禮儀在商務談判中的作用【畢業(yè)論文】

1、<p><b>　　（20_ _屆）</b></p><p><b>　　本科畢業(yè)設計</b></p><p><b>　　英語</b></p><p>　　禮儀在商務談判中的作用</p><p>　　Functions of Etiquette in Busines

2、s Negotiations</p><p><b>　　摘要</b></p><p>　　商務禮儀是在商務活動中體現(xiàn)相互尊重的行為準則。商務禮儀的核心是一種行為的準則，用來約束我們?nèi)粘Ｉ虅栈顒拥姆椒矫婷?。商務禮儀的核心作用是為了體現(xiàn)人與人之間的相互尊重。它是商務活動中對人的儀容儀表和言談舉止的普遍要求。在日趨激烈的世界市場競爭中，要贏得國際商務工作的優(yōu)勝地位，除了擁

3、有價廉物美的產(chǎn)品之外，國際商務談判是決定企業(yè)國際貿(mào)易成敗的關鍵，而禮儀在商務談判中占有重要地位，具有不可替代的作用，有效地使用商務禮儀有助于談判的順利進行。本文簡單介紹了商務禮儀的形式及禮儀在商務談判中的作用，提高談判過程中的禮儀意識，有助于提高談判效率，取得理想的效果。</p><p>　　關鍵字: 商務禮儀；商務談判</p><p><b>　　Abstract</b&

4、gt;</p><p>　　Business etiquette reflects the mutual respect and a code of conduct in business activities. The core of business is a rule of behavior. It is used to bind us in all aspects of daily business ac

5、tivities. Its role is to reflect the mutual respect among people. It is the universal requirement on people’s appearance and behavior in business activities. In an increasingly competitive world, in order to win the stat

6、us of international work, negotiation is important to the success of international bus</p><p>　　Keywords: business etiquette; business negotiation</p><p><b>　　Contents </b></p>

7、;<p>　　中文摘要………………………………………………………………….…………………………Ⅰ</p><p>　　AbstractⅡ</p><p>　　1 Introduction1</p><p>　　2 The Forms of Etiquette in Business Negotiation2</p><p>

8、;　　2.1 Dress Match2</p><p>　　2.2 General Greeting Manners2</p><p>　　2.3 Negotiation Etiquette3</p><p>　　2.4 Shaking Hands Etiquette3</p><p>　　3 The Functions of Eti

9、quette in Business Negotiation4</p><p>　　3.1 Improving Friendship of Negotiators4</p><p>　　3.2 Building up Good Relationship5</p><p>　　3.2.1 Relaxed and Harmonious Environment6&

10、lt;/p><p>　　3.2.2 Soft Words6</p><p>　　3.3 Improving the Manner of Negotiators8</p><p>　　4. The Improvement of Etiquette Manners in the Business Negotiation9</p><p>　　4

11、. 1 Respect for Customs and Taboos9</p><p>　　4.2 Improvement of Negotiating Style9</p><p>　　4. 3 Compliance and Trustworthy10</p><p>　　4. 4 Appropriateness in Speech Acts10</

12、p><p>　　Conclusion11</p><p>　　Bibliography12</p><p>　　Acknowledgements12</p><p>　　1 Introduction</p><p>　　In the era of rapid economic development, interna

13、tional negotiation has become increasingly important, in which the etiquette plays an irreplaceable role. Therefore, as business negotiators, they must understand the etiquette and the cultural differences, and then unde

14、rstand which kinds of basic manners in the business negotiations should be mastered and put into practice. Business negotiation is not only a science, but also an art (Li Bo, 2006). An excellent negotiator requires not o

15、nly profici</p><p>　　In recent years, more and more scholars have made studies of differences in etiquettes among different cultures. As a result, a better understanding of the forms and the functions of eti

16、quettes is of great significance to the business negotiations among different countries for the purpose of deepening the sense of etiquette in international business activities as well as intercultural communication.<

17、/p><p>　　This paper can be divided into five parts. Chapter one severs as an introduction, which states the main idea of this paper. Chapter two focuses on the forms of etiquette in business negotiation, such a

18、s dress match, general greeting manners, negotiation etiquette and shaking hands etiquette. Chapter three focuses on the functions of etiquette in business negotiation, such as improving friendship of negotiation, buildi

19、ng up good relationship, improving the manner of negotiators and improving nego</p><p>　　2 The Forms of Etiquette in Business Negotiation</p><p>　　2.1 Dress Match</p><p>　　Dress Eti

20、quette is the most basic etiquette in international business negotiations. Dressing decent clothes not only shows your individual’s image but also shows your esteem to others. International business negotiations require

21、people to dress formally and traditionally, elegantly. Dress has always been the most important business regulation and clothing is the key to a successful businessman（Ann Marie Sabath, 2002）. For example, In Japan, male

