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毕 业 论 文
(2012届)
题
目： The Role of Etiquette in Busine Negotiation 系
部：
经济管理系
专
业：
商务英语
班
级：
09 商务英语(3)班
学生学号：
0909010319
学生姓名：
指导教师：
完成时间：
2012年3月
The Role of Etiquette in Busine Negotiation
Abstract: Looking through the history and trend of the development of modern busine, the reason for a company to occupy a bigger share of the market and grow quickly among the tough competition is the good commercial etiquette and the skills f commercial negotiation, that’s because all these things will be significant for establishing a good corporate image, improving the competitivene of enterprises and deepening the trust and friendship of collaborators, so as to get more profit.The good commercial etiquette can also be one of the most important guarantees of a succeful busine negotiation.This thesis will elaborate the proposition from three aspects including the connotation of etiquette and busine negotiations, how to grasp negotiation skills of etiquette and the importance of busine etiquette.Key Words: Etiquette;busine negotiations;effect
Content I.Introduction......................................................................错误！未定义书签。II.Meaning and relationship of etiquette, busine etiquette and busine negotiation.............................................................................................................1 2.1.The meaning of etiquette..........................................................................1 2.2.The meaning of busine etiquette...........................................................1 2.3The meaning of busine negotiation.........................................................2 2.4The relationship between etiquette and busine negotiations..................2 III.Busine negotiations to the requirements of etiquette...................................2 3.1.Pre-negotiation preparation stage etiquette..............................................2 3.1.1.Negotiation time determination......................................................2 3.1.2.Venue determination........................................................................3 3.1.3Negotiators determine.......................................................................3 3.1.4Etiquette of negotiators.....................................................................3 3.1.5 The protocol of the negotiation procedure.......................................4 3.2.The etiquette of the negotiators in the negotiation...................................4 3.2.1 Opening stage...................................................................................4 3.2.3Expre stage.....................................................................................5 3.2.4Contest stage.....................................................................................5 3.2.5Compromise stage.............................................................................5 3.3.The signing ceremony after negotiation...................................................6 IV.Case..................................................................................................................6 4.1.Case1........................................................................................................6
4.2.Case2........................................................................................................7 V.The impact of the etiquette in the commercial negotiations.............................8 5.1.Busine etiquette's impact on communication........................................8 5.2.Busine etiquette's impact on image.......................................................8 5.3.Busine etiquette's impact on coordination............................................9 Conclusion.............................................................................................................9 Bibliography........................................................................................................11
I.Introduction With the development of society, the progre of the times and the acceleration of economic globalization, good manners at work and in life play an increasingly important role.Especially in the modern busine activities, etiquette for negotiation succe plays a foundation role, staff level of etiquette is representing company image, and good company image is the most direct social benefits, therefore, for every busine person, good etiquette standard is a compulsory subject.II.Meaning and relationship of etiquette, busine etiquette and
busine negotiation
2.1.The meaning of etiquette Etiquette refers to people contacts in the community due to the historical traditions, customs and habits, religious beliefs, the trend of the times and other factors and form, both recognized by the people, for the people of compliance, is for the purpose to establish harmonious relationship with the various exchanges request code of conduct and norms.Can be roughly divided into chief etiquette, busine etiquette, service etiquette, social etiquette, etiquette and other five branch.2.2.The meaning of busine etiquette Busine etiquette is self-explanatory commodity circulation of various economic behavior should follow a series of etiquette.It mainly includes the trading activities of enthusiasm to receive a client, how to get to trade negotiations, how to succefully promote their products, to solemnly held various busine ceremony, how to properly solve busine disputes, etc.Busine etiquette is reflected in the commercial activity behavior criterion of mutual respect.Its core is a kind of behavior criterion, is used to bind us in all aspects of daily busine activities.Its role is to reflect the mutual respect between people.Busine etiquette is the busine to appearance and speech and deportment of general requirements.2.3.The meaning of busine negotiation Busine negotiations, also known as busine meetings, the activities of different economic entities, the parties to their own economic interests and to meet each other's needs through communication, negotiation, compromise, cooperation, strategy and other poible busine opportunities identified proce.It is an important part of the proce of commodity trading.Busine negotiation is not just parties to the negotiations based on the economic interests of the exchanges and cooperation between parties with different cultural collision and communication.2.4.The relationship between etiquette and busine negotiations Etiquette and busine negotiations have a very close relationship.On the one hand, proper etiquette is one of the important basic conditions for succe in busine negotiations, a very important role in the negotiations.On the other hand, the negotiation of a win-win busine on both sides to focus on etiquette, jointly contributed to the succeful transaction.III.Busine negotiations to the requirements of etiquette 3.1.Pre-negotiation preparation stage etiquette 3.1.1 Negotiation time determination Choice of workplace communication, negotiation time is directly related to the negotiation good or bad.To be carefully considered in the choice of negotiating time, you should try to
