浅议礼仪在商务谈判中的作用.docx
- 文档编号:26184538
- 上传时间:2023-06-17
- 格式:DOCX
- 页数:11
- 大小:25.79KB
浅议礼仪在商务谈判中的作用.docx
《浅议礼仪在商务谈判中的作用.docx》由会员分享,可在线阅读,更多相关《浅议礼仪在商务谈判中的作用.docx(11页珍藏版)》请在冰豆网上搜索。
浅议礼仪在商务谈判中的作用
浅议礼仪在商务谈判中的作用
浅谈礼仪在商务谈判中的作用
Introduction
Etiquetteistheprocessandmeanstoshowrespecttoeachotherininterpersonalrelationshipbycertain,commonprocedures.TheEtiquettecanbesaidtobeaperson’sexternalappearanceofinwardcultivationandquality.Firstly,itcanhelppeopleraisetheirself-cultivation.Secondly,itwillpromotesocialinteractionandimprovepeople’sinterpersonalrelationship.Italsocanpurifythesociety.Sincedifferentcountrieshavedifferentpolitical,conomicalhistoricalandculturalbackgrounds,aswellasdifferentwaysofdeveloping,therearealotofdifferencesinetiquettesinmanyfieldsandmanyaspects,especiallysomethingrelatedtocultturalbackground.ThegoodunderstandingofdifferentetiquettesbetweentheEasternandtheWesterncountriesarebecomingabsolutelynecessaryandpopular.
Negotoaotionplaysavirtualpartinbusinessactivities.Negotiationbetweenthesellerandthebuyernormallycoversaspectsinculdingquality,quantity,packing,price,shipping,insurance,payment,complatints,andarbitration.Toreachanagreementortosignacontract,appropriatenegotiationtacticsandetiquettesshallbeadopted.
Inmodernsociety,itseemsthattheworldisgettingsmallerandsmaller,peopleareveryactivewithfrequentexchanges.Manycountriesarepayinggreatattentiontothecombinationofinternationaletiquettesandnationaletiquettes.Soweshouldenrichourcross-cultureawarenessandholdachangingattitudetowardallkindofequettes.Etiquettesaretheculturewealthofhumanbeing.
Thispaperexploresthedifferentetiquettesindifferentcountriesintheinternationalbusinessnegotiationsettings,soastomakeitpossibleforfuturesuccessfulnegotiations.
IDifferentConceptsReflectedfromNegotiationEtiquettesintheEastandtheWest.
Theculturalvarietiesmaketheworldsplendid.Inordertodobusinessactivelyandsuccessfully.Itisnecessaryforthebusinessmentohavetheknowledgementandtherequiredskillsininterculturecommunicationandenhancebasicskillsinusingdifferentculturesinnegotions.
1.1SeentheNegotiationEtiquettesfromIntroduction
Differentpeopleshowdifferentappriciationofetiquettesinnegotiationsbecauseofthedifferencesofraces,regionsandcharacteristicfeatures.Generallyspeaking,thewesternpeoplearepositiveandagressiveinnegotiations,theEasternpeopleshowtheconservativeandpassivecharacteristicfeatures.Thesedifferencesrootedintheinduvidualcultureconcepts.ThemostdistingushedrepresentiveoftheWesterncountriesisAmerica,ThemostdistingushedrepresentiveoftheEasterncountriesisJapan.Letseethedifferentcultureconceptsreflectedinnegotiations
First,Americanconceptsseenfromnegotiations.Amerciansareoutgoingandgoodatexpressingthemselves,andmostAmercianspeakdirectly.Theyoftenholdsuspectiontonegotionwhosaysomethingindriectlyandimplicitly.Theirnegotiationstylesareasfollow
Confidentandpositive
Directandstrategicforestallone'sopponentbyashowofstrength
ØClearattitudetowardsagreementanddisagreement.
ØVariouswaysofnegotiations
ØCherishtimeandpayspecialattentiontodeadline
ØEsp.Profitable
ØStrongsenseoflawsandcontacts
ØKeenonpackagedeal.
ØStrongracesuperiority,hardtomakeconcession
AnAmericanbusinessmanwantedtosellanewproducttoaJapanesebusinessman,theyagreetomeet.
Attheirfirstmeeting,theAmericanbusinessmanwastednotime.Heintroducedhisproductandafterhisintroduction,hewaitedforquestionsinwhathehadsaid.Tohissurprise,theJapanesebusinessmanshowednointerestinwhathadsaid,Instead,theJapanesebusinessmanaskedabouttheweatherandholidaysintheirtwocountries.TheAmericanbusinessmanfeltfrustratedandevenannoyed.HeconcludedthattheJapanesewas‘impolite’,anddidnotknowhowtodobusiness.Furthermore,hedecided,theJapanesedidn’tlikehim,whichexplainedeverything.
Anaiyzethesituationanddecidewhatwentwrong?
Infact,theAmercianbusinessmanwasignorantofJapaneseculture.HedidnotunderstandthatbeforeabusinessrelationshipcanbeestablishedwiththeJapnese,hemustfirstdevelopagoodpersonalrelationshipwithhim.HeshouldtakethetimetocultivateacloserrelationshipwiththeJapanesebusinessman,andthen,takingaboutthiscompany’product.
Introductionsareimportantaspectsofourdailylife.however,fewpeopleknowhowtomakethemproperly.Inbusiness,therearetworulestobeobserved.First,thepersonoflesserimportance,regardlessofgender,isintroducedtothepersonofgreaterimportance.Second,thenameofthemoreimportantpersonismentionedbeforethenameofthelessimportantperson.
