商务礼仪-英文.docx

Business negotiations etiquette
Abstract
Business etiquette is a manifestation of mutual respect of conduct in business activities. Core business etiquette is an act of criteria, used to constrain all aspects of our daily business activities. The central role of business etiquette is to reflect the mutual respect between people. As business leaders identity negotiators, in business negotiations should follow the etiquette of negotiations three elements that focus on instrumentation demeanor, attention to language arts, to comply with etiquette disciplines. In the event a successful business negotiation, negotiation etiquette is not necessarily comply with the success of the negotiations decision criteria. If you violate negotiations etiquette, but it will cause a lot of unnecessary trouble, even be a threat to reach an agreement
Key words: Business etiquette Business negotiations

Business negotiation, which means refers to negotiate in social life, the parties to meet their needs and safeguard their own interests, the two sides properly carried out to solve a problem. Business negotiations, is the negotiation of a transaction for the realization of active buyers and sellers of goods or services on a variety of trading conditions
The role of business etiquette in business negotiations
1.Regulate behavior in business dealings, people interaction, interaction, mutual cooperation. If you do not follow certain norms, the two sides on the basis of lack of collaboration. Among the many commercial specifications. Etiquette can make people understand what should be proud of what not to do, what to do and what not to do, and help determine the self-image, respect for others, to win the friendship.
2. Etiquette is an information transfer information, this information may be expressed by respected, friendly, sincere and so emotional, so that people feel warm. In business activities. Proper etiquette can get each other's goodwill, trust. Thus helps to develop their career.
3. Promote feelings in business activities, along with in-depth exchanges. The two sides will probably have some emotional experience. It is expressed as the emotional state of two kinds: one empathy, another emotional rejection. Etiquette is easy to make mutual attraction, promote feelings, leading to the establishment and development of good relationships. Conversely, if not speak etiquette, vulgar, then it is easy to generate feelings of exclusion, resulting in interpersonal tensions. To each other creating a bad impression.
4. Establish the image of a man etiquette, it will establish a good personal image in front of everyone; members of an organization etiquette, it will establish a good image for your organization, won the public's admiration. In addition to a modern market competition beyond competitive products. Even more apparent in the image of the competition. One has a good reputation and image of the company or business, it is easy to gain the trust and support of all sectors of society, can be in an invincible position in the fierce competition. So, business people always pay attention to etiquette, both good qualities embodied individuals and organizations, but also the need to establish and consolidate a good image.

