礼仪在商务谈判中的作用【毕业论文】.doc

1、（20_届）本科毕业设计英语礼仪在商务谈判中的作用FUNCTIONSOFETIQUETTEINBUSINESSNEGOTIATIONS摘要商务礼仪是在商务活动中体现相互尊重的行为准则。商务礼仪的核心是一种行为的准则，用来约束我们日常商务活动的方方面面。商务礼仪的核心作用是为了体现人与人之间的相互尊重。它是商务活动中对人的仪容仪表和言谈举止的普遍要求。在日趋激烈的世界市场竞争中，要赢得国际商务工作的优胜地位，除了拥有价廉物美的产品之外，国际商务谈判是决定企业国际贸易成败的关键，而礼仪在商务谈判中占有重要地位，具有不可替代的作用，有效地使用商务礼仪有助于谈判的顺利进行。本文简单介绍了商务礼仪的形式

2、及礼仪在商务谈判中的作用，提高谈判过程中的礼仪意识，有助于提高谈判效率，取得理想的效果。关键字商务礼仪；商务谈判ABSTRACTBUSINESSETIQUETTEREFLECTSTHEMUTUALRESPECTANDACODEOFCONDUCTINBUSINESSACTIVITIESTHECOREOFBUSINESSISARULEOFBEHAVIORITISUSEDTOBINDUSINALLASPECTSOFDAILYBUSINESSACTIVITIESITSROLEISTOREFLECTTHEMUTUALRESPECTAMONGPEOPLEITISTHEUNIVERSALREQUIREMEN

3、TONPEOPLESAPPEARANCEANDBEHAVIORINBUSINESSACTIVITIESINANINCREASINGLYCOMPETITIVEWORLD,INORDERTOWINTHESTATUSOFINTERNATIONALWORK,NEGOTIATIONISIMPORTANTTOTHESUCCESSOFINTERNATIONALBUSINESSINADDITIONTOHAVINGACHEAPANDGOODPRODUCTS,ETIQUETTEINBUSINESSOCCUPIESANIMPORTANTPOSITIONANDHASPLAYEDANIRREPLACEABLEROLEE

4、FFECTIVEUSEOFBUSINESSETIQUETTECANHELPTHENEGOTIATIONSPROCEEDSMOOTHLYTHISPAPERHASBRIEFLYINTRODUCEDTHEFORMSOFETIQUETTEANDTHEIRROLESINBUSINESSNEGOTIATIONSTHEIMPROVEMENTOFTHESENSEOFETIQUETTEINTHEPROCESSOFBUSINESSNEGOTIATIONWILLCERTAINLYCONTRIBUTETOTHENEGOTIATIONEFFICIENCYTHUSACHIEVINGASATISFACTORYEFFECTK

5、EYWORDSBUSINESSETIQUETTEBUSINESSNEGOTIATIONCONTENTS中文摘要ABSTRACT1INTRODUCTION12THEFORMSOFETIQUETTEINBUSINESSNEGOTIATION221DRESSMATCH222GENERALGREETINGMANNERS223NEGOTIATIONETIQUETTE324SHAKINGHANDSETIQUETTE33THEFUNCTIONSOFETIQUETTEINBUSINESSNEGOTIATION431IMPROVINGFRIENDSHIPOFNEGOTIATORS432BUILDINGUPGOO

6、DRELATIONSHIP5321RELAXEDANDHARMONIOUSENVIRONMENT6322SOFTWORDS633IMPROVINGTHEMANNEROFNEGOTIATORS84THEIMPROVEMENTOFETIQUETTEMANNERSINTHEBUSINESSNEGOTIATION941RESPECTFORCUSTOMSANDTABOOS942IMPROVEMENTOFNEGOTIATINGSTYLE943COMPLIANCEANDTRUSTWORTHY1044APPROPRIATENESSINSPEECHACTS10CONCLUSION11BIBLIOGRAPHY12

7、ACKNOWLEDGEMENTS1211INTRODUCTIONINTHEERAOFRAPIDECONOMICDEVELOPMENT,INTERNATIONALNEGOTIATIONHASBECOMEINCREASINGLYIMPORTANT,INWHICHTHEETIQUETTEPLAYSANIRREPLACEABLEROLETHEREFORE,ASBUSINESSNEGOTIATORS,THEYMUSTUNDERSTANDTHEETIQUETTEANDTHECULTURALDIFFERENCES,ANDTHENUNDERSTANDWHICHKINDSOFBASICMANNERSINTHEB

