浅谈礼仪在商务谈判中的作用

1浅谈礼仪在商务谈判中的作用IntroductionEtiquetteistheprocessandmeanstoshowrespecttoeachotherininterpersonalrelationshipbycertain,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.Inordertodobusiness2activelyandsuccessfully.Itisnecessaryforthebusinessmentohavetheknowledgementandtherequiredskillsininterculturecommunicationandenhancebasicskillsinusingdifferentculturesinnegotions.1.1SeentheNegotiationEtiquettesfromIntroductionDifferentpeopleshowdifferentappriciationofetiquettesinnegotiationsbecauseofthedifferencesofraces,regionsandcharacteristicfeatures.Generallyspeaking,thewesternpeoplearepositiveandagressiveinnegotiations,theEasternpeopleshowtheconservativeandpassivecharacteristicfeatures.Thesedifferencesrootedintheinduvidualcultureconcepts.ThemostdistingushedrepresentiveoftheWesterncountriesisAmerica,ThemostdistingushedrepresentiveoftheEasterncountriesisJapan.LetseethedifferentcultureconceptsreflectedinnegotiationsFirst,Americanconceptsseenfromnegotiations.Amerciansareoutgoingandgoodatexpressingthemselves,andmostAmercianspeakdirectly.Theyoftenholdsuspectiontonegotionwhosaysomethingindriectlyandimplicitly.TheirnegotiationstylesareasfollowConfidentandpositiveDirectandstrategicforestallone'sopponentbyashowofstrengthClearattitudetowardsagreementanddisagreement.VariouswaysofnegotiationsCherishtimeandpayspecialattentiontodeadlineEsp.ProfitableStrongsenseoflawsandcontactsKeenonpackagedeal.Strongracesuperiority,hardtomakeconcessionAnAmericanbusinessmanwantedtosellanewproducttoaJapanesebusinessman,theyagreetomeet.3Attheirfirstmeeting,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.1.2SeentheNegotiationEtiquettesfromEyeContactEyeisanimportantaspectofbodylanguage.TheChinesesaying:theeyeisthewindowofthesoul”.Alyricgoes:“yourlipstellmeno,butthere’yes,yesinyoureyes”.Eyescanspeakininterpersonalcommunication.Allcultureshavetheiruniquesocialrulesgoverningtheireyecontactandthesedifferencescanmakepeoplefeeluncomfortablewithoutbeingawareofwhytheyareuncomfortable.Eyecontactshowstrustworthiness,andintegrity(=honest）.Onedoes’tanythingtohide.Whengreetingandconversingwithothers,directeyecontactishighlyvaluedbypeopleofthesecountries.Peopleexpectthepersontheyareinteractingwithto“lookthemintheeye”.Notdoingsoimpliesboredomordisinteresting.Avoidingthepartner’seyecoulddiscouragehimfromgoingon.Theeye,however,isnotsteady,itis4maintainedforasecondortwo,moveawayquickly,staringatsomeone’seyewhiletalkingisnotpolite.•InNorthernAmericanandNorthernEuropeancultures•U.S.perso