avoid the work efficiency is not high fatigue communication period and pay attention and try not to occupy the other side to rest or vacation time.Specific operation, consultation time to a good start of negotiations and the other in advance, the number of negotiations, coordinate intermediate rest time.3.1.2 Venue determination
The venue for negotiations and site selection and how to meet the ritual requirements also play an important role in the succe of the negotiations.Generally speaking, a large commercial venue for negotiations in the city between the two sides take turns to show impartiality, also choose a third location.Small busine negotiations take place in the more familiar place to need to pay attention, to gain the consent of the other.Selected place should be spacious, elegant, quiet.The venue to be solemn and tidy place the good name of the seat in every negotiation I signed.Negotiations seating arrangements can be carried out in accordance with the protocol order of the meetings and talks.3.1.3 Negotiators determine A capable negotiator team is beneficial to the succe of negotiation.Meanwhile it is the respect to the other side.The negotiator must have ample profeional knowledge and grasp some certain negotiation skills and etiquette, have nice personal quality and mentality, even good team awarene.3.1.4 Etiquette of negotiators The negotiators must dre up decently, because it can produce deterrent force, showing the confidence and tact, and can impre a good image to the other side.The negotiator should master the time of arriving and leaving, have a good knowledge of the time that the vehicle arrives at the destination so as not to be late.The negotiators had better not to leave alone, if
neceary, you must say to the other side with apologizes.The negotiators should carry the visiting card with them, and ask for the information of the other side in previous to add to the poibility of winning the negotiation.3.1.5 The protocol of the negotiation procedure.It is important to make a protocol of negotiation procedure in previous.The protocol should do with the agenda arrangement, the discuion sequence of every subject and the time aignment that every subject takes.All of above will be beneficial to the situation of the negotiation.3.2.The etiquette of the negotiators in the negotiation
3.2.1 Opening stage
Negotiators should pay special attention to etiquette.When entering the venue, courtesy the other advanced, keep smiling.After the negotiations began, who after a brief, graceful shake hands with each other? Remarks to be generous, simple, try to eliminate each other's strange sense of.3.2.2 Overview stage
Overview to brief and to let others know their intentions and objectives of the negotiations, tone of voice should be easy and not beat about the Bush, not the whole.When in each other's overview, listen to and record.Remember, not unilateral statements, to avoid “chatter non-stop all day long” and rude.3.2.3 Expre stage These stage each side to present its objectives, intentions and requirements in the talks, marking the negotiations have entered a substantive stage of consultation to discu.At this stage, listen subtext in the discourse of the other party, observing each other's mental changes, body language, grasp each other's motives, as well as the bottom line, to gain the initiative.Remember, when questioning tone of mild to warm, the text as appropriate and accurate.Ask questions to clear, Logical.Other reply to listen, just interrupting each other.Questions are answered back thanks to the other party.3.2.4 Contest stage This is the most intense in the negotiating proce, the most critical and most difficult stage.Interests of the negotiating parties to represent are trying to convince the other side, so the debate is inevitable.Debate to special note: not ready war;Appropriatene of language civilization, the body stable;Blend sensible, clear, simple language;when after a round of confrontation, after the failed to make conceions, do not approach.If unable to reach a consensus, you can temporarily change the subject, make sure to not silence for too long.3.2.5 Compromise stage Negotiation is based on the premise of mutual reciprocity and mutual benefit, party victory, party a crushing defeat was not meeting the requirements of etiquette.In order to reach an agreement, the two sides should hold sincere cooperation attitude, insisted that he must reach the target subject, make small compromises but also get succe tips.Avoid blind conceion in haste.3.3.The signing ceremony after negotiation.The both sides finally reach an agreement after several battles and consultations, and would use the form of contract to prove it.Meanwhile, the rite can not be neglected.During the signing ceremony, the both sides should have a seat commonly, and there are aistors around them.The two aistors should stand apart near the signers and the others stand behind the signers.The aistors should help open the text and point out the position where sign.The signers exchange the text through the aistors after signing, and sign the other text.Finally, the signers stand up at the same time, exchange the text, shake hands and congratulate on the succeful endeavor about fulfilling the agreement, expre good wishes to the succe of signing, and the aistors should clap their hands to expre congratulations.IV.Case
4.1.Case1 A company in Brazil went to America to buy sets of equipment.The members of Brazil delayed for going shopping with the result that it was too late for 45 minutes when they went to the destination.American delegates were fermented with rage, spending long time condemning that Brazil delegates were not prompt and trustworthy.If it was going on, there would be slim chance to cooperate in that wasting time means wasting resources and money.Brazil delegates were so ashamed that they kept apologizing to Americans.When both began negotiating, Brazil delegates were growing to be not knowing what they could say, how they could do.There was no doubt that they were in a paive state.Not only did they have no mood to bargain with American delegates, but also they could not keep them calm to throw them in to meditation seriously, ending up with signing the law in a hurry.Till signing the law, Brazil members found themselves failed and cheated when they were in silence with brains