22、s traditionally wear conservative suits, typically </p><p>　　In America, how the negotiators dress depends on the nature of the work. Financial officers usually wear suit and tie. Dress codes in the IT secto

23、r are very casual. It's best to ask before negotiating. Americans are generally modified with neat, decent clothes and they like Europe designers’ design very much (Donald, W. Hendon, Rebecca Angels Hendon & Paul

24、 Herb, 1996).</p><p>　　In Germany, dress in corporate business and banking is generally formal, with dark and conservative suits for both men and women. Otherwise, business dress is relatively casual. Suits

25、are seldom worn by clerks and other office staff, standard dress for only managers at the upper levels. For instance, in banks, males tend to be more formally dressed than their female co-workers. Women should avoid exce

26、ssively ornate jewelry or items of conspicuous wealth. </p><p>　　2.2 General Greeting Manners </p><p>　　Introduction is the formal presentation from person to person, in which people get to kn

27、ow each other and establish relationship with each other. The first impression is very important. The proper introduction can be a good beginning for the further negotiation. </p><p>　　In general, the chairm

28、an of the two sides will introduce their group members. There are two basic rules in negotiations.</p><p>　　(1) A young person is always introduced to an older person.</p><p>　　(2) A less import

29、ant person is always introduced to a more important person.</p><p>　　For the titles, there are “Mr.”, “Mrs.”, and “Miss”. In China, some people like to use the title “Tongzhi” which is translated into Englis

30、h “Comrade”, which means “homosexuality” in some western countries. The use of “comrade” should be prohibited.</p><p>　　Once the negotiators are introduced, they will attract other’s attention. So, to respon

31、d properly is important. Firstly, stand up, at least to show your intention to do so. No matter you are lady or gentleman, you should follow this rule. Secondly, approach and look at the other person with smile to show r

32、espect to the other party. Thirdly, shake hands to show your trust and respect, which is also a way to send your greetings.</p><p>　　2.3 Negotiation Etiquette</p><p>　　The process of business ne

33、gotiation is actually a process of discussion. Any successful negotiation is the result of the two sides’ discussion, which has its own etiquette. Thus complying with the etiquette is a key factor of successful negotiati

34、on. Negotiators need to treasure the etiquette of discussion during the business negotiation（Martin ＆ Jeanette, 2006）.</p><p>　　Negotiators should use the civilized language to communicate with each other du

35、ring the business negotiation. Civilized conversation is not only a respect for the counterpart opponent, but also shows their own good qualities. Besides, negotiators should have a legible pronunciation in expressing th

36、eir views. And they can be conscious to change the tone to help the opponent have a clear understanding to their views. Moreover, it is necessary for negotiators to listen patiently. When the counterpa</p><p&g

37、t;　　Negotiators should be good at the asking questions. On the international business negotiations, the questions are inevitable. But when asking the questions, we must pay attention to etiquette. If the counterpart can

38、not answer the questions at a moment or they are unwilling to answer the questions, negotiators should temporarily put this question aside to alleviate the embarrassment of the counterpart.</p><p>　　2.4 Shak

39、ing Hands Etiquette</p><p>　　Shaking hands is an expression of mutual trust and respect, and it’s a way to send greetings in business negotiations. Shaking hands politely and properly is very important becau

40、se it has a strong connection with the image of person and company, even the success of the negotiation.</p><p>　　The strength of hand-shaking </p><p>　　For Chinese, they always shake hands with

41、 others lightly for at the first time. But for the European and American, they prefer to shake hands heavily, for they consider that shaking hands too light is to show weakness and lack of confidence.</p><p>

42、;　　It seems that Chinese in foreign relations needs to know a foreign culture etiquette, while foreigners should have a master of Chinese culture and etiquette, otherwise it may have created a misunderstanding（Liu Baiyu,

43、 2008）.</p><p>　　The order of hand-shaking </p><p>　　It is suggested that lady would extend hand first and gentleman.</p><p>　　If a lady does not actively extend her hands, man shou

44、ld not extend his hand either. Likewise man should also not extend hands in front of the elders and leaders, at the same time, before they don't’ reach out their hands in advance（Cao Haowen, 2003）.</p><p&g

45、t;　　When shaking hand, one should look at the other’s eyes and have a smile to show greetings. But in some countries, people don’t shake hands at the meeting. In Japan, people prefer to have a bow, in Thailand, people pr

46、efer to hold their palms together in front, and in France, people prefer to have a kiss meeting.</p><p>　　The taboos of hand-shaking</p><p>　　Many countries and their ethnic cultural backgrounds

47、 are different, which causes differences in customs. To make business activities successful one must follow “do as the Romans do”. </p><p>　　Attention should be paid to the following taboos when shaking hand

