On-Requirements-of-Etiquette-in-Business-Negotiations-商英.doc

中国某某某某学校

学生毕业设计(论文)

题 目： On Requirements of Etiquette in Business Negotiations
姓 名 ： 0000000
班级、学号 ： 000000000
系 (部) ： 经济管理系
专 业 ： 商务英语
指导教师 ： 00000000
开题时间： 2009-04-10
完成时间： 2009-11-08

2009 年 11 月 08 日

23

目 录

毕业设计任务书…………………………………………………1
毕业设计成绩评定表……………………………………………2
答辩申请书……………………………………………………3-5
正文……………………………………………………………6-24
答辩委员会表决意见……………………………………………25
答辩过程记录表…………………………………………………26

课 题 On Requirements of Etiquette in Business Negotiations
一、 课题(论文)提纲
引言
1．商务谈判接待时的礼仪
1.1机场接待客户的礼仪
1.1.1服饰穿戴的要求
1.1.2如何行一个漂亮的见面礼
1.1.3如何进行自我介绍以及他人的介绍
1.2住宿安排的礼仪
1.3日程安排时的礼仪
2. 商务宴请时的礼仪
2.1如何发出或接受邀请
2.2如何正确的享用西餐
2.3如何体面地与外宾饮酒
3.在商务洽谈时的礼仪
3.1如何把握商务洽谈的礼仪
3.1.1 交谈的仪态
3.1.2交谈的话题
3.1.3交谈的技巧
3.1.4交谈的禁忌
3.2交谈礼仪中的重要原则
结束语

二、内容摘要
礼仪是人类文明的一个重要组成部分，是世界上各民族的一种宝贵的文化积累和精神财富。随着我国社会主义市场经济的繁荣与发展，特别是加入WTO以后，对外商事活动与国际交往日益频繁，礼仪更成为人们社会生活中不可缺少的内容。商务谈判是企业之间的业务沟通活动，谈判人员的素质则直接关系到谈判的成败。商务谈判人员必须具备优秀的品德素质、较高的知识素质、杰出的能力素质和良好的心理素质，这是获得谈判成功的基本保证。本文阐述的原因是礼仪在商务谈判中发挥的作用是不可忽视的，它起了一个决定性的作用。另一方面，分析了几个在谈判时的特别注意的礼仪，这种礼仪是商务人员必备的。

三、 参考文献
[1]成思危.如何掌握商务礼仪[J].北京:北京大学出版社，2003
[2]杨亦，商务礼仪[J].北京：蓝天出版社，2003.9
[3]何伶俐，高级商务礼仪指南[M].北京：企业管理出版社，2003.8
[4]李志敏，跟卡耐基学商务礼仪[M].北京：中国商业出版社，2005.5
[5]王盘根，商务公关[M].北京：高等教育出版社，2002.7

On Requirements of Etiquette
In Business Negotiations
000000
Abstract: Etiquette is the rituals of human civilization and is an important component of all the nations of the world as a valuable cultural and spiritual wealth accumulation. The rituals have become indispensable to people's social life content and with the development of China's socialist market economy and common prosperity, especially after we accession to WTO, and the issue of foreign activities and international exchanges become more frequent .Business negotiation is a communication between enterprises of business activities and the quality of the negotiators directly related to the success or failure of the negotiations. Business Negotiation personnel must have good moral character qualities and knowledge of the high quality of teaching and outstanding ability quality and a good psychological quality. This is to obtain the basic guarantee for the success of the negotiations. This article details the necessary of etiquette in business negotiation and it makes a definitive actions. On the other hand, It analysis particular attention etiquettes on business negotiations and this etiquette is requisite for businessmen.
Keywords: Requirements; Etiquette; Business Negotiation

