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1、On the Functions of Etiquette in Commercial Negotiation一、 课题(论文)提纲引言1.创造良好氛围，拉近双方距离1.1创造良好的氛围1.1.1轻松和谐的环境1.1.2轻柔的话语1.1.3缓和气氛1.2 拉近双方距离1.2.1谈判双方第一印象十分重要1.2.2姿态动作非常重要1.2.3 摸清对方底细非常重要2.塑造良好形象，推动交易成功 2.1 塑造良好形象 2.1.1与谈判性质一致 2.1.2与谈判环境一致 2.1.3忌穿全新衣服2.2 推动交易成功3.加深理解，促进交易 3.1 加深理解 3.2 促进交易结束语二、内容摘要商务礼仪是在商务
2、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。谈判是一个艰苦的讨价还价过程。从公关的角度，它既要达成协议，又要协调关系，避免树敌。要做到这些，除了要有渊博的知识和高度的谈判技巧和机智外，还应该伴随着周到的礼仪.三、 参考文献1 张幸花，现代商务礼仪M . 中国农业大学，200092 金正昆，现代商务礼仪教程J. 北京：中国经济出版社，19983 李兴民，现代公共关系与礼仪M. 成都：电子科技大学出版社，19944 石永恒，商务谈判精华M. 团结
3、西路出版社，20035 方明亮，商务谈判与礼仪M. 科学出版社，20066 刘文广，商务谈判M. 高等教育出版社，2006On the Functions of Etiquette in Commercial Negotiation Abstract: Business etiquette is reflected in the business of mutual respect and a code of conduct. The core of business is a standard of behavior. It is used to bind us in all aspects
4、 of daily business activities. Its role is to reflect the mutual respect among people. It is the commercial activities of the persons appearance and behavior of the universal demand meter. Negotiation is a difficult bargaining process. From a Public Relation perspective, it has to reach an agreement
5、, but also coordinate the relations and avoid enemies. To this, we must have profound knowledge and a high degree of negotiating skills and resourcefulness, but also should be accompanied by thoughtful courtesy.Keywords: Business Negotiation; etiquette; enterprise; success; image; function Introduct
6、ion Business Negotiation is not only a science, but also an art。An excellent negotiator, requires not only proficient in professional knowledge, master sociology, psychology, linguistics and other areas of knowledge, also requires knowledge of etiquette knowledge and proficiency in the negotiations
7、in order to cope with ease. Shopping is like a battlefield, in a market economy conditions, among all walks of life among enterprises for their own economic interests compete for profit-inch, not to give way. But the mall, after all not a battlefield, this competition is not really a knife out guns,
8、 life and death of the flame, shopping centers on the contest is carried out in gentle manner. Even if the two sides disputed, at loggerheads, all words and deeds must also be polite. Irrespective of whether successful or not, pay attention to etiquette is very important. Etiquette in business plays
9、 an important role in the negotiations. Such as etiquette can create a good atmosphere and narrow the gap, etiquette can build a good image and promote a successful transaction, it can also deepen understanding and promote friendship.1. Creating good atmosphere and narrowing the gap An enterprise, i
10、f we can warm and thoughtful, generous hospitality gracefully customers, like the other people think, and to help each other solve problems, resolve doubts, respect for each other, would make customers feel you are sincere, and willing to deal with you. In a relaxed and harmonious atmosphere in the
11、negotiations, it will naturally reduce the distance between the two sides is easy to find a mutually acceptable to each other can benefit from the combination of points.1.1 Creating good atmosphereBoth sides meet each other on first. Introduction and self-introduction should decent and generous to a
12、bide by rules of etiquette. Introduction to graceful, after introductions should shake hands with each other Kind regards. If you have business card, you should take the initiative and handed him a slight nod to show the mild-mannered demeanor, but also the link for future co-operation with ease. In
13、 case of self-introduction, you should spit the word clear, raise the voice appropriately, eyes are looking at each other, to show respect for each other, we must guard against looking around when self-introduction, because this will make people feel apathy, and fails to courtesy. If the other party
14、 is foreign, you have to depending on national culture, and etiquette of the different decisions introduction and handshake approach. Please pay attention to conversation manners. Discuss personnels conversation should be easy, manners should be gentle and generous, modest and polite, measured prope
15、rly, and can not be restrained panic. Greetings after meeting , something into the title before being advised to talk about some easy non-operational nature of the neutral topic, such as the travel experience, season and weather, sports performance, their hobby or past experience working and so on,
16、but at the beginning of the greeting should not be too long, so as not to dilute the negotiating atmosphere1.1.1 Relaxed and harmonious environmentA good atmosphere for negotiations, first of all depends on the relaxed and harmonious environment. If use the pleasant of voices to introduce with each