1.2SeentheNegotiationEtiquettesfromEyeContact
Eyeisanimportantaspectofbodylanguage.TheChinesesaying:
theeyeisthewindowofthesoul〞.Alyricgoes:
〝yourlipstellmeno,butthere’yes,yesinyoureyes〞.Eyescanspeakininterpersonalcommunication.Allcultureshavetheiruniquesocialrulesgoverningtheireyecontactandthesedifferencescanmakepeoplefeeluncomfortablewithoutbeingawareofwhytheyareuncomfortable.
Eyecontactshowstrustworthiness,andintegrity(=honest〕.Onedoes’tanythingtohide.Whengreetingandconversingwithothers,directeyecontactishighlyvaluedbypeopleofthesecountries.Peopleexpectthepersontheyareinteractingwithto〝lookthemintheeye〞.Notdoingsoimpliesboredomordisinteresting.Avoidingthepartner’seyecoulddiscouragehimfromgoingon.Theeye,however,isnotsteady,itismaintainedforasecondortwo,moveawayquickly,staringatsomeone’seyewhiletalkingisnotpolite.
•InNorthernAmericanandNorthernEuropeancultures
•U.S.personsareveryuncomfortablewithprolongedeyecontact.
•WhataretherulesforeyecontactaccordingtotheChinesecustom
•Ifyouarespeakinginpublic,doyoulookatyouraudiencefrequently,oryouburyyournoseinyourmanuscriptiontoreadyourspeechallthetimeThereisnowrittenrulesforeyecontactinChina,butit’sobservedthatChinesepeopleusu.loweroureyesasasignofdeference,butthesedifferencescanleadtomiscommunicationinthemulticulturalworkplace.
•Theeyescanbeveryrevealingduringnegotiation.Thepupilsoftheeyescontractordilateinresponsetoemotions.Well-trainednegotiatorswillwatchthepupilsforsignsthatyouarewillingtomakeconcessions.
•BecausepeopleoftheMiddleEastknowtheymaygiveawayhowtheyfeelwithnonverbaleyemessages,theymayweardarkglassestohidesuchmessages.
RespectDifferentCulturesandMakingGoodUseofEtiquettes
Ininternationaltrade,visitorsshouldactinaccordancewithlocalbusinssetiqutte.Theirisacommansaying〝DoasRomansdo〞,inchinaareshowthisprinciple.Whenyougettoaplace,youshouldobeytheprincipleoflocalpeoplebuttohaveyourowncharacteristics.Ofcoursetohaveyouowncharacteristicsshouleincludetoknowthesensitivetopicoflocalpeople,torespectthecustomsoflocalpeopleandculture.Inthefollowingpassagewewilldiscussmattersneedingaffectionbyusingintheinternationalasexample.
2.1KnowAboutDifferentNegotiationTabooandStyle
Tabooisabanoraninhibitionresultingfromsocialcustomoremotionalaversionandthatisakindofculture.Anobject,aword,oranactprotectedbysuchaprohibition.
AmercianTaboo:
•〝13〞and〝Friday〞〝blackcat〞
•Dislike蝙蝠〝bat〞,hateanyproductandpackagingwithbatdesign.----badluck.
•Payspecialattentiontoprivacy
•Avoidlargesseandmake-up,perfumeandclothestowoman.
•Keepappropriatedistance.
Forexample,aBritishmangagerwenttoanArabcountryforabusinessmeetingwithhisArabcounterpart.Discussionswentsmoothlyandbothsidesfeltpleased.
Duringabreak,bothstoodtalkingcasually.TheArabmanager,thinkingtheynowkneweachotherquitewell,felttheyshouldstandclosertogethertoshowtheclosenessoftheirbilateralrelationship.SohemovednearertotheBritishmanager.TheBritishmanagerwassurprisedbythismove,butthoughttheactionwasunintentionontheArbamanager’spart.Hesteppedbackabittokeepthedistancebetweenthem.
TheArabmanager,inhisturn,wassurprisebyhisBritishcounterpart’ssteppingback.HetookitasasignthattheBritishmanagerwasignorantofhisgoodintentionsandagaindecidedtomoveforwardtoshowhisgoodintentionsanddecidedtomoveforwardtoshowhissincerity.Thisfurthermove,onthepartoftheArabmanager,madetheBritishmanagerfeeluncomfortableandevenunhappy.Bothfeltfrustratedbythesituation,andneitherofthemunderstoodwhytheotherpersonfelttheneedtoalterthedistancebetweenthem.
Inthearenaofinternationalbusinesscommunication,themoreyouknowofthecultureofthecountryyouaredealingwith,thelesslikelyyouaregetintodifficult.
Featuresofinternationalnegotiation
Notonlysharesimilarfeatureswithnationalnegotiationsbutalsohavespecificfeatures
•Politicalanddiplomatic
•International
•Risky
•Complicated
•Wide-ranged
KnowledgeandSkillsRequirements
•Properattitudetowardsnegotiation
•Goodpreparation
•Awarenessofcross-culture
•Gettingfamiliarwithpolicyandinternationalrulesandlaws.
•Goodcommandofforeignlanguages.
Americanfeaturesinnegotiation
•Character:
easy-going,out-going(ingeneral)
•Negotiationstyle:
ØConfidentandpositive
ØDirectandstrategic
Øforestallone'sopponentbyashowofstrength
ØClearattitudetowardsagreementanddisagreement.
ØVariouswaysofnegotiations
ØCherishtimeandpayspecialattentiontodeadline
ØEsp.Profitab
- 配套讲稿:
如PPT文件的首页显示word图标,表示该PPT已包含配套word讲稿。双击word图标可打开word文档。
- 特殊限制:
部分文档作品中含有的国旗、国徽等图片,仅作为作品整体效果示例展示,禁止商用。设计者仅对作品中独创性部分享有著作权。
- 关 键 词:
- 礼仪 商务 谈判 中的 作用