禮儀在商務談判中的作用(英文版)-文庫吧

【正文】 a excellent negotiator, you have to be dignified, be natural and graceful, be with a friendly amiable nature of expression. What39。s more, you need to stand well, sit well. Don39。t talk loudly or talk volubly. The etiquette of meetings In some meetings, introduction is always important. It is viewed as a door that helps the negotiators to know each other. There are two different forms: selfintroduction, introduction via the third party. Due to some limitation for the first form, it is more popular with the negotiators. Then, when you are making a introduction or meeting someone for the first time, shaking hands as one of the most simple languages, which is widely used all over the world. Normally, the negotiator shakes hands actively with the other party, which means to show their respect and friendship. There are also requirements for time of shaking hands. It needs to be moderate. For example, if you are shortly shaking hands with the others, then he or she will think that you don39。t have any sincerity. On the contrary, if you shake hands with the others for too long, which also will make him or her feel embarrassed. In general, you39。re requested to hold 36 seconds while you are shaking hands. The same as time, the dynamics for shaking is also critical. It is also need to be moderate when you are shaking hands. Besides, the ladies should take off the righthand gloves before they are shaking hands. However, the men have to take gloves of both hands. The last but not the least, the greeting .For most time, the negotiators in either parties or more side, e from different places. It is unnecessary to make a introduction one by one. So, under this situation, the two parties can greet by handing their right hand or make a nodding in order to show their respect. For the strangers or unfamiliar negotiators, you can also adopt the above forms. The etiquette of conversation The next important sides are the conversation etiquette. For the talks, there are two important special points for the two parties. On the one hand, the negotiator39。s behavior. It refers to their sitting, standing and walking in the process of negotiation. In the business negotiations, the behavior requirement is to behave moderately. On the other hand, the negotiator39。s speech is another important factor that can influence the result of the negotiation. Don39。t Be Curious. It is impolite to be curious about the private affairs of others, such as age, salary, religion and marriage. In conclusion, the negotiators39。 expression needs to be natural, and he or she has to express clearly during the conversation. Then the negotiating style in the conversion. It must be emphasized that there is no one right approach to negotiations. There are only effective and less effective approaches and these vary according to many contextual factors. As negotiators understand that their counterparts may be seeing things very differently, they will be less likely to make negative judgments and more likely to make progress in negotiations. The research and observations by most scholars indicate fairly clearly that negotiation practices differ from culture to culture and that culture can influence negotiating stylethe way persons from different cultures conduct themselves in negotiating sessions. For example, . negotiators tend to rely on individualist values, imagining self and other as autonomous, independent, and selfreliant. This does not mean that they don’t consult, but the tendency to see self as separate rather than as a member of a web or work means that more independent initiatives may be taken. American negotiators tend to be petitive in their approach to negotiations, including ing to the table with a fallback position but beginning with an unrealistic offer. Therefore ， American negotiators often act in an impersonal waybusiness is business is their maxim. Besides, American negotiators are always missiondrivenanxious to bring parties concerned into agreement, and they have little interest in building up any