Introduction
A nation's cultural background and literacy, you can see the true meaning of a nation. A great national ritual occupies a large of part in their country are very important. In our business negotiations, we talk with foreign guests and the ceremony reflects our culture of this nation, with a nation strong and prosperous. With the trend of economic globalization and the international business activities have become increasingly frequent and increasingly，which demonstrated the need for multi-cultural etiquette and cross-cultural understanding of the importance of bargaining power and business negotiation etiquette aroused more and more concern. There is no doubt that when we are in the cross-cultural business negotiations. In addition to the basic negotiation skills, we should understand the factors of cultural in different regions and know the differences of cultural, but also we should be to adopt the appropriate strategy and constantly adjust their negotiating style, in addition to these basic and the etiquette determines the success of business negotiations.
1. Etiquettes in the Process of Reception Business Negotiation
In business activities, although the fierce competition between different enterprises, and there is a close co-operation and the business contacts are very frequent. From the reception etiquette, we are dealing with businessmen in the past are "guests", Whether in peacetime passenger side relationship with one's own side .We should be treated with courtesy. In business negotiations, if there are some of the guests came, and especially the distinguished guest or guests come from afar, the best way is that we should be very warmly and friendly. That is to say, when both sides have agreed in advance might be an appropriate place, and waiting for the arrival of the guests.
1.1 The Reception of Customer’s Etiquette at the Airport
When we received the guests from afar at the airport, First of all, we must do first thing is to smile, and use one of the most brilliant smile face to meet the guests. the meeting, and followed by the one thing we must do is to salute, which is also often used in ceremonial meeting between the two forms of common courtesy etiquette, including handshake ceremony, bow and kiss ceremony. The public generally, with the title of the times changed in social life has been changing. From the 50's.In the general social occasions and in the workplace, "comrades" is a term used more widely. In international business exchanges, Mr. is means generally men, and to women, said Mrs. Ms Miss, These titles can be dubbed the name, title, title says and so, such as “Mr. Smith”. There are also regular exchanges of polite expressions. So as to give the other party to leave a good impression, normally we would say "Hello", "a long absence," and so on.
1.1.1 Clothing's Request.
They should choose wear the best clothes, which is to the commercial workers and the wish chooses and the clothing accessories which appropriate according to the etiquette request. What is the first thing you must follow the international general TPO principle strictly .TPO principle is that the dress code requirements to consider the time, place and purpose. There is a different cultural background between China and West, for example their customs and aesthetic concepts also are different, and we can not simply imitate Western dress. In business negotiations, as a dress, we usually should be selected which is the Tang suit, tunic, dress is formal.
Business people in their daily work and life, and they should be sure to set an example with the etiquette norm for the suit, skirt and uniforms, and It be sure to set an example. There is no doubt that the suits are the preferred option in the business community in a formal dress occasions. Men wore business suits to get their own true heart desirable, during the business negotiations, while both seem decent and generous and can make you comfortable. It can not but in the choice of suits, the way of suit wearing with the three major aspects of decent strictly related to the etiquette. In business negotiation activity, women generally have to choose skirt, which looked elegant and generous. Finally, to speak of the business commodity and the uniforms are required in the workplace itself that must be loaded or clothes worn to work.
11.2 How Did a Nice Gift on His Arrival
In business dealings, when we meet a standard line of gift on his arrival, and the other will leave a good impression, which directly express a salute by a good accomplishment. In our international business negotiations and It is generally used in the synthesis of Chinese and Western manners, depending on the occasion, but most of the etiquette used mainly in the West. If you will give a beautiful gift on his arrival, and It give themselves to each other's sense of his respect for their country, and a deep understanding of cultural backgrounds. However, the East and West, there is a common courtesy, such as nod ceremony, saluted, and hat ceremony. This is also the business community to achieve the key to successful negotiations, and the rituals played a decisive role.
1.1.3 How to Conduct Self-introduction, as well as the Introduction of Others
In international business negotiations self-introduction as well as the introduction of others is also very necessary. To Self-introduction, that is to say, the necessary of social occasions and introduced him to others, in order to understand their own each other. Appropriation self-introduction will not only enhance their understanding of others, but also create unexpected business opportunities.