48、s, especially with Arabians or Indians, because in their view the left hand is unclean. One is not allowed to when shaking hands extend left hand. One is not allowed to shake hands with gloves or sunglasses. One is not a

49、llowed to shake hands with the other people when putting the other hand in the pocket. One is not allowed to shake hands, by taking others’ hands, pulling them up pushing or shaking endlessly. </p><p>　　3 Th

50、e Functions of Etiquette in Business Negotiation </p><p>　　3.1 Improving Friendship of Negotiators</p><p>　　The international business negotiators should obey the international negotiations etiq

51、uette (Jin Zhengkun, 1998). Though good etiquette is not a decisive factor in the final negotiations, it has an important influence on the outcome of the negotiation.</p><p>　　In business negotiations, both

52、sides should maintain their own economic interests, otherwise conflicts will inevitably occur. When the two sides are in trouble, it must be note that, etiquette norm, with communication through the understanding to iden

53、tify mutually acceptable solution, will establish friendship with a long-term partner. Even if the transactions fail, due to honesty and rituals, the two sides will be looking for other avenues of cooperation. </p>

54、<p>　　Business negotiations are conducted between people, so the negotiation process is an interpersonal process. Interpersonal relationships play a very suitable role in negotiations. The low level of morality, d

55、ecency and self-cultivation of poor business, is no credibility to speak of, and difficult to be successful in shopping malls. But if honesty, respecting each other with the feelings of harmony, will do good to the negot

56、iations to achieve the desired results. Even if there is no cooperation i</p><p>　　To use etiquette can make personal business activities in confidence. Its biggest advantage is to help people regulate the b

57、usiness activities of each other, to better express their respect to exchange object, admiration, friendship and goodwill, enhancing mutual understanding and trust between them. If people do so, in the long run, they wil

58、l create harmonious and perfect relationships.</p><p>　　3.2 Building up Good Relationship</p><p>　　Business etiquette is able to maintain and beautify the image of the corporation. In the intern

59、ational business negotiation, negotiators’ image represents the company’s image, so more attention must be paid to the design of the negotiators’ image. During the negotiations, the first thing that catches the eyes of c

60、ounterpart is the personal image of the negotiator. The perfect personal image can leave the opposite a good first impression. Thus, negotiators are easily to win the trust of the count</p><p>　　In case of s

61、elf-introduction, one should speak out the word clearly, raise the voice appropriately with eyes looking at each other to show respect for each other. If the other party is a foreigner, one must pay attention to their na

62、tional culture, and different etiquette. </p><p>　　3.2.1 Relaxed and Harmonious Environment</p><p>　　A good atmosphere for negotiations, first of all depends on the relaxed and harmonious enviro

63、nment. In a relaxed and atmosphere if one uses the pleasant voices to introduce himself to each other or self-introduction and to talk about a number of topics of mutual interest, it will create an initial impression of

64、harmony, before negotiation （Yi Kaigang, 2006）.</p><p>　　In business negotiation's pragmatic behavior, negotiator’s humorous language can make serious tensions easy to accept, Thus making negotiation atm

65、osphere immediately warming up, even in the argument or fierce competition in the bargain. Humorous words can also extremely beneficial to fallacy. Right from wrong, convince each other. It can be said that humorous prag

66、matic functions can create a good atmosphere, transfer negotiations feelings, make negotiators get enjoyment psychologically improve t</p><p>　　1) I' m of the opinion that our meeting is fruitful. But th

67、ere is only one point that I feel disappointed (pause). What I feel disappointed is that there is no single issue at all that needs debating between us.</p><p>　　In fact, in business negotiations, humorous p

68、ragmatic strategies reflect the negotiator's elegance and intelligence, with high cultural and strong ability of language.</p><p>　　3.2.2 Soft Words</p><p>　　In business negotiations, to spe

69、ak and smile with a soft warm tone and a medium volume slowly will make people feel relaxed. Soft words in business negotiations make each other feel happy and feel that you are friendly to him, so it is good to create a

70、 favorable environment for the negotiations.</p><p>　　Implication and euphemism</p><p>　　Some words in business negotiation, though correct, make the other side feel unacceptable, which can'

71、t be a good result to negotiations. Pragmatic strategy like in placation and euphemism make a person know its underlying meaning.</p><p>　　2) I agree with most of what you said. In this example, the underlyi

72、ng meaning of the sentence is “There is something in what you said that I can not agree with. “This is a euphemism negative strategy. In business negotiations under the environment of such kind can be applied with the st

73、rategy.</p><p>　　If encountering a confidential occasion where it is not suitable to express the idea directly, one can use implication and euphemism strategy with indirect expression. This could keep both f

