礼仪在商务谈判中的作用(英文版)

The Etiquette In Business NegotiationsZhangwanqunAbstract:Business negotiations means that the two parties help to bring about a trade,or in order to resolve their disputes and uphold their economic interests that they take a kind of bilateral information dissemination. It is one of the conmon behaviors of business activitie.The two parties build up trade relations with each on the basis of equality friendship and mutual benefit .For a suecessful negotiation they need to reach agreement and eliminate the differences.In the successful business negotiations,there is nonecessary factors to get success by abserving negotiation etiquette,but if they against it,there will many needless problems for them to solve,even threaten to reach the agreement.Keywords:business negotiation;etiquette;agreement.1The connection between the etiquette and the business negotiation：Nowdays,the busness negotiaion is not only a sinence,but also an art. As a good negotionator,it requires not only his or her mastery of professional kowledge,mastery of sociology,psychology lingnistics,but also the knowledge of etiquette,which will help him or she to copy withthe business negotiation very well.The business market just likes a battlefield.Under the conditions of the market economy,between all trades and professions,and the enterpris,the merchant always fight for every inch ofprofit for their own economic interests.Of course,all this kind of business are not real battlefiled.The competition is not a real swords and spears,is not a life-and-death flight.The trials of streagth in the business market are the behavior of elegance.If the negotiators in both side have any dispute or they are deadlocked,then all their words must be polite.All in all,whatever the effort of the negotiation is satisfied or not finally,it is also important for the two parties to pay attention to the etiquette.It is said that the main body of the business negotiation is the person,and people’s contacts are sure to accord with a specified standard of etiquette.If we violate the standard of etiquette,there will be kinds of blunt behaviors,which will not only influence the emotion exchang of the two parties,but also influence people’s apraise on your accomplishment,identity and ability,even influence the result of the negotiation.People judge you at first by what they see, so particular attention should be paid to your personal appearance.In a word ,the etiquette plays an imporant role in business negotiations.2 The mian effects about the etiquette in the business negotiations:In the business negotiation,there are five imporant sides about etiquette for the negotiators to care about：At first,the common etiquette inassociation;On the second,the etiquette of meetings;Next,the etiquette of conversation;Then,the etiquette of private communication;Finally,the etiquette to accept or refuse a gift.2.1 The commom etiquette in associationOn the first point,the first thing is you need to be punctual and keep an appointment.Nowdays,in most western countreies,punctuality is viewed as the most basic covenant in business negotiations.It is their friendship and respect for each other.Taking part in the various activities,you are resquested to be here on time,the time for your arrival is neither too early nor too late.When you are going to take a visit,it is nescessary for you to inform the host or hostess in advance.Please keep that in your mind:"Don't pay a vist if the host or hostess doesn’t know it".You need to respect the women and honour the old.In many countries,people are in adherence to the principle of"Ladies first"in the social placeAnd in their daily life.As one of the etiquette,the negotiatorsin both sides are supposed to pay attention to it,at least on the formal occasions.Then,the habits and customs of the negotiation are important for you to keep in mind.In our own historical and cultural backgound,different countries and nations have formed its own customs.What’s more,it must be respected in business negotiations,which can promote the business cooperation between the two parties.Next,Don't talk businesson catering when you have opportunities to have mealtogether with the other negotiators.This is mainly because ："The more people ,the more talk".On the other hand，if you always talk about business in the catering,the other party will think that you are using the catering as a bait.As a resuit,they will think refuse you in the negotiation.In business negotiations,as a excellent negotiator,you have to be dignified,be natural and graceful,be with a friendly amiable nature of expression.What's more,you need to stand well,sit well.Don't talk loudly or talk volubly.2.2 The etiquette of meetingsIn some meetings,introduction is always important.It is viewed as a "door"that helps the negotiators to know each other.There are two different forms:self-introduction,introduction via the third party.Due to some limitation for the first form,it is more popular with the negotiators.Then,when you are making a introduction or meeting someone for the first time,shaking hands as one of the most simple languages,which is widely used all over the world.Normally,the negotiator shakes hands actively with the other party,which means to show their respect and friendship.There are also requirements for time of shaking hands.It needs to be moderate.For example,if you are shortly shaking hands with the others,then he or she will think that you don't have any sincerity.On the contrary,if you shake hands with the others for too long,which also will make him or her feel embarrassed.Ingeneral,you're requested to hold 3-6 seconds