17、other or self-introduction, to talk about a number of topics of mutual interest, so that we created in the first initial impression of harmony, and then to business.1.1.2 Soft wordsIn business negotiations, speak with a soft warm tone，volume medium, slowly, face an air of natural and smilingly, all
18、of these will make people feel relaxed. Business negotiations gentle words make each other feel happy and feel that you are friendly to him, so that is good to create a favorable environment for the negotiations.1.1.3 Easing the atmosphere When the problem was, you can use likely to recognize the pr
19、oblems in certain areas, mainly in order not to directly oppose each other, to soften the atmosphere. Talks too long, or are at high tide, or the two sides deadlocked, often make people feel tired, depressed or highly strained. At this point you can say a few words of witty humor, so hard, indiffere
20、nt negotiations easier and pleasant.1.2 Narrowing the gapAppearance is discuss personnels advertising, you should pay attention to be stiff and smooth and clean clothes, dignified and elegant, and looked full, in this way to give a good first impression.Go to discuss the topic naturally. Question is
21、 that both sides enter negotiations are expected. The most appropriate way is a relaxed, natural tone, easy to talk about the two sides reached a consensus on the topic. Such as Lets discuss the procedure should first be finalized today, what do you think about it? This questioning reflects both res
22、pect each other, and the sincerity of willing to discuss the issue on equal attitude, but also most likely to be each others positive response and help to create a consistent atmosphere. Such statements should be dignified language, tone and pace should be moderate, not only indicate your intentions
23、 and demands but also causing other people without resentment and anxiety. When each others statements, should listen seriously and pay attention to recording and analysis. You should know that Listen carefully not only to each others respect but also your own respect. At the same time, this can cre
24、ate a mood to each other, willing to continue to talk about atmosphere.1.2.1 The importance of the first impression in negotiationThe beginning of the negotiations, the negotiating parties of the first impression is very important contact, and conversation as much as possible to create a friendly, r
25、elaxed atmosphere of good negotiation. Self-introduction to the natural generosity, non-exposed arrogance was intended. Was introduced to the people should rise about a smile hands, you can politely authentic: Nice to meet you, Nice to meet you, and so on. Ask each other to be polite, such as ask yo
26、ur name and so on. If you have business cards, should to take delivery with both hands. After introduction, you can choose a topic of mutual interest to talk. A short greeting can communicate feelings and create a mild climate. 1.2.2 The importance of the posture movementNegotiating stance at the be
27、ginning of grasping movements also play a major role in atmosphere of the talks should be watching each others eyes, the eyes should stay in each others eyes, a triangular area between the forehead square, so to make 0+the other feel concerned that you are serious and sincere. Better than the washed
28、 down onto the palm of the hand, gestures natural, not swatting gesture, so as to avoid frivolous feeling. Avoid cross-arms at the chest, so it is extremely arrogant and rude.1.2.3 To find out each other is importantAt the beginning of negotiations on the important task is to find out each others bo
29、ttom line, it is necessary to seriously listen to each others conversation, careful observation of each others behavior expression, and provide appropriate responses, it not only to understand each others intentions, but also to show respect and courtesy.2. Building a good image and promoting a succ
30、essful transaction待添加的隐藏文字内容32.1. Building a good image In business negotiations, the parties to the transaction may not know, while the personal image is often the representative of corporate image. There is a common phenomenon: in business activities, one party often through each others appearance
31、 one, manners conversation to determine each other and through the other side to analyze him (her) represents the credibility of the enterprise, thereby affecting its interaction level. Thus, in business activities, on both sides of the noble morality, and courteous manner, profound knowledge and di
32、gnified courtesy, would give the other party left a deep impression, and business sentiment in favor of negotiations to reduce resistance. Therefore, the appearance and deportment of business personnel are particularly important to the demeanor of each a staff of a good image, it is a good image of
33、corporate in the business, and any one employee misconduct, would undermine the good image of the entire enterprise.2.1.1 Consistent with the nature of negotiationsIf it is the formal talks, the negotiators should be dressed formally, to express the importance of the negotiations and adequate prepar
