荒诞礼仪在商务谈判中的作用(英文版)

2021年1月24日发(作者：anew)
The Etiquette In Business Negotiations

Zhangwanqun
Abstract
:Business negotiations means that the two parties help to bring
about
a
trade,or
in
order
to
resolve
their
disputes
and
uphold
their
economic
interests
that
they
take
a
kind
of
bilateral
information
dissemination. It is one of the conmon behaviors of business
two
parties
build
up
trade
relations
with
each
on
the
basis
of
equality
friendship and mutual benefit .For a suecessful negotiation they need to
reach agreement and eliminate the the successful business
negotiations,there
is
nonecessary
factors
to
get
success
by
abserving
negotiation
etiquette,but
if
they
against
it,there
will
many
needless
problems for them to solve,even threaten to reach the agreement.


Keywords
:business negotiation;etiquette;agreement.


1

The connection between the etiquette and the business negotiation
：

Nowdays,the busness negotiaion is not only a sinence,but also an art.
As
a
good
negotionator,it
requires
not
only
his
or
her
mastery
of
professional
kowledge,mastery
of
sociology,psychology
lingnistics,but
also the knowledge of etiquette,which will help him or she to copy with
the
business
negotiation
very

business
market
just
likes
a
the conditions of the market economy,between all trades
and professions,and the enterpris,the merchant always fight for every inch
ofprofit
for
their
own
economic

course,all
this
kind
of
business are not real competition is not a real swords and
spears,is not a life-and-death trials of streagth in the business
market are the behavior of
the negotiators in both side have
any dispute or they are deadlocked,then all their words must be
in all,whatever the effort of the negotiation is satisfied or not finally,it is
also important for the two parties to pay attention to the is said
that the main body of the business negotiation is the person,and people’s
contacts
are
sure
to
accord
with
a
specified
standard
of

we
violate
the
standard
of
etiquette,there
will
be
kinds
of
blunt
behaviors,which will not only influence the emotion exchang of the two
parties,but
also
influence
people’s
apraise
on
your
accomplishment,identity
and
ability,even
influence
the
result
of
the

judge
you
at
first
by
what
they
see,
so
particular
attention
should
be
paid
to
your
personal

a
word
,the
etiquette plays an imporant role in business negotiations.
2 The mian effects about the etiquette in the business negotiations:
In the business negotiation,there are five imporant sides about etiquette
for
the
negotiators
to
care
about
：
At
first,the
common
etiquette
in
association;On the second,the etiquette of meetings;Next,the etiquette of
conversation;Then,the
etiquette
of
private
communication;Finally,the
etiquette to accept or refuse a gift.
2.1 The commom etiquette in association
On the first point,the first thing is you need to be punctual and keep an
s,in
most
western
countreies,punctuality
is
viewed
as the most basic covenant in business is their friendship
and
respect
for
each

part
in
the
various
activities,you
are
resquested to be here on time,the time for your arrival is neither too early
nor too you are going to take a visit,it is nescessary for you to
inform
the
host
or
hostess
in

keep
that
in
your
mind:
respect
the
women
and
honour
the

many
countries,people
are
in
adherence to the principle of
And in their daily one of the etiquette,the negotiatorsin both sides
are
supposed
to
pay
attention
to
it,at
least
on
the
formal
,the
habits
and
customs
of
the
negotiation
are
important
for
you
to
keep
in

our
own
historical
and
cultural
backgound,different
countries
and
nations

have
formed
its
own
’s more,it must be respected in business negotiations,which
can promote the business cooperation between the two ,Don't
talk
businesson
catering
when
you
have
opportunities
to
have
meal
together with the other is mainly because
：

people
,the
more
talk
the
other
hand
，
if
you
always
talk
about
business in the catering,the other party will think that you are using the
catering
as
a

a
resuit,they
will
think
refuse
you
in
the
business negotiations,as a excellent negotiator,you have to
be dignified,be natural and

graceful,be with a friendly amiable nature of
's more,you need to stand well,sit 't talk loudly
or talk volubly.
2.2 The etiquette of meetings
In
some
meetings,introduction
is
always

is
viewed
as
a

helps
the
negotiators
to
know
each

are
two
different
forms:self- introduction,introduction
via
the
third

to
some
limitation
for
the
first
form,it
is
more
popular
with
the
,when
you
are
making
a
introduction
or
meeting
someone
for
the
first
time,shaking
hands
as
one
of
the
most
simple
languages,which
is
widely
used
all
over
the
ly,the
negotiator
shakes
hands
actively
with
the
other
party,which
means
to
show their respect and are also requirements for time of
shaking

needs
to
be

example,if
you
are
shortly
shaking hands

with
the others,then he or
she
will
think that you
don't
have any the contrary,if you shake hands with the others for
too
long,which
also
will
make
him
or
her
feel

general,you're
requested
to
hold
3-6
seconds
while
you
are
shaking
same as time,the dynamics for shaking is also is also
need
to
be
moderate
when
you
are
shaking
s,the
ladies
shoud
take
off
the
right-hand
gloves
before
they
are
shaking
r,the
men
have
to
take
gloves
of
both

last
but
not the least,the greeting .For most time,the negotiators in both parties or

more
side,come
from
different

is
unnecessary
to
make
a
introduction one by ,under this situation,the two parties can greet
by
handing
their
right
hand
or
make
a
nodding
in
order
to
show
their
the strangers or unformiliar negotiators,you can also adopt the
above forms.
2.3 The etiquette of conversation


