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on the functions of etiquette in commercial negotiation一、 課題(論文)提綱引言1.創(chuàng)造良好氛圍,拉近雙方距離1.1創(chuàng)造良好的氛圍1.1.1輕松和諧的環(huán)境1.1.2輕柔的話語(yǔ)1.1.3緩和氣氛1.2 拉近雙方距離1.2.1談判雙方第一印象十分重要1.2.2姿態(tài)動(dòng)作非常重要1.2.3 摸清對(duì)方底細(xì)非常重要2.塑造良好形象,推動(dòng)交易成功 2.1 塑造良好形象 2.1.1與談判性質(zhì)一致 2.1.2與談判環(huán)境一致 2.1.3忌穿全新衣服2.2 推動(dòng)交易成功3.加深理解,促進(jìn)交易 3.1 加深理解 3.2 促進(jìn)交易結(jié)束語(yǔ)二、內(nèi)容摘要商務(wù)禮儀是在商務(wù)活動(dòng)中體現(xiàn)相互尊重的行為準(zhǔn)則。商務(wù)禮儀的核心是一種行為的準(zhǔn)則,用來(lái)約束我們?nèi)粘I虅?wù)活動(dòng)的方方面面。商務(wù)禮儀的核心作用是為了體現(xiàn)人與人之間的相互尊重。它是商務(wù)活動(dòng)中對(duì)人的儀容儀表和言談舉止的普遍要求。談判是一個(gè)艱苦的討價(jià)還價(jià)過(guò)程。從公關(guān)的角度,它既要達(dá)成協(xié)議,又要協(xié)調(diào)關(guān)系,避免樹(shù)敵。要做到這些,除了要有淵博的知識(shí)和高度的談判技巧和機(jī)智外,還應(yīng)該伴隨著周到的禮儀.三、 參考文獻(xiàn)1 張幸花,現(xiàn)代商務(wù)禮儀m . 中國(guó)農(nóng)業(yè)大學(xué),200092 金正昆,現(xiàn)代商務(wù)禮儀教程j. 北京:中國(guó)經(jīng)濟(jì)出版社,19983 李興民,現(xiàn)代公共關(guān)系與禮儀m. 成都:電子科技大學(xué)出版社,19944 石永恒,商務(wù)談判精華m. 團(tuán)結(jié)西路出版社,20035 方明亮,商務(wù)談判與禮儀m. 科學(xué)出版社,20066 劉文廣,商務(wù)談判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 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, 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 introduction 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 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, 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 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, if 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 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 abide 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 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 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 properly, 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, 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 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 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 problems 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, indifferent 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 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 respect 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 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 create 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, relaxed 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 your 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 beginning 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 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 bottom 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 successful transaction2.1. 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 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 dignified 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 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 preparation; 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 negotiate, 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 wear 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 instruments.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 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 reflected 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 adverse 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 company 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 country 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 business 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 business 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 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 friendshipbusiness 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 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 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 the 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 abou
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