了解中西方不同礼仪在外贸业务中的意义商务英语.docx

了解中西方不同礼仪在外贸业务中的意义商务英语.docx

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了解中西方不同礼仪在外贸业务中的意义商务英语

Abstract

Businessetiquetteisacodeofconductformedinbusinessactivitiesforalongtime.Duetodifferentculturalbackgrounds,valuesandnationalismindifferentcountries,businessetiquetteisnotonlyinternational,butalsonational.ThegreatculturaldifferencesbetweenChinawithConfucianismandTaoismasthecoreandthewestwithChristianityasthecorewillinevitablyleadtothegreatdifferencesinbusinessetiquettebetweenChinaandthewest.

Withtheincreasinglyacceleratedprocessofeconomicglobalization,tradebetweencountriesbecomesmoreandmorefrequent,andeconomicfrictionalsoincreases.Forpeopleengagedininternationalbusinessactivities,itisofgreatpracticalsignificancetobefamiliarwiththeetiquetteofdifferentcountriesandmastercross-culturalcommunicationskills.

Inthecurrenteconomicsociety,thebusinessetiquetteincreasegradually,sothatengagedinbusinessactivitiesmusthaveacertainknowledgeofbusinessetiquette.Intheincreasinglyfiercecompetitionintheworldmarket,inordertooccupyaplaceinthefieldofinternationalbusiness,inadditiontothequalityandlowpriceofitsproducts,foreigntradenegotiationsalsodeterminethesuccessorfailureofinternationaltradeenterprises.Sointheforeigntradebusiness,etiquetteplaysaveryimportantandirreplaceablerole.

Withthedevelopmentofbusinessinvariouscountries,theroleofbusinessetiquetteinbusinessnegotiationsisbecomingmoreandmoreprominent.Businessetiquetteisanindispensablepartofbusinessnegotiation.Byanalyzingtheimportanceofbusinessetiquetteinmodernbusinessnegotiations,thispaperillustratesthenecessityofbusinessetiquetteinbusinessnegotiations,andthenthroughthepracticalapplicationofbusinessetiquetteinvariousstagesofbusinessnegotiations,warnsthatbusinessnegotiatorsshouldimprovethequalityofbusinessetiquette.

WiththerapiddevelopmentofChina'seconomy,businessnegotiationactivitiesareincreasing.InbusinessEnglishnegotiation,businessetiquetteplaysaveryimportantrole.Properuseofbusinessetiquettecanhelpsmoothnegotiations.However,duetothedifferencesbetweenChineseandwesterncultures,businessnegotiatorsshouldpayattentiontothecorrectuseofbusinessetiquetteintheprocessofnegotiation.

Keywords:

etiquette;businessnegotiation;significance;

Outline

ThesisStatement:

ThisthesisintendstodiscusssignificanceofChineseandwesternetiquetteinforeigntradebusinessinordertoavoidunnecessarytroublesandmisunderstandingsinbusinessnegotiations.

I.Introductiontoetiquetteandbusinessnegotiation

A.Thedefinitionofbusinessnegotiation

B.Thedefinitionofetiquette

C.Thecharacteristicsofbusinessnegotiation

II.Thespecificapplicationofetiquetteinbusinessnegotiation

A.Etiquettebeforebusinessnegotiations

1.Choosereasonabletimeforbusinessnegotiations

2.Chooserightplacesforbusinessnegotiations

3.Choosenegotiatorscarefully

4.Collectnegotiationinformationreasonably

B.Etiquetteinbusinessnegotiations

1.Meetingetiquette

a.Seatingetiquette

b.Sendgreetings

c.Shakehands

d.Passandreceivebusinesscards

2.Etiquetteinconversation

a.Sittingposition

b.Gestures

c.Expression

3.Off-courtetiquette

C.Etiquetteafterbusinessnegotiations

1.Thesigningceremony

2.Giftgiving

III.Discusstheroleofetiquetteinbusinessnegotiationsfrommultipleperspectives.

A.Theroleofetiquetteindifferentstages

1.PreparationStage

2.Negotiationphase

B.Therespectiverolesofetiquetteandbusinessnegotiation

1.Theroleofetiquette

a.Regularizebehavior

b.Conveyinformation

c.Enhancefeelings

d.Setuptheimage

2.Theroleofbusinessnegotiation

a.Promotethedevelopmentofcommodityeconomy

b.Strengthenthelinksbetweenenterprises

c.Promotethedevelopmentofforeigntrade

3.Thesignificanceofetiquetteinbusinessnegotiation

IV.Languagetaboosinforeigntradenegotiationsandthenegativeimpactofalackofetiquette

A.Languagetaboosinforeigntradenegotiations

1.Languagetaboos

a.Fraudconspiracyandexaggeratedwords

b.Domineering

c.Pushtoohard

2.Taboosubject

B.Thenegativeimpactofalackofetiquette

1.Directharm

2.Indirectharm

V.Conclusion

UnderstandthesignificanceofChineseandwesternetiquetteinforeigntradebusiness

I．Introductiontoetiquetteandbusinessnegotiation

A．Thedefinitionofbusinessnegotiation

Simplyput,businessnegotiationisamethodicalnegotiationconductedbythetwoormorepartiesinvolvedinanincreasinglyfrequenteconomicactivitiesforthepurposeofsuccessfultransactionandmaximizationoftheirowninterests.Businessnegotiationrunsthroughthewholeprocessofeconomicactivities,whichisthemostimportanteconomiccommunicationactivitythatacompanyandacountryhaveabroad.Itcaneffectivelyadjusttheeconomicconflictsamongenterprisesandcountriesparticipatingintheeconomicactivities,soastosatisfyallpartiesandpromotethesuccessofthetransaction.