To conduct a successful self-introduction need the following number of element: (1) choosing a good way of self-introduction (2) Mastering the self-introduction of the measured. (3) Choose a good opportunity of self-introduction. Introducing to others, also known as third-party introduction and it is not meet by a third party for each other both sides of introductions. Introduced is the way of a communication. Introduction of others, usually both sides names, those who were introduced to each of the parties to make some descriptions. Sometimes, it can be a one-way to introduce to others that will only be introduced in the party who introduced to the other party. Business people received the following three points must be made clear: Sorting out the order of presentation, choosing the way of introduction and understanding of the presentation of the notes.
1.2 Accommodation Etiquette
We should arrange the accommodation for guests according to the interests of norms and international practice, if we make an arrangements for foreign guests stay at the specific process, in general, we should pay attention to the two aspects.
Firstly, we must fully understand that the foreign guests `living habits, which is the different countries have different customs; everyone has their own unique habits. If we do not his lifestyle considerations, it will be difficult for us to meet foreign guests made based on personal habits of the normal requirements and it often will cause the other side of the receiving party expressed dissatisfaction with our work.
Secondly, we must be carefully selected the best place to stay for foreign guests. The reception of foreign guests at home, we usually should be arranged to favorable conditions, a fully equipped hotel where foreigners stay. Under normal circumstances, as the public official reception of foreign guests, and we should not be arranged to stay at hotels for foreign tourists are more favorable than the rival hotel and the guest house accommodation.
1.3 Schedule Etiquette
To Contact with foreigners, and we can not relate to travel etiquettes. In the foreign-related occasion, when all the guests to adapt to our business people, and we have to give a reasonable schedule. Neither it will make foreign guests feel very tired and very cumbersome, but also make them feel relaxed. Our arrangements must be strict, and each day's schedule must be given the consent of foreign guests and strived for guests while in a tense feel a bit happy, thus our company and products to leave a deep impressions.
2. Business Dinner Etiquette
Dinner is an international exchange of the most common form of communication. States hosted the characteristics of the nation has its own customs. In the sub-contractors in the business, If we want to have a line etiquette dinner, which in itself is often a successful social activities or business activities. But to make dinner a success, we must do a lot of meticulous works. In preparation for banquets and dinners, there are many etiquette requirements should be familiar with and followed .The whole course of dinner, the "eat" is only a means, and "eat" dinner behind the communication is the real purpose of business.
2.1 How to Issue or Accept the Invitation
The starting point is invited to contact, and there is a continuation of contacts. Welcome, introduction, reception, meetings, visits, farewell, which can not do without prior invitation or be invite. Business people must master invitation etiquette. It also includes oral and written invitations in two ways, particularly in a written request for the core, and that is an invitation and the invitation letter. In this case, the business people must be sincere to do, both expressed respect for the guests, but also shows that an invitation from the mind and attitude to the matter, which were also invited to ceremonies must master. From the ritual requirements of the issuance, whether we should accept the invitation of both parties promptly and politely responded to or not, indicating agree or disagree. In shortly invitation and invited is the necessary steps of a business dinner and it can not be a lack of respect in the business etiquette.
2.2 How to properly enjoy the Western-style food
In business negotiations, often many of which are from abroad, so businessmen must master the Western etiquette. As to eat Western food is much more etiquette than Chinese food .In particular, including; Firstly, understanding of the arrangement at a dinner etiquette. Secondly, how to learn cutlery etiquette. Thirdly, you should know the relevant knowledge about Western cuisine. Lastly, how master dining etiquette. When we eating Western food should be kept in an elegant image and we must always follow the etiquette and avoid making a mistake.
2.3 How Decent Drink in the Foreign Guests
Banquet is an important place for businessmen to get the contact and enhance the feelings. Through my colleagues and friends led toast, urging somebody to drink, which can promote the exchange of their feelings to make their relationship more intimate and more solid. The business people must be more focus on toast etiquette, with particular attention to the following points. First is that the understanding of the election ritual wine. Secondly, we must master the etiquette Sommelier and then, grasp the ritual toast. Finally, grasp the toast etiquette and understanding of etiquette, as well as refusal to attention to details. We should toast to our two companies together happily, and the future development of the companies. In any case, the alcohol should be stress that a "degree" can not be drunk acting like a buffoon.
3. Negotiations are in Business Etiquette
Language is a bridge between the two sides of information, thoughts and feelings between the two sides of the channels of communication, and the verbal communication in interpersonal exchanges occupy most positions. As a form of expression, the verbal communication for the first time, occasion, and the object is different. And they express a variety of information. And a variety of thoughts and the feelings, we should understand the principles of etiquette communication and focus on people's smooth interpersonal relationships of great help.
3.1 How to Grasp the Business Negotiation Etiquette
Business negotiation, are parties to the transaction in the maintenance of their own economic interests under the premise of two-way communication, thro