The
next
important
sides
is
the
conversation

the
talks,there are two important special points for the two the one
hand,the
negotiator's

refers
to
their
sitting,standing
and
walking
in
the
process
of

the
business
negotiations,the
behavior
requirement
is
to
behave

the
other
hand,the
negotiator's
speech
is
another
important
factors
that
can
influence
the
result
of
the
''t
Be
Curious.
It
is
impolite
to
be
curious
about
the
private
affairs
of
others,
such
as
age,
salary,
religion
and
conclusion,the negotiators'expression need to be natual, and
he
or
she
have
to
express
clearly
during
the

the
negotiating style in the must be emphasized that there is no
one
right
approach
to
negotiations.
There
are
only
effective
and
less
effective approaches and these vary according to many contextual factors.
As
negotiators
understand
that
their
counterparts
may
be
seeing
things
very differently, they will be less likely to make negative judgments and
more
likely
to
make
progress
in
negotiations.
The
research
and
observations
by
most
scholars
indicate
fairly
clearly
that
negotiation
practices
differ
from
culture
to
culture
and
that
culture
can
influence

style
way
persons
from
different
cultures
conduct
themselves in negotiating example, U.S. negotiators tend to
rely
on
individualist
values,
imagining
self
and
other
as
autonomous,
independent, and self-
reliant. This does not mean that they don’t consult,
but the tendency to see self as separate rather than as a member of a web
or
network
means
that
more
independent
initiatives
may
be
taken.
American
negotiators
tend
to
be
competitive
in
their
approach
to
negotiations,
including
coming
to
the
table
with
a
fallback
position
but
beginning with an unrealistic offer.
Therefore
，
American
negotiators
often
act
in
an
impersonal
way--
is
business
is
their
maxim.
Besides,
American
negotiators are always mission-driven--anxious to bring parties concerned
into
agreement,
and
they
have
little
interest
in
building
up
any
relationship.
Furthermore,
American
negotiators
like
to
be
openly
challenged for the negotiation, and they think it is quite normal if they run
into any conflict with any party concerned.
Chinese
negotiators
also
look
forward
to
long-term
partnership.
Unlike
America
negotiators,
they
are
not
in
a
hurry
to
push
for
an
agreement.
Generally there is a slow start to
some
tentative
suggestions.
Like
their
Japanese
counterparts,
Chinese
negotiators
do
not
expect
any
open
conflict
for
whatever
reasons,
and
they are trying to
The
Chinese
are
reserved
and
known
for
their
hospitality
and
good
manners.
The
Chinese
consider
mutual
relationships
and
trust
very
important. Therefore, time will be spent in the beginning enjoying tea and
social
talk.
However,
they
are
some
of
the
toughest
negotiators
in
the
eyes
of
foreign
negotiators.
Technical
competence
of
negotiators
is
necessary,
and
a
non-condescending
attitude
is
important
because
the
Chinese
research
their
opponents
thoroughly
to
gain
a
competitive
advantage during negotiation. Nothing is final until it is signed; and they
prefer to use an intermediary. The Chinese delegation will be large. They
rarely use lawyers, and interpreters may have inadequate language skills
and
experience.
Although
Chinese
negotiators
imply
that
there
is
no
compromise
or
third
choice,
in
reality
there
is
ample
room
for
compromise.
Even
as
different
approaches
to
negotiation
across
national
cultures
are
identified,
change
is
constant.
International
business
culture
tends
to
privilege
Western
approaches
to
negotiation,
centering
on
problem- solving
and
linear
communication,
as
do
many
settings.
As
Western norms are balanced with Eastern values, and local traditions are
balanced
with
regional
and
national
approaches,
negotiation
practices
continue their global evolution.

2.4 The etiquette of private communition


Then,there are four points for the etiquette of private
first,I'd
like
to
talk
something
meaningful
about
the
telephone
one
is
a
kind
of
frequent
mode
of
lly,talking
by
telephone
is
considered
as
a
common
aparts
in
our
daily
ore,it
is
side
that
talking
by
telephone is not a diffcult way for the negotiators to it
seems there are no any problems r,when the two parties
are making a call with each other,there is an art of etiquette for the
rest time of a negotiation,one party may call the other y they
make a call for important ore,both

the parties are supposed
to pay attention before answering the 's more,they have to get
ready for the need things,then choose the proper ways of expression and
language
tone
and
so

the
conversation,you
need
to
express