B.Thedefinitionofetiquette

Etiquettenotonlyplaysanimportantroleinbusinessnegotiations,butalsoiscloselyrelatedtoourlife.Apersonwhoknowsetiquettewillberespectedwhereverhegoes.Sowhatexactlydoesetiquettemean?

Thestudyofetiquettehasdifferentmeaningsfromdifferentperspectives.Forexample,intheprocessofpeople'slifeandcommunication,etiquettereferstoaprocessofshowingself-disciplineandrespectforothersinacertainway.Itcontainsmanycontents,suchasdressing,wordsanddeeds,andcommunicationmethods.Fromtheperspectiveofpersonalqualitycultivation,etiquetteisusuallyanimportantexternalembodimentofaperson'sinnercultivationandquality.Fromtheperspectiveofcommunicationart,etiquetteisalsoakindofart,aharmoniousandperfectcommunicationmethod,whichcanmakepeoplegiverespectandfriendship.Fromtheperspectiveofcommunication,etiquettehasadifferentmeaning,whichreferstothehumancommunicationintheprocessofaskill,thecommunicationofrespectforeachother,goodwill,friendlynorms,andakindofbehavior.Etiquettecanbedividedintoavarietyoftypes,includingbusinessetiquette,communicationetiquette,serviceetiquetteandsoon.

C.Thecharacteristicsofbusinessnegotiation

Thepurposeofforeigntradenegotiationsistoreachanagreementbetweenthetwosides,facilitatethesigningofatradeagreement,andrealizetheinterestsofbothsides.Comparedwiththegenerallanguagecommunication,foreigntradenegotiationsaboutlanguagehasitsowncharacteristics.

Thelanguageisveryspecific.Vaguelanguagewillmaketheothersidehavedoubts,reduceourownauthority,andbecomeanobstacletothesmoothprogressofnegotiations.Forexample,atthebeginningofthenegotiation,ifthebuyerasks:

We’dliketofindoutifyoucansupplyleather?

Theselleranswers:

Asfarasourleatherisconcerned……..aboutthesource,qualityandsalesofgoods,whichwillmakethemtired.Whynotjustsaywehavenostockavailableatthemoment,becausetheleatheryouwanthasbeensoldout.

Usingdifferentstylesoflanguagestonegotiate.Onlybyusingdifferentstylesofnegotiationlanguageaccordingtodifferentproducts,negotiationcontents,negotiationoccasionsandnegotiationopponentscanguaranteethesuccessofnegotiation.Differentcountriesandethnicgroupsintheworldhavetheirowntraditionalculturesanddifferences.Onlybyrespectingthecustomsandculturesofdifferentcountriesanddemocracies,aimingataspecifictargetandusingthelanguageacceptabletoeachothercangoodresultsbeachieved.Generallyspeaking,peoplefromtheUnitedStates,Britainandothercountriesaremorestraightforward,sothenegotiationscangettothepoint.AndOrientalJapan,Koreaandsoonallpayattentiontotheetiquette.Theetiquetteistedious,sothenegotiatorsshouldhavethepatience.

Euphemismsshouldbeusedinnegotiations.Inthenegotiation,trytouseeuphemismtomakebothsidesacceptthedispute.Forexample,iftheotherparty'srequestformoredemanding,wewanttoputdown,cansaywhatyouhavesaidissomethingreasonable，butitisalittledifferentfromtherealsituation.Thenyoucangentlyputforwardyourownviews,whichdonothurttheotherside'sface,butalsomaketheothersidecalmlylistentotheirviews.

Inthenegotiation,wecanusetheotherparty'sviewsasthetopicoftheeuphemisticintroductionofourownopinions,inordertoimprovetheattractiveness.Usually,beforeputtingforwardourownopinions,asktheotherparty'sopinionfirst,andhowtheopponentsolvestheproblem.Iftheotherpersonagreeswithyou,trytogettheotherpersontoconfirmthatit'shisorheropinion.Atthistime,theopponentwillhavethefeelingofbeingrespected.Hefeelsthatopposingthisplanisopposinghimself,sothatitiseasytoreachanagreementandachievethesuccessofthenegotiation.

II.Thespecificapplicationofetiquetteinbusinessnegotiation

A.Etiquettebeforethebusinessnegotiation

1.Choosereasonabletimeforbusinessnegotiation

Thetimeofbusinessnegotiationcannotbedecidedbyonepartyalone.Bothpartiesneedtomakeadecisionthroughnegotiation,otherwiseitwillbeconsideredasdiscourtesy.

2.Chooserightplacesforbusinessnegotiations

Negotiationsplacehadbetterchooseintheirownfamiliarplace,becauseoftheirfamiliarenvironmenthelpsfightfornegotiationoftheinitiative.Ifnot,chooseavenuefamiliartobothsides.Ifthenumberofnegotiationsismore,itcanbeconsideredtochangethenegotiationvenue,inordertoe