The Study on the Etiquette in Business NegotiationsWord文档格式.docx
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The Study on the Etiquette in Business NegotiationsWord文档格式.docx
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domestic
and
international
economic
trade
negotiations
have
become
a
universal
phenomenon
in
social
economiclife.
However,
for
various
reasons,
many
negotiators
are
still
lack
negotiation
scientific
knowledge,
remain
stage
perceptual
knowledge.
They
think
successful
negotiations
depend
largely
on
whether
quick
thinking,eloquence
iseloquent,giverepliesfluentlyandstrainingeniously.This
thesis
starts
from
theimportanceandprinciplesoftheetiquetteinbusinessnegotiation,elaboratestheetiquetteswhichshouldbefollowedindifferentsteps,andlistsdifferenteffectsofcultureswhichinfluencethebusinessnegotiation.Theaimofthethesisistoenablethenegotiatorstohaveabettergraspofthebusinessdetails,andpromoteavarietyofbusinessactivitiessmoothly.
Key
words:
business
negotiations;
etiquette;
culture;
effect
摘要
随着中国经济的快速发展,我国国内与国际的各种经济与贸易的谈判已经成为社会经济生活中的一种普遍现象。
但由于种种原因,不少谈判人员还缺乏对谈判的系统和科学的认识,往往停留在感性认识阶段,认为谈判的成败得失,主要取决于谈判人员的思维是否敏捷,口才是否雄辩,应对是否如流,应变是否巧妙。
本文从商务谈判的重要性和原则出发,阐述了在商务谈判各个阶段应遵循的礼仪,并且列出了不同文化对商务谈判礼仪的影响,以期更好地促进各种商务活动的顺利进行。
关键词:
商务谈判;
礼仪;
文化;
影响
Introduction
WiththefastdevelopmentofeconomicbusinesstradebetweenChinaandforeigncountries,ChinaasthebiggestdevelopingcountryhasacceptedtheattentionfromtheworldsincejoiningtheWTO.Internationalnegotiationisnotonlyaneconomicactivity,butalsoavariousculturalcommunicationinwhichtwoormoreentitiesfromdifferentculturalbackgroundsdiscusscommonandconflictinginterestsinordertoreachanagreementofcommonbenefits.
Thenegotiatorsmaybenefittheagreementtheyreach,buttheystillhaveconflicts.Thereasonswhybusinessnegotiatorssucceedinresultofquitemanyelements,butetiquetteisoneofthemostimportantfactors.Thebusinessetiquetteshowstheprincipleofrespectingeachotherinbusinessactivities.Thebusinessetiquetteisaroletorefrainthenegotiator’sbehaviorinbusinessactivities.Mostofthenegotiatorshavetwogoals:
setupbusinessrelationshipandreachanagreement.Toachievethegoalsfrequently,it’sveryimportanttohavetheknowledgeofbusinessetiquetteineverystepandvariousculturalbackgrounds.Thisthesisintroduceseverystepthatnegotiatorsshoulddoandtheeffectofculturedifferenceinbusinessnegotiation.Thefirstchapterintroducesthedefinitionofbusinessnegotiation.Thesecondchapterintroducestheetiquettewhichshouldbemasteredinthepreparationstage.Thethirdchapterintroducestheetiquettewhichshouldbefollowedinthedifferentsteps.Thelastchapterintroducestheetiquettewhichshouldbefollowedaccordingtodifferenteffectsofculture.Fromallthese,itcanenablethenegotiatorstohaveabettergraspofthebusinessdetails,andpromoteavarietyofbusinessactivitiessmoothly.
1.TheDefinitionofBusinessNegotiation
Businessnegotiationmeanstheprocessthatbothpartiesfortheirowncommercialpurposesfocusonsomethingaboutthebusinessintereststonegotiateforresolvingdifferences,andfinallyreachanagreementandsignacontract.Inthewholeprocess,therearemanyfactorstoensurethesuccessofthenegotiations,butthepositionofetiquetteisveryimportant.Onlythebusinessnegotiatorsmasterbusinessnegotiationstrategiesandetiquette,theywillbeabletodowellintheprocess.Thisdefinitionsuggeststhatnegotiationscarrythroughunderthesesettings.Themostimportantonecomestothecommonbenefit.Itisunessentialtonegotiatewithoutanymotivationincommon.Forexample,makingthedealisthecommonbenefitsintheprocessoftheinternationalbusinessnegotiation.Makingcompromiseisthesecondsettingweshouldknow.Everybodycomestothenegotiationwithanambitionofsolvingtheproblemandthedifferencebetweentwoparties.Keepingthisambitioninmind,everypartyisreadytomakecompromiseforthedoublewinnegotiatingresult.
Businessnegotiationisa
common
problem
betweenthe
two
ormoreparties.Theyaimtoachievethepurposeofsharinginterests,soitisthebusinessprocessofemotionalinteractionthroughnegotiationandpersuasion.Negotiationis
akindofcommunicationbetweenpeople,butalsowithahighlyrationalprofitdriven.Etiquetteisformedintheprocessofcommunication,anditwillbereflectedinthenegotiatingtable,embodiedinthewhole
processofnegotiation.
Negotiation
etiquetteis
followedinthe
accordingtodifferent
ritualsand
ceremonies.
2.TheImportanceandPrinciplesoftheEtiquetteinBusinessNegotiation
Weshouldpayattentiontotheetiquetteinbusinessnegotiations,thefollowingsaretheimportanceandbasicprinciplesthatthenegotiatorsmustbeadheredtoinbusinessnegotiati
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