74、aces, avoid positive conflict, and build up a friendly atmosphere.</p><p>　　Fuzzy pragmatic strategy</p><p>　　The application of fuzzy pragmatic strategy in business negotiations makes the langu

75、age more flexibility to avoid being too certain, leaving the necessary room for negotiators.</p><p>　　3) I am afraid that the proposal you put forward just now isn’t up too much. Your presentation makes me f

76、eel a little too—you know what I mean.</p><p>　　In this example, “isn’t up too much, you know what I mean” is fuzzy language, deeply meaningful, leaving the flexibility for people to think.</p><p&

77、gt;　　4) I' m sure you will find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices haven’t changed much. 　　Fuzzy pragmatic strategy can transfer enough info

78、rmation at a cow cost and help people to judge and process efficiently.</p><p>　　5) Our business policy is very clear, and our enterprise credit is also known to all.</p><p>　　In this example ne

79、gotiators under the conditions at the time don't make positive answer to questions to avoid unfavorable situation on this issue and get rid of entanglement with each other. Besides, fuzzy pragmatic strategy still can

80、 make psychological victory over their counterpart.</p><p>　　3.2.3 Easing the Atmosphere </p><p>　　When some problems occurs, you can use "likely" to recognize the problems in certain

81、areas, mainly in order not to directly oppose each other, to soften the atmosphere. When the negotiation is too long, or the two sides are deadlocked, this often makes people feel tired, depressed or highly strained. At

82、this point one can say a few words of witty humor, to make negotiations easier and more pleasant.</p><p>　　To discuss the topic naturally is something that both sides would expect. The most appropriate way i

83、s to use a relaxed and natural tone, for the two sides to reached a consensus on the topic（Weilaizhizhou, 2005）.</p><p>　　6) Let's discuss the procedure and finalize it today, what do you think about it?

84、</p><p>　　In this example, the questioning not only reflects both respect each other, and the sincerity of willing to discuss the issue on equal attitude, but also it is most likely to reflect each other'

85、;s positive response and help to create a consistent atmosphere. Such statements should be dignified language and tone which not only indicate your intentions and demands but also protect other people from resentment and

86、 anxiety. </p><p>　　3.3 Improving the Manner of Negotiators </p><p>　　Business etiquette plays an important role in the negotiations, especially in the international business negotiations. Busin

87、ess etiquette can improve people’s personal quality and morality. In the modern society, competition among the enterprise is ultimately the competition for talents（Fang Mingliang, 2006）. But for negotiators, it is the co

88、mpetition of personal qualities and professional negotiating skills. Therefore, an excellent negotiator not only has the professional knowledge, but also ha</p><p>　　7) An educated man outside is not smoking

89、 in front of strangers, and will not speak loudly in public.</p><p>　　To understand etiquette is an important expression of self-restraint. If a person doesn’t know the ordinary ritual in some social occasio

90、ns, others will think this is a lack of self-restraint. On the other hand, if a person really knows how to use ritual effectively the other people will find appears that everything goes well with him in social situations

91、.</p><p>　　With the improvement of living standards, people are also getting higher and higher on spiritual pursuits, especially with the development of China's market economy and accession to WTO to par

92、ticipate in international competition. There are urgent demands to learn in its foreign relations with international practice, master business etiquette, and thus more effective to communicate with others and to win in t

93、he commerce. Business etiquette in people's social interaction is becoming more and more</p><p>　　4. The Improvement of Etiquette Manners in the Business Negotiation</p><p>　　4. 1 Respect fo

94、r Customs and Taboos</p><p>　　In foreign activities including foreign business activities, taboo is necessary to consider, especially in East Asia, South Asia, Central Asia, North Africa , where religion are

95、 popular with people to understand and respect some country's customs, custom, taboo, will play an important role in personal exchange, understanding the negotiation ideas and finishing the task（Yu Zhongxian ＆ Li Ron

96、gjian, 2007）. For example,</p><p>　　Japanese style of conversation are under strict manner of etiquette, call others by using “l(fā)ady”, “Mr.”, “Miss”, in stead of calling them directly. And bowing is very impo

97、rtant etiquette, when exchanging name card with Japanese negotiators, one can’t miss each person on the scene. The Japanese don’t like numbers like "4" and "9", because in Japanese "four" pr

98、onounces like "death" and” nine” is same with "bitter" in pronunciation （Cao Haowen, 2003）. The Japanese religion is more complex, accordin</p><p>　　Generally Americans have no taboos in

99、eating and drinking but avoid some animal giblets. Requirements of dishes need high quality, and fast food. Americans don't like to talk about personal things, especially respect personal privacy. And Americans talk

100、carefully in whatever occasions, because he thinks your talk is reliable（Cao Haowen，2003）.</p><p>　　Singapore people like red, green, blue, considering black as unlucky; in commodities one can't use the