Business negotiations etiquette
(1)Business etiquette before preparing negotiations
1. Pay attention to the choice of the negotiations. The two sides agreed to negotiate the time to go through the party alone can not decide, otherwise it is rude. To select the most favorable time for one's own negotiations. Avoid mind at a low ebb when, after continuous hard work, the market is not conducive to their next negotiations.
2. Pay attention to the choice of the place of negotiations. Negotiating the best place to fight in their own familiar environment. If we failed to do, or at least should be selected in the two sides are not familiar with neutral venues. To carry out several rounds of negotiations, venue should turn swaps, to ensure fairness.
3. Preparation of negotiators. First, negotiators choice. Select negotiators to meet in the business etiquette of the principle of reciprocity, that is, one's own negotiators to negotiate with each other to represent the identity and position of a peer; secondly, apparel choice negotiators. Men's best to wear a suit or tunic, skirt or suit ladies should wear formal clothing, etc., to each other in order to mature, full of sincerity impression.
4. Negotiations reception preparations. Negotiators from the shuttle, to place and time to negotiate arrangements, hotel reservations, dining and entertainment, the entire process must be carefully prepared, deliberately, always reflect the negotiation opponent's respect and courtesy, to show a good image of the company, lay the foundation for the success of the negotiations.
5.Ready to negotiate data. First, before the negotiations on the subject of negotiations, content, agenda fully prepared to draw up plans, objectives and the subject of negotiations. Secondly, a detailed collection and negotiations related materials, such as party strength, political and legal system and market themes, etc. Also, negotiators gather basic information, such as work experience, hobbies, social customs and other aspects of content.
(2)Etiquette In business negotiation
1.Negotiations seating etiquette. Business negotiations by the number of groups involved in the negotiations can be divided into bilateral negotiations and multilateral negotiations. Bilateral negotiations on multi-use rectangular table, usually host and guests sit opposite, each side. Negotiating table generally transverse to the door, guests sit door, back door and sit hosts. Sitting among the parties responsible person, in accordance with his position followed by the remaining staff sit around, based on respect for the principle of the right; multilateral sentenced to use more short rostrum, referring to the negotiations to set up a room facing the main entrance of the podium, then all other parties back to the main entrance, facing the podium were seated. Representatives of the parties came to speak in turn. In addition, subject to seating arrangements, the best place to seat and seat licensing arrangements hostesses be guided seats to avoid sitting in the wrong position.
2. Negotiations meet etiquette. First of all, pay attention to the beginning of the meeting etiquette. More formal negotiations occasions, etiquette rules introduced is first introduced high status. After the introduction of low status, in principle, if the equal status, long after the first child's compliance. Was introduced to smile to indicate what should stand up and use some polite language, such as "Nice to meet you", "heard a lot" category. If equipped with business cards can be handed a timely manner. In addition, the attitude etiquette should also pay attention when they meet. Such as watching each other, eyes should stay in each other's eyes to the forehead of the Triangle area, make each other feel concerned about your attitude earnest and sincere. Gestures should be natural, especially not cross his arms over his chest, so there is a sense of frivolous arrogance.
3. Negotiations language etiquette. First, articulate. When negotiators to negotiate tight around the target, used some of the euphemistic language, encountered difficulties in the negotiations, requiring the flexibility to take appropriate emergency means out of the woods, as the other side asked to make a difficult question to answer immediately, you can look under the table, and then said: "I'm sorry, please wait accordance with the agreement, the need at this time to return a phone call to a friend.." so you will be able to multi-fight to one - consider the time clock; followed. Clever use of the silent language. With a smile and a nod, showing not understand when people confused agree unclear when such expressions such as: Finally, talk less and listen more. By listening, we can get a lot of valuable information to each other, understand each other intentions, find a solution to the problem.
4. Negotiations under field etiquette. Business negotiations not only confined to the conference table, the more difficult negotiations, the more the need to focus on private exchanges, which can not only compensate for the lack of a table, or even have an impact on the success of the negotiations. For example, when the negotiations very difficult times, in accordance with the appropriate etiquette, arrange some recreational activities, such as receptions, balls and call, and these contacts is what you ample opportunity to showcase the company's image. If we can win the goodwill of the other party, contribute to the success of the negotiations.
(3)Business etiquette final stage of negotiations
1. Signing ceremony. From the liturgy is concerned, when signing ceremony . Must be solemnly , seriously . One of the most notable was undoubtedly hold the seating arrangement problem signing ceremony. One parallel is the most common time of the signing ceremony of bilateral form . Its basic approach is: signing table at the indoor side of the door horizontally . The ceremony was attended by all personnel of both side by side after the signing table, the two sides signed center staff sat side door , passenger side right hand side , the main party left. Second, the relative type, with parallel rows of seats signing ceremony is basically the same . The main difference between the two, but the relative style row seat to attend the signing ceremony of bilateral suite seats moved across the signatory . Third, the President of style, mainly applicable to multilateral signing ceremony. Their operating characteristics are: signature tables still in the room horizontally , I still need to sign in the face of the main entrance of the table , but have just one , and not fixed its seat occupant . When the ceremony , people of all parties , including the undersigned included, all should be back to the main entrance , facing seats on the signature Um . When signed , the parties signatory to the order prescribed should turn took seats at the table to sign the signature , then that should be returned to the original place table.
2. Gifts etiquette. After negotiations negotiators gifts. In addition to the desire to be friendly and deepen the friendship, the more important is the success of the cooperation congratulations. But the gift can not be rushed. In general, you want to determine the value of a gift or as a guest under the circumstances of each gift. Should pay attention to the actual meaning and emotional value of the gift, not worth. Also, pay special attention to each other's customs, does not violate each other's religious beliefs. In addition, European and American people give each other gifts of time, both sides must face himself open gift wrap, and expressed appreciation and sincere.

In short. With the development of society. Business etiquette has become a modern social and economic interaction is required. For business negotiation and other business associations have an important role, has become our traditional cultural inheritance and development of etiquette in business dealings. Famous etiquette expert Professor Jin Zhengkun said: "Courtesy is respect for others, respect for the instrument in the form of the foot." To better into the modern business dealings, we must pay attention to business etiquette training and education, in order to better play its positive role.

References :
1、《商务谈判礼仪中的形象塑造与语言技巧探讨》
2、《谈商务谈判礼仪》
3、《小议商务谈判礼仪中“以左为尊”和“以右为尊"》
4、《企业商务谈判中的谈判技巧》
5、《浅谈商务谈判中的礼仪》
6、《浅议商务礼仪与商务谈判》
7、《浅析国际商务谈判礼仪》
8、《文化差异对商务礼仪的影响》
9、《浅谈礼仪在商务谈判中的运用》
10、《礼仪在商务谈判中的作用》
11、《商务谈判点击》