8、USINESSNEGOTIATIONSSHOULDBEMASTEREDANDPUTINTOPRACTICEBUSINESSNEGOTIATIONISNOTONLYASCIENCE,BUTALSOANARTLIBO,2006ANEXCELLENTNEGOTIATORREQUIRESNOTONLYPROFICIENCYINPROFESSIONALKNOWLEDGE,MASTERSOCIOLOGY,PSYCHOLOGY,LINGUISTICSANDOTHERAREASOFKNOWLEDGE,BUTALSOHASTHEKNOWLEDGEOFETIQUETTESANDSKILLSINTHENEGOTIA

9、TIONSINORDERTOACHIEVEASUCCESSFULBUSINESSACTIVITYETIQUETTEISANETHICALLYANDSOCIALLYACCEPTABLEBEHAVIORREGARDINGPROFESSIONALPRACTICEANDACTIONAMONGTHEMEMBERSOFNEGOTIATIONINTHEIRDEALINGSWITHEACHOTHER（LIXINGMING,1994）INRECENTYEARS,MOREANDMORESCHOLARSHAVEMADESTUDIESOFDIFFERENCESINETIQUETTESAMONGDIFFERENTCUL

10、TURESASARESULT,ABETTERUNDERSTANDINGOFTHEFORMSANDTHEFUNCTIONSOFETIQUETTESISOFGREATSIGNIFICANCETOTHEBUSINESSNEGOTIATIONSAMONGDIFFERENTCOUNTRIESFORTHEPURPOSEOFDEEPENINGTHESENSEOFETIQUETTEININTERNATIONALBUSINESSACTIVITIESASWELLASINTERCULTURALCOMMUNICATIONTHISPAPERCANBEDIVIDEDINTOFIVEPARTSCHAPTERONESEVER

11、SASANINTRODUCTION,WHICHSTATESTHEMAINIDEAOFTHISPAPERCHAPTERTWOFOCUSESONTHEFORMSOFETIQUETTEINBUSINESSNEGOTIATION,SUCHASDRESSMATCH,GENERALGREETINGMANNERS,NEGOTIATIONETIQUETTEANDSHAKINGHANDSETIQUETTECHAPTERTHREEFOCUSESONTHEFUNCTIONSOFETIQUETTEINBUSINESSNEGOTIATION,SUCHASIMPROVINGFRIENDSHIPOFNEGOTIATION,

12、BUILDINGUPGOODRELATIONSHIP,IMPROVINGTHEMANNEROFNEGOTIATORSANDIMPROVINGNEGOTIATIONEFFICIENCYCHAPTERFOURFOCUSESONTHEIMPROVEMENTOFETIQUETTEMANNERSINTHEBUSINESSNEGOTIATION,SUCHASRESPECTFORCUSTOMSANDTABOOS,IMPROVEMENTOFNEGOTIATIONSTYLE,COMPLIANCEANDTRUSTWORTHYANDAPPROPRIATENESSINSPEECHACTSCHAPTERFIVESEVE

13、RSASTHECONCLUSION22THEFORMSOFETIQUETTEINBUSINESSNEGOTIATION21DRESSMATCHDRESSETIQUETTEISTHEMOSTBASICETIQUETTEININTERNATIONALBUSINESSNEGOTIATIONSDRESSINGDECENTCLOTHESNOTONLYSHOWSYOURINDIVIDUALSIMAGEBUTALSOSHOWSYOURESTEEMTOOTHERSINTERNATIONALBUSINESSNEGOTIATIONSREQUIREPEOPLETODRESSFORMALLYANDTRADITIONA

14、LLY,ELEGANTLYDRESSHASALWAYSBEENTHEMOSTIMPORTANTBUSINESSREGULATIONANDCLOTHINGISTHEKEYTOASUCCESSFULBUSINESSMAN（ANNMARIESABATH,2002）FOREXAMPLE,INJAPAN,MALESTRADITIONALLYWEARCONSERVATIVESUITS,TYPICALLYINBLUEORGRAY,WITHAWHITESHIRTANDDARKTIESUITSARESTILLCONSERVATIVEINMEDIUMSIZEANDLARGERJAPANESECOMPANIESAN

15、DGOVERNMENTOFFICES,BUTPASTELSHIRTSARENOWCOMMONPASTELSHIRTS,ANDSOMEEVENMORECOLORFULVERSIONS,ARERAPIDLYBECOMINGCOMMONINJAPANSBUSINESSWORLDTHENEGOTIATORSAREEXPECTEDTOTAKETHEIRSHOESOFFINSOMELOCALRESTAURANTSCONSEQUENTLY,ITSAGOODIDEATOWEARSLIPONSHOES,SINCETHEYCANBETAKENOFFEASILYINAMERICA,HOWTHENEGOTIATORS