34、ation; if informal negotiations, the negotiators of the dress should not be too rigid stiff, you can more easily, giving the feeling of relaxed easy-going, so look is more accessible, facilitate the exchange of common ground.2.1.2 Consistent with the negotiating environmentTo luxury hotels to negoti
35、ate, suits and ties can prove your identity and tolerance, so that you feel the harmony of soul and the environment, rather than ashamed of; in general office space negotiations, you can dress and go to work almost normally, do not dress up.2.1.3 Dont wear new clothes When the negotiations, if you w
36、ear new clothes, this deliberate and specialized costly dress will make you feel uneasy, cautious, and nervous. And through a few of the new clothes, not only some individuals have been able to adapt, not satisfied with software, and is not a natural feeling, but without losing the gift of instrumen
37、ts.2.2 Promoting a successful transactionWith the improvement of living standards, people are also getting higher and higher on spiritual pursuits, especially with the development of Chinas market economy and accession to WTO to participate in international competition, there are urgent demands that
38、 we be able to learn in its foreign relations with international practice, master business etiquette, and thus more effective to communicate with others, to win in the commerce. Business etiquette in peoples social interaction is become more and more important. Business etiquette is not only reflect
39、ed their own personal qualities, but also reflects the business where the businesss cultural level and enterprise management. Good business etiquette to create a favorable atmosphere for business exchanges, laid a good foundation for the cooperation of enterprises. On the contrary, it could have adv
40、erse effects enterprises and bring great loss. Different ethnic and cultural backgrounds have a significant impact on manners, so when doing business with foreign merchants; you should as much as possible familiar with each others business practices and rhythms. When you negotiate on behalf of the c
41、ompany business, such as to respect each others customs and habits, so that customers feel comfortable, in this way the probability of success will be increase. In order to avoid the rude behavior of contacts in advance should read some introductory information on customer profile of the host countr
42、y to understand the greetings language, dress norms, dining knowledge, geographic profile, to meet this woman, and gift-giving customs. In a foreign country, taste the local specialty food, learn a study of local speech and behavior, help to narrow the distance between each other, and conduct busine
43、ss in a positive impact.3.To deepen understanding and promoting friendship3.1 To deepen understandingIn business negotiations, both sides should maintain their own economic interests, conflicts will inevitably occur. Enterprises and enterprises and between people due to the conflicts arising from bu
44、siness activities, not confrontation, but also the contradictions can not be put into a transaction on a certain business or personal attacks, but rather as people and things separate. In business negotiations, when the two sides at loggerheads, we must note that, etiquette norm, with communication
45、through the understanding and to identify mutually acceptable solution, through the transaction, the two sides to establish friendship, a long-term partner. Even if the transactions fail, due to Honest, rituals are added, the two sides will be looking for other avenues of cooperation.3.2 Promoting f
46、riendshipBusiness negotiations are conducted between people, so the negotiation process is an interpersonal process. Interpersonal relationships play in the negotiations is often a very subtle role. The low level of morality, decency and self-cultivation of poor business, is no credibility to speak
47、of, and in shopping malls difficult to be successful. But if honest, respect each other, manners are Canada, the feelings of harmony, the negotiations could achieve the desired results. Even if the finally without cooperation, but also it can promote friendship between the two sides, in order to lay
48、 the foundation for future co-operation. Therefore, in the negotiation process should always attaches great importance to etiquette.Conclusion Business Negotiation is not only based on economic interest of the negotiating parties exchange and cooperation, but also parties with a collision between th
49、e different cultures and communication. The negotiations would be their own country, the nations political, economic, cultural and other factors , and one of the most difficult to grasp is that cultural factors, a considerable part of the negotiations failed, therefore, which directly affect the conduct of business activities. But the ritual we talk about is a product
