p>　　3.2.1 The Basic Etiquette Forms</p><p>　　A) The Differences of Etiquette in Handshake</p><p>　　Handshaking is a friendly courtesy in soci

83、al situations. For the Chinese people, this etiquette does not have a long history. In the western countries, the original meaning of handshaking is to show that person doesn’t hold weapons in his right hand and won’t do

84、 any harm to others. In the early time, people used to wave their hands when they meet to show there is no hidden weapons. Later this greeting way evolved as putting one hand in front of the chest, which is the famous Ro

85、manesque ways of s</p><p>　　Main types of handshake: a) composure and firm type: this way is to open one’s palms and hold the others hand, like holding tennis racket and shake one to three times vertically a

86、nd then release immediately; b) bone-crusher type: handshake with overexertion; c) fingers type: unwilling to hold others hand, both two sides can only hold each others fingers (usually for woman); d) dead fish: weak and

87、 slow handshake that giving others the feeling of reluctance; e) politician's type: too intimate and </p><p>　　The difference of the above mentioned five types of handshake in both Chinese and English cu

88、lture that lead misunderstandings: 1) there is no etiquette "Ladies first” in China, so whether to shake hands when two people meet is generally decided by superiors or elders. Moreover, people should stand up while

89、 shaking hands indoors. However, in western countries, women usually take initiative (unless the other side is very old or in very high status). Beside the hostess, other women generally do not</p><p>　　B) P

90、osture-- Standing up, Lecture People's Actions and Body Height</p><p>　　Although there is a big difference in posture action between different cultures, the real difference is not in the action itself bu

91、t its decency. </p><p>　　1) Standing up: "Ladies first". Ladies except hostess usually do not need to get up when they are introduced to others, unless the other party status is extremely high. In

92、dinner table, English-speaking countries people tend to sit still and pass dinner plates to each other with one hand. They also only take their food to themselves, or let people sitting on both sides help to take their f

93、ood. Further more; passing a business card, a cup of tea or a small gift, they are not required to stand up </p><p>　　2) Lecture people's actions: they like to walk in front of audiences, or stand around

94、 the audience even sitting on the edge of the table in order to strengthen the infection. </p><p>　　3) Reduce the body height: in terms of this aspect, the action of the English-speaking countries is much le

95、ss than the Chinese people. For example, bended knees (religious ceremony), kneel (courtesy of women in English-speaking countries and in ancient China), bow (Chinese use more), put one's palms together devoutly: (Bu

96、ddhist), nod (a polite action in both western and China when greeting or giving regards to other), take off hat (for men in English-speaking countries to show respect to women, </p><p>　　C) The Courtesy of K

97、issing, Hugging and Smiling </p><p>　　Kissing and hugging are Western's common courtesy, which show the intimacy of relationships. Kissing custom traces back to ancient Rome and now evolves into the form

98、 for couples’ meeting and separating. The kissing and hugging between other relations shall comply with the striute: only applies to greetings and say goodbye. Other ways and requirements also vary depending on the gende

99、r and relationships. People do not kiss or hug between strangers or males; close relationship (not husband and wife</p><p>　　Smiling has many meanings, so misunderstandings occur often in the intercultural c

100、ommunications due to the smile. For example, Americans found it is unpleasant that Japanese tend to give a smile when they apology or being disturbed. Many English people also feel confused when communicate with Chinese