16、DRESSDEPENDSONTHENATUREOFTHEWORKFINANCIALOFFICERSUSUALLYWEARSUITANDTIEDRESSCODESINTHEITSECTORAREVERYCASUALITSBESTTOASKBEFORENEGOTIATINGAMERICANSAREGENERALLYMODIFIEDWITHNEAT,DECENTCLOTHESANDTHEYLIKEEUROPEDESIGNERSDESIGNVERYMUCHDONALD,WHENDON,REBECCAANGELSHENDONINCOMMODITIESONECANTUSETHEIMAGEOFBUDDHAA

17、NDFORBIDSTHEUSEOFRELIGIOUSTERMSINDIANSCONSIDERTHEOXASASACREDANIMAL,THEPEACOCKASAUSPICIOUSANDTHENATIONALBIRDTHEYLIKERED,YELLOW,BLUE,VIOLET,ANDSOMEBRIGHTCOLOR,ANDDONOTWELCOMEBLACKANDWHITESOUTHEASTASIANCUSTOMSANDTABOOAREMUCHMORESPECIALGENERALNEGOTIATIONS,DONTALLOWCROSSLEGGEDIFANEGOTIATORUNEXPECTEDLYPUT

18、HISSHOETOWARDEACHOTHER,THENTHENEGOTIATIONWILLFAIL42IMPROVEMENTOFNEGOTIATINGSTYLEGLOBALMANAGERS,WHOCANBENEFITFROMLEARNINGTHEDIFFERENCEOFNEGOTIATIONBEHAVIORS,WILLHELPTHEMSELVESTOUNDERSTANDWHATHAPPENSINTHEPROCESSOFNEGOTIATIONNORTHAMERICANNEGOTIATORS,FOREXAMPLE,THINKINNEGOTIATIONSONESHOULDBESEEKING10TRU

19、THFROMFACTSTHEIRFACTSTENDTOBEBASEDONMUTUALTRUSTINEACHOTHERANDOBJECTIVEINFORMATIONWILLALSOBELOGICALTOUNDERSTANDTOITSTRANSMISSIONUNDERTHEPREMISEOFTHISINFORMATIONARABNEGOTIATORSTENDTOBEBASEDONITSOWNSUBJECTIVEFEELINGSWHILERUSSIANEGOTIATORSPRINCIPLEISBASEDONITSUNIVERSALFAITHANDPROPERTYINSOCIETYTHERUSSIAN

20、SARETOUGHNEGOTIATOR,THROUGHCONSTANTARGUMENTSANDBYDELAYINGTHEWESTERNNEGOTIATORTOMAKETHEMDEPRESSEDANDMAKEANIMPASSEINNEGOTIATIONSTHISISBECAUSETHERUSSIANSTHEUNDERSTANDINGOFCONCEPTSOFTIMEISDIFFERENTFROMWESTERNTHERUSSIANPEOPLEDISAGREEWITHWESTERNERSBELIEFOF“TIMEISMONEY“ANDTHERUSSIANSINSTEAD,ARABIANSLIKETOB

21、ECOMEALONGTERMPARTNER,THUSEASIERTOMAKECONCESSIONSCOMPAREDWITHWESTERNERS,ARABIANSHAVEINSUFFICIENTATTENTIONTOTIMELIMITANDAREOFTENLACKINGINENOUGHAUTHORITYTOCOMPLETEADEALITISUSEFULTOCOMPARESUCCESSFULNEGOTIATORSFOREXAMPLE,WHOAREDIFFERENTFROMAMERICANNEGOTIATORSINCOMPROMISINGCOMPAREDWITHOTHERCOUNTRIES,ARAB

22、IANSNEGOTIATORSAREVERYDIFFERENTINTHATTHEYPUTTHEMSELVESINANEUTRALPOSITION,ANDDONTTHINKTHEYBELONGTOANYPARTY43COMPLIANCEANDTRUSTWORTHYTOMAKEPARTINALLKINDSOFFOREIGNBUSINESSACTIVITIES,ONEMUSTBESURETOARRIVEONTIME,INSTEADOFBEINGLATEIFONECANTKEEPTHEAPPOINTMENTONEMUSTNOTICETHEOTHERMUMBERSINADVANCEIFFORSOMERE

