浅谈礼仪在商务谈判中的作用.docx
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浅谈礼仪在商务谈判中的作用.docx
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浅谈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,monprocedures.TheEtiquettecanbesaidtobeaperson’sexternalappearanceofinwardcultivationandquality.Firstly,itcanhelppeopleraisetheirself-cultivation.Secondly,itwillpromotesocialinteractionandimprovepeople’sinterpersonalrelationship.Italsocanpurifythesociety.Sincedifferentcountrieshavedifferentpolitical,conomicalhistoricalandculturalbackgrounds,aswellasdifferentwaysofdeveloping,therearealotofdifferencesinetiquettesinmanyfieldsandmanyaspects,especiallysomethingrelatedtocultturalbackground.ThegoodunderstandingofdifferentetiquettesbetweentheEasternandtheWesterncountriesarebeingabsolutelynecessaryandpopular.
Negotoaotionplaysavirtualpartinbusinessactivities.Negotiationbetweenthesellerandthebuyernormallycoversaspectsinculdingquality,quantity,packing,price,shipping,insurance,payment,platints,andarbitration.Toreachanagreementortosignacontract,appropriatenegotiationtacticsandetiquettesshallbeadopted.
Inmodernsociety,itseemsthattheworldisgettingsmallerandsmaller,peopleareveryactivewithfrequentexchanges.Manycountriesarepayinggreatattentiontothebinationofinternationaletiquettesandnationaletiquettes.Soweshouldenrichourcross-cultureawarenessandholdachangingattitudetowardallkindofequettes.Etiquettesaretheculturewealthofhumanbeing.
Thispaperexploresthedifferentetiquettesindifferentcountriesintheinternationalbusinessnegotiationsettings,soastomakeitpossibleforfuturesuccessfulnegotiations.
IDifferentConceptsReflectedfromNegotiationEtiquettesintheEastandtheWest.
Theculturalvarietiesmaketheworldsplendid.Inordertodobusinessactivelyandsuccessfully.Itisnecessaryforthebusinessmentohavetheknowledgementandtherequiredskillsininterculturemunicationandenhancebasicskillsinusingdifferentculturesinnegotions.
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,takingaboutthispany’product.
Introductionsareimportantaspectsofourdailylife.however,fewpeopleknowhowtomakethemproperly.Inbusiness,therearetworulestobeobserved.First,thepersonoflesserimportance,regardlessofgender,isintroducedtothepersonofgreaterimportance.Second,thenameofthemoreimportantpersonismentionedbeforethenameofthelessimportantperson.
1.2SeentheNegotiationEtiquettesfromEyeContact
Eyeisanimportantaspectofbodylanguage.TheChinesesaying:
theeyeisthewindowofthesoul”.Alyricgoes:
“yourlipstellmeno,butthere’yes,yesinyoureyes”.Eyescanspeakininterpersonalmunication.Allcultureshavetheiruniquesocialrulesgoverningtheireyecontactandthesedifferencescanmakepeoplefeelunfortablewithoutbeingawareofwhytheyareunfortable.
Eyecontactshowstrustworthiness,andintegrity(=honest).Onedoes’tanythingtohide.Whengreetingandconversingwithothers,directeyecontactishighlyvaluedbypeopleofthesecountries.Peopleexpectthepersontheyareinteractingwithto“lookthemintheeye”.Notdoingsoimpliesboredomordisinteresting.Avoidingthepartner’seyecoulddiscouragehimfromgoingon.Theeye,however,isnotsteady,itismaintainedforasecondortwo,moveawayquickly,staringatsomeone’seyewhiletalkingisnotpolite.
•InNorthernAmericanandNorthernEuropeancultures
•U.S.personsareveryunfortablewithprolongedeyecontact.
•WhataretherulesforeyecontactaccordingtotheChinesecustom
•Ifyouarespeakinginpublic,doyoulookatyouraudiencefrequently,oryouburyyournoseinyourmanuscriptiontoreadyourspeechallthetimeThereisnowrittenrulesforeyecontactinChina,butit’sobservedthatChinesepeopleusu.loweroureyesasasignofdeference,butthesedifferencescanleadtomismunicationinthemulticulturalworkplace.
•Theeyescanbeveryrevealingduringnegotiation.Thepupilsoftheeyescontractordilateinresponsetoemotions.Well-trainednegotiatorswillwatchthepupilsforsignsthatyouarewillingtomakeconcessions.
•BecausepeopleoftheMiddleEastknowtheymaygiveawayhowtheyfeelwithnonverbaleyemessages,theymayweardarkglassestohidesuchmessages.
RespectDifferentCulturesandMakingGoodUseofEtiquettes
Ininternationaltrade,visitorsshouldactinaccordancewithlocalbusinssetiqutte.Theirisamansaying“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,madetheBritishmanagerfeelunfortableandevenunhappy.Bothfeltfrustratedbythesituation,andneitherofthemunderstoodwhytheotherpersonfelttheneedtoalterthedistancebetweenthem.
Inthearenaofinternationalbusinessmunication,themoreyouknowofthecultureofthecountryyouaredealingwith,thelesslikelyyouaregetintodifficult.
Featuresofinternationalnegotiation
Notonlysharesimilarfeatureswithnationalnegotiationsbutalsohavespecificfeatures
•Politicalanddiplomatic
•International
•Risky
•plicated
•Wide-ranged
KnowledgeandSkillsRequirements
•Properattitudetowardsnegotiation
•Goodpreparation
•Awarenessofcross-culture
•Gettingfamiliarwithpolicyandinternationalrulesandlaws.
•Goodmandofforeignlanguages.
Americanfeaturesinnegotiation
•Character:
easy-going,out-going(ingeneral)
•Negotiationstyle:
ØConfidentandpositive
ØDirectandstrategic
Øforestallone'sopponentbyashowofstrength
ØClearattitudetowardsagreementanddisagreement.
ØVariouswaysofnegotiations
ØCherishtimeandpayspecialattentiontodeadline
ØEsp.Profitable
ØStrongsenseoflawsandcontacts
ØKeenonpackagedeal.
ØStrongracesuperiority
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