not heating.Analysis: It is not a decent behavior in the case that Brazil members were late for 45 minutes.Brazil members did not keep abreast of American civilization carefully, not realizing the importance of promptne, resulting that American delegates doubted that Brazil delegates sincerity and prevailed before negotiating.But Brazil delegates were too paive to keep silent when scrutinizing the contract, result a lo to the company.Busine negotiation was a paramount activity for both enterprises.Negotiators should keep prompt to show respect to the other side.Brazil members should know American habits, grasp accurate time in advance, make a thorough preparation to compete for the privilege of negotiation.4.2.Case2 When negotiating with the businemen, the secretary of the party committee from one of the districts in Beijing found the other side was on the alert towards his own identity, hindering the proce of the negotiation.Then, he made a prompt decision and stood up, saying, ''Although I am the secretary of the party committee, I also know and develop the economy, moreover I own the right to make policy.We are too tiny, owning fewer powers, but we are honest, wanting to cooperate with you sincerely.Whether we are unanimous or not, at least you, a foreign gentleman can make friends with me, a native friend.“Very few words from the bottom of his heart dismied the confusion of the busineman, making the negotiation proceed smoothly in a deeper depth.The secretary of the party committee in the case realized his own conditions clearly, by contrast with strength and position of the other side, showing his own weakne with a direct and candid feeling and putting forward his own opinions and principles with proving his sincerity to cooperate with the other side.Because his behavior did not make others feel powerle or incredible, but create sense of trust to the secretary of the party committee, who touched the foreign busineman with sincere attitude to embody the confidence and ability towards the negotiation.It showed a modest and unauming attitude and decent behavior, finally creating a relaxed and harmonious atmosphere and facilitating the smooth proceeding
of the negotiation.V.The impact of the etiquette in the commercial negotiations
5.1.Busine etiquette's impact on communication Busine negotiations is an activity of communicating with each other.Weather the negotiations is succeful has a great difference on the result of the trade ,then, communicating, as the first step of the negotiations ,becomes more important.Because both sides of the negotiations trying their best to defend their own benefits, the communication between both sides becomes more difficult.If the two sides don't have a good communication, negotiations may fail, even worse, they may misunderstand with each other, which will affect the reputation and imagine of the company in the market, and later affects trade and corporation.If somebody negotiates in a harmonious environment, respect with others, emerge good manners, it will be easier to find a bonding point which both can accept and benefit from.Such environment can strengthen the communications among companies, deepen each other's understanding and trust and make both become a long-term partner.5.2.Busine etiquette's impact on image The basic aim of etiquette is to build and model the company's and personal good image.In the busine negotiation, both sides' every movement not only present individuals' but also stand for the company's good imagine.Good company image is the company's intangible aets, which can bring direct economic benefits.The modern market competition is embodied in image competition except product competition.A company owning good image is much easier to attain trust and support of the society and be located in unbeaten position.So, the negotiators' paying attention to etiquettes not only is the embodiment of the good quality
of individuals and teams, but also the need of building and consolidating good image.While negotiating, a suitable action a proper word or a sincere eye impreion may sometimes make a big difference on promoting the succe.While unreasonable movement may leave bad impreion, influent negotiations' smooth development, ruin the company's good image in the market.So, the busine personnel must value their own image and the influence their movement brings to the company.Pay attention to the behavior, leave good impreion and, expre etiquette's positive influence and promote the succe.5.3.Busine etiquette's impact on coordination In the market economy condition, the competition between enterprises is becoming more intense, busine negotiation is not only the bridge to communicate with each other, the channel to set up the company's image, but also the key to coordinating the relationships among all aspects.And in the course of the negotiation, the relationship that needs to coordinate not only includes economic relations, also includes interpersonal relationship.When negotiating, paying attention to the etiquette, creating a harmonious environment and keeping the modest manners can not only bring more benefits, work together to promote the development of economy, t achieve the purpose of mutual benefit, but also can promote the further communication and cooperation, develop and strengthen the friendship between both sides.Enterprises in the market are more friends than enemies.Even if they don't reach the deal, sincere attitude, good manners will also leave a deep impreion on each other, for future cooperation to build the foundation of the future cooperation.Therefore, whether negotiations succeed or not, it is very neceary to have good manners
Conclusion
China is a state of ceremonies with a long history.During busine negotiations, the etiquette plays a particularly important role, and runs through all the courses.If negotiators want to contribute to the succe of the deal, regardle of the abundant preparation in each
stage and the effective use of negotiation skills and tactics, having good manners in busine negotiations plays a very important role.Both knowing and correctly applying busine etiquette can make the negotiations more harmonious, more conducive to agree with each other, and deepen mutual understanding, promote the development of friendship and cultural exchange.As for an enterprise ,employees' having the higher quality and a certain accomplishment and etiquette, forms a kind of enterprise competitivene in virtually ,improves the overall level of the enterprise and stands in an invincible position in the fierce competition.Bibliography [1]王思忠.礼仪基础知识.上海：华东理工大学出版社，1997.8（2003.2重印）.[2]http://wenku.baidu.com/.[3]刘永艳,宋薇.礼仪学.内蒙古文化出版社，2004.6.[4]朱燕.现代礼仪学概论.北京：清华大学出版社，2006.2.[5]侯红杰..礼仪(2版).上海：东华大学出版社，2004.3.[6]http://zhuzhu-cp888.blog.163.com/blog/static/***4502253/ [7]http:///2010/0305/476312.php