23、ASONONEISREALLYLATE,HEHASTOAPOLOGIZEFORITITISANIMPOLITEBEHAVIORNOTTOKEEPTIMEOREATWORDSINMEETCASESTIMEISAMONEY,ANDTIMEISEQUALTOLIFEITISAMOSTFAITHFUL,PUNCTUALWAYTOKEEPPERFORMANCETOCHERISHTHETIMEISTOCHERISHTHEPEOPLEANDTHEIRLIVES,SOONEMUSTKEEPTOBEPUNCTUALWITHORTHERSINNEGOTIATIONESPECIALLYONECOUNTRYISSTR

24、IDINGTOWARDSTHEINTERNATIONALSTAGE,ATTHEMOMENT,ONEMUSTTOLEARNTHEGOODHABITOFPUNCTUALITYFROMFOREIGNPEOPLE,BECAUSETHEMOREPEOPLECHERISHLIFETHEMOREPUNCTUALITYTHEYNEED（CHENPING,2005）TOKEEPTIMEISTHEUTMOSTRESPECTFOROTHERNEGOTIATORSFROMANCIENTTOMODERNTIMESTOOBEYENGAGEMENTISVERYIMPORTANT44APPROPRIATENESSINSPEE

25、CHACTSITISOFGREATIMPORTANCETOCHOOSINGPROPERBUSINESSETIQUETTEINDIFFERENTCULTURALPATTERNSCULTURECANBEDEFINEDASALLTHEWAYSOFLIFEINCLUDINGARTS,BELIEFSANDINSTITUTIONSOFAPOPULATIONTHATISPASSEDDOWNFROMGENERATIONTOGENERATIONCULTUREHASBEENCALLED11“THEWAYOFLIFEFORANENTIRESOCIETY”INTHEINTERNATIONALBUSINESSNEGOT

26、IATION,CULTUREHASAPROFOUNDIMPACTONTHENEGOTIATIONSANDIGNORINGTHECULTURALDIFFERENCEWILLLEADTOTROUBLEWORDSANDDEEDSSHOULDBEASAPPROPRIATEASPOSSIBLEDONTDOSOMEUNUSUALMOVEMENTS,SUCHASPOINTINGYOURFINGERSTOANOTHERPERSON,NOTSPEAKINGLOUDLY,LAUGHING,ANDPOSITIVELYFOREXAMPLE,APRINCIPALOFONESCHOOLINTRODUCESANEWTEAC

27、HERFROMAMERICATOOTHERS,HESAIDLADIESANDGENTLEMEN,IAMDELIGHTEDTOINTRODUCETOYOUAVERYPRETTYGIRL,MISSBROWNSHEISAVERYGOODTEACHERFROMAMERICAAFTERPRINCIPLESWORDS,THENEWTEACHER,MISSBROWNFEELSVERYEMBARRASSEDINCHINESECULTURE,THEINTRODUCTIONOFPRINCIPALHASNOPROBLEM,BECAUSECHINESEALWAYSUSETHEWORDOFPRAISEINTHEINTR

28、ODUCTIONHOWEVER,INAMERICANCULTURE,PEOPLEUSUALLYAVOIDTHESUBJECTIVECOMMENTSTOHAVEINTRODUCTIONTOPEOPLEFORTHEFIRSTMEETINGFORTHEPRINCIPALSINTRODUCTION,MISSBROWNFEELSEMBARRASSEDBECAUSEOFTHEWORDOFPRETTYANDGOODINTHISSITUATION,AMERICAPREFERSTOHAVEANINTRODUCTIONTOPEOPLESIDENTITYANDDUTYINSTEADOFGIVINGTHESUBJEC

29、TIVECOMMENTSTOPEOPLESIMAGEINTHISEXAMPLE,THEPRINCIPALSIGNORANCEOFCULTURALDIFFERENCECAUSESTHEUNNECESSARYTROUBLEINTHEINTERNATIONALBUSINESSNEGOTIATION,ITISINEVITABLEFORNEGOTIATORSTONEGOTIATEWITHPEOPLEFROMDIFFERENTCULTURESTHUS,NEGOTIATORSSHOULDHAVEKNOWLEDGEOFTHECULTUREOFTHEOPPONENTCHOOSINGPROPERETIQUETTE

30、ATTHEBASEOFUNDERSTANDINGTHECULTUREDIFFERENCEISVERYIMPORTANTFORABUSINESSMANCONCLUSIONBUSINESSNEGOTIATIONISNOTONLYBASEDONTHEECONOMICINTERESTOFTHENEGOTIATINGPARTIESEXCHANGEANDCOOPERATION,BUTALSOONPARTIESWITHACOLLISIONBETWEENTHEDIFFERENTCULTURESANDCOMMUNICATIONTHENEGOTIATIONSAREINFLUENCEDBYANATIONSPOLIT