while you are shaking hands.The same as time,the dynamics for shaking is also critical.It is also need to be moderate when you are shaking hands.Besides,the ladies shoud take off the right-hand gloves before they are shaking hands.However,the men have to take gloves of both hands.The last but not the least,the greeting .For most time,the negotiators in both parties or more side,come from different places.It is unnecessary to make a introduction one by one.So,under this situation,the two parties can greet by handing their right hand or make a nodding in order to show their respect.For the strangers or unformiliar negotiators,you can also adopt the above forms.2.3 The etiquette of conversationThe next important sides is the conversation etiquette.For the talks,there are two important special points for the two parties.On the one hand,the negotiator's behavior.It refers to their sitting,standing and walking in the process of negotiation.In the business negotiations,the behavior requirement is to behave moderately.On the other hand,the negotiator's speech is another important factors that can influence the result of the negotiation.Don''t Be Curious. It is impolite to be curious about the private affairs of others, such as age, salary, religion and marriage.In conclusion,the negotiators'expression need to be natual, and he or she have to express clearly during the conversation.Then thenegotiating style in the conversion.It must be emphasized that there is no one right approach to negotiations. There are only effective and less effective approaches and these vary according to many contextual factors. As negotiators understand that their counterparts may be seeing things very differently, they will be less likely to make negative judgments and more likely to make progress in negotiations. The research and observations by most scholars indicate fairly clearly that negotiation practices differ from culture to culture and that culture can influence "negotiating style"--the way persons from different cultures conduct themselves in negotiating sessions.For example, U.S. negotiators tend to rely on individualist values, imagining self and other as autonomous, independent, and self-reliant. This does not mean that they don’t consult, but the tendency to see self as separate rather than as a member of a web or network means that more independent initiatives may be taken. American negotiators tend to be competitive in their approach to negotiations, including coming to the table with a fallback position but beginning with an unrealistic offer.Therefore，American negotiators often act in an impersonal way--"business is business" is their maxim. Besides, American negotiators are always mission-driven--anxious to bring parties concerned into agreement, and they have little interest in building up any relationship. Furthermore, American negotiators like to be openlychallenged for the negotiation, and they think it is quite normal if they run into any conflict with any party concerned.Chinese negotiators also look forward to long-term partnership. Unlike America negotiators, they are not in a hurry to push for an agreement. Generally there is a slow start to "warm up", and then it is followed by some tentative suggestions. Like their Japanese counterparts, Chinese negotiators do not expect any open conflict for whatever reasons, and they are trying to "save face" for both sides.The Chinese are reserved and known for their hospitality and good manners. The Chinese consider mutual relationships and trust very important. Therefore, time will be spent in the beginning enjoying tea and social talk. However, they are some of the toughest negotiators in the eyes of foreign negotiators. Technical competence of negotiators is necessary, and a non-condescending attitude is important because the Chinese research their opponents thoroughly to gain a competitive advantage during negotiation. Nothing is final until it is signed; and they prefer to use an intermediary. The Chinese delegation will be large. They rarely use lawyers, and interpreters may have inadequate language skills and experience. Although Chinese negotiators imply that there is no compromise or third choice, in reality there is ample room for compromise.Even as different approaches to negotiation across national cultures are identified, change is constant. International business culture tends to privilege Western approaches to negotiation, centering on problem-solving and linear communication, as do many settings. As Western norms are balanced with Eastern values, and local traditions are balanced with regional and national approaches, negotiation practices continue their global evolution.2.4 The etiquette of private communitionThen,there are four points for the etiquette of private communition.At first,I'd like to talk something meaningful about the telephone etiquette.Telephone is a kind of frequent mode of communication.Generally,talking by telephone is considered as a common aparts in our daily life.Therefore,it is side that talking by telephone is not a diffcult way for the negotiators to commounicate.And it seems there are no any problems existing.However,when the two parties are making a call with each other,there is an art of etiquette for it.In the rest time of a negotiation,one party may call the other ually they make a call for important things.Therefore,both the parties are supposed to pay attention before answering the phone.What's more,they have to get ready for the need things,then choose the proper ways of expression and language tone and so on.During the conversation,you need to expressyourselves