31、ICAL,ECONOMIC,CULTURALANDOTHERFACTORSONEOFTHEMOSTDIFFICULTTOGRASPISCULTURALFACTORS,ACONSIDERABLEELEMENTTHATWILLAFFECTTHENEGOTIATIONTHEREFORE,ITDIRECTLYAFFECTSTHECONDUCTOFBUSINESSACTIVITIES（ZHANGXINGHUA,2009）BUTTHEETIQUETTETALKEDABOUTISAPRODUCTOFCULTURALFACTORSBEINGABLETOSEIZEANDUSEBUSINESSETIQUETTEW

32、ILLLAYTHEFOUNDATIONFORTHESUCCESSOFBUSINESSNEGOTIATIONSEVENINSOMECASES,ITCANDECIDETHESUCCESSORFAILUREOFTHENEGOTIATIONSINBUSINESSACTIVITIES,SOTHECORRECTGRASPOFETIQUETTEPLAYSAVITALROLEINTHEBUSINESSNEGOTIATIONSDIFFERENTCOUNTRIESHAVEDIFFERENTCULTURESASABUSINESSNEGOTIATOR,ONESHOULDKNOWBOTHSIDESCULTUREANDU

33、SETHEAPPROPRIATEBUSINESSETIQUETTETOACHIEVEASUCCESSFULINTERNATIONALBUSINESSNEGOTIATIONTHEPARTICULARETIQUETTEFORMSANDFUNCTIONSARECRUCIALLYIMPORTANTTOTHEBOTHSIDESOFNEGOTIATORSMOREOVER,THEIMPROVEMENTOFSOMEETIQUETTE12MANNERSWILLBEHELPFULTOFACILITATETHEPROCESSOFBUSINESSNEGOTIATIONINTERNATIONALLYANDTOTHESA

34、TISFACTORYRESULTOFNEGOTIATIONBIBLIOGRAPHY1ANNMARIESABATH,BUSINESSETIQUETTECAREERPRESS,20022DONALD,WHENDON,REBECCAANGELSHENDONPAULHERB,CROSSCULTURALBUSINESSNEGOTIATIONGREENWOODPUBLISHINGGROUP,19963MARTIN,JEANETTESGLOBALBUSINESSETIQUETTE,AGUIDETOINTERNATIONALCOMMUNICATIONANDCUSTOMSWESTPORT,CTPRAEGER,2

35、0064李波商务礼仪M北京中国纺织出版社，20065李兴民现代公共关系与礼仪M成都电子科技大学出版社，19946刘白玉国际商务活动中的握手礼仪M北京北京大学出版社，20087曹浩文如何掌握商务礼仪M北京北京大学出版社，20038金正昆现代商务礼仪教程M北京中国经济出版社，19989刘文广商务谈判M北京高等教育出版社，200610余忠艳，李荣健现代商务礼仪M武汉武汉大学出版社，200711易开刚现代商务谈判M上海上海财经大学出版社,200612未来之舟商务礼仪M北京中国经济出版社，200513方明亮商务谈判与礼仪M北京科学出版社，200614徐鹏飞浅谈商务谈判中的礼仪J商场现代化，2006,91

36、5陈平商务礼仪M北京中国电影出版社，200516张幸花现代商务礼仪M北京中国农业大学,2009ACKNOWLEDGEMENTSICANNOTSUFFICIENTLYTHANKMYSUPERVISOR,ASSISTANTLUJUNFENG,WHOSEINVALUABLEADVICEANDPAINSTAKINGINSTRUCTIONSOFTHEEARLIERDRAFTSHAVEAMAJORIMPACTONTHEFINALSHAPEOFTHISTHESISHEHASSPENTMUCHOFHISVALUABLETIMEANDENERGYINVISITINGMYPAPERIAMALSOVERYAPPRECIATINGFORALLTHETEACHERSFORTHEIRSPLENDIDLECTURESDURINGMYSTUDYINJIAXINGUNIVERSITYNANHUCOLLEGE,FROMWHICHIHAVELEARNEDSOMUCHFINALLY,THECOMPLETIONOFMYPAPERCOULDNOTHAVEBEENPOSSIBLEWITHOUTTHECONSTANTSUPPORT,ENCOURAGEMENTSANDENDURINGLOVEFROMMYPARENTSANDMYFRIENDSIWANTTOEXPRESSMYSPECIALGRATITUDETOTHEMALL