clearly,and remmember the important things,expecially the negotiation agenda,the conversation notice,the negotiation time and place,and so on.Sometimes it is necessary for you to repect its in order to make a comfirmation.Next,visit also plays an important role in the business negotiation.So some etiquette for the negotiators has formed while they are taking a visit.In the negotiation,usually there is one party comes from a strange land.Therefore,if you are going to take a visit,you’d better keep the necessary and possibility in mind.For instance,And you are requested to choose the proper clothes before you make an appointment.You are supposed to keep your promise and be on time.Besides,it is inadvisable to visit for too long.Then,the dinner etiquette.If there are opportunities for the parties to have a meal together,it will produce a positive effect,which can help you to negotiate greatly.Then keep the following in mind:1.Make necessary preparations before receiving invitation.If you’reunable to join it because of something urgent,you are expected to inform the host or hostess as soon as possibly,then express your thanks and regret.2.Strictly abide by the time of appointment.It is unfavorable to arrivalfor too early or too late.When you are invited to lunch, dinner, or supper, it is very impolite for you to arrive late, as it is usually planned to have the meal at the exact hour that given in the invitation.Whenyou arrive, the hostess or some members of the family will probably meet you at the door and take your coat and hat. In the winter time ,you should dress more lightly than that of usual, as you may expect the rooms to be warmer than in most Chinese homes. In a few minutes the hostess will ask her guests to come in to dinner. She may or may not ask each gentleman to take a lady in. If she does, the lady will take the gentleman''s arm as they walk into the dinning room. If she does not, the ladies will go in first, followed by the gentlemen.The hostess will either point out their seats to the guests as they come in or have a place card at each place with the guests name on it.3.When the others propose a toast to you at your first time to meet,youshould get up to toast and say"Thank you".Don't be the first one to have a drink.However,if you couldn't have drinks and wines,you can have some soft drinks instead of refusing anything.4.Remember to begin to have the meal after the master's greet.After themeal is over, it is not polite to leave for at least half an hour, lest you seem to have come only for the meal. An evening dinner invitation usually implies that you stay for the whole evening. The hostess often plans some after-dinner entertainment5.You need to appreciate the master by shaking hands with him or herwhen you are going to leave,which will make the master happy so that strengthen the friendship between you.So when leaving any kind of aparty, a guest always expresses his appreciation to the hostess. Some such words as these are appropriate. "Thank you so much. I''ve had a delight evening."At last,the commom courtesy of entertainment.It is a good activity form of temperament cultivating,sentiment fostering,friends making for the negotiators to amuse and join a dance.For instance,the ballroom dance as a communication tool,which,is popular in different countries.Some experenced diplomats used to say:"The agreement is not always reached at the negotiation table,and information is not definitely obtained from the regular channels.Those often is done from the wide range of social communication".2.5 The etiquette to accept or refuse a giftThe gift etiquette also play a significant role in the business negotiationa.As far as we know,gifts are the"lubrication dos"of the business negotiations.It helps the negotiators greatly to strengthen their contact.What’s more,it c an enhance the communication between the two parties,which helps to consolidate each parties'trade relations.In china we use two hands when giving something to a person, or when receiving it, if we want to be very polite. In the West this would seem awkward and impolite In view of the different culture background and religion culture for the negotiators,their hobbies and habits will be different.Therefore,when you are choosing a gift,you'd better set muchemphasis on the customs and culture of the other side.In additional,the quantity of gifts and the value of gifts also are important for you to pay attention.In western countries,usually people tend to unwrap the gift package carefully in the face of the sender after them received a gift.In the mean time,you need to praise the gift and express yor appriciation to the sender.Generally speaking,there are 3 kinds of gifts that you can not accept：the illegal and contaband gifts;a gift with its price of regulation exceded(such as the cash,the certificate gifts);the gifts that contain a hint of an unacceptable items.For the above gifts,you'd better refuse squarely. 3The main effects of etiquette in the business negotiations: Business etiquette is the business etiquette norms. Business etiquette is coordination and communication functions with cohesion emotional role. With the development of society, the business relations are getting wider and wider, in a variety of business contacts gradually formed a code of conduct and guidelines, guidance on business conduct themselves in society, and as a code of society, coordinating human relations and human and social relations, so that people are friendly to each other, respect the other's premise, compliance with the protocol norms, in accordance with the protocol norms restrain itself, it is easy for people to feelings of interpersonal communication. so emotional pool play to the role, and establish mutual respect, mutual trust, friendship and cooperation relations, in turn help the development of various undertakings. Businessetiquette is a behavioral science, and should seriously the systemic training. Due to geographical and historical background, the system between various kinds of differences True but reflects the aspirations of the same, and to abide by the norms and codes of conduct is consistent. All the above etiquette have lots of positive effects in the business negotiations.Totally,three effects of etiquette are mainly divided.3.1 To create a good atmosphere and pull the distance close between the two partiesAs an enterprise,if you can give the customer a warm and thoughtful,easy and decent reception;think for others think;help other to solve the problems;and respect the others,the customer will be sure to think that you are sincere.What's more,they will be willing to make contact with you.Besides,if the two parties can negotiate in a relaxed and harmonious atmosphere,it will naturally shorten their distance and help to find a combination,which both of the parties are able to accept and get a benefit.3.2 To portray a good image and promote the trade to suceedFor the second effects,the parties may not understand well that the personal image is often the delegate of the enterprise image.There is common phenomenon:in the commercial activities,a party often judge the other party by their first impression,which contains the behavors andtalk,even more influence the degree of interaction between them via analyzing the gedible dgree of their respresented enterprise.Thus it can be seen that all the negotiators’ nobl e morality and sentiment,refined and courteous speech and deportment,profound knowledge,appropriate courteous will leave the others with a profound impression in the commercial activities.It also seems to give the enterprise a high opinion,then reduce the resistance of the negotiation.3.3 To deepen an understanding and promote the friendship.Finally promote the trade to succeed.In business negotiation,all the parties are likely to protect their own economic benefits.As a result,it will inevitably coursed some conflicts.This kind of conflict always occur between the enterprise and individual.Due to the commercial activities,which does not like a kind of confrontation .They have not to make the problem which in the trading become a kind of attack for an enterprise or individual.They are requested to make a distinction between the individual and the matters.During the business negtiation,the two parties always are locked in a statemate.Therefore,it is necessary for them to pay attention to the ceremony and propriety standard.Founding out an agrement for both the parties to reach by their understanding and commounicating.To build up a friendship that become a congterm cooperation partner via the trading.However,considering the way that they get along with others is sincerely and a good etiquette,even if thetrade between them failed,they also can communicate with each other and build up a long-term fiendship,then found other opportunities to cooperate.In view of the negotiation is done between the individual and individual,so the negotiation process is a interpersonal communication procss.The interpersonal relationship ofen is critical in the negotiaion.There is no any reputation for the negotiator or an enterprise with a low moral character,even no accomplishment.It is hard for this kind of person to get succeed.But if the paties can treat each other sincerely and respectly,there will be an ideal effect for the negotiation.In a word,it is meaningful for both the parties to pay attention to the tiquette while they are negotiating.Conclusion:There has been much research in the field of negotiation, and there is fortunately now a good deal of information around that can guide us in our quest to become better negotiators. Most likely, as with many of the other skills mentioned in the paper, we have to learn how to negotiate through trial and error. Most likely, we have developed particular individual styles that we are comfortable with. However, research has shown that there are certain ways of negotiating that are simply more productive than others. Most important to us here, perhaps, is the fact that the research on effective versus less effective international negotiation styles seems to support certain aspects of the etiquette of the business negotiattion, while discouraging other aspects.Negotiators asmembers of society are led easily into attitudes of cultural bias. The only way to overcome that bias is to create awareness of one's own etiquette cultural system by understanding how other people behave in another system. The negotiator, from his knowledge of his opponent's etiquette culture and his sensitivity to it, can adapt his behavior to the situation and serve the interests of the interaction. The more and better the communication, the greater the amount of information shared or extracted, and the greater the build-up of trust, the more likely is the possibility of creating the satisfaction that negotiators are exchanging at the end of the day. In order to be effective the negotiators operate as detectives searching for clues to the values and interests of their counterparts. They avoid assumptions about partner concerns; they look for what does matter to the partner rather than what should matter. In short, they must be careful not to allow cultural stereotypes to determine his or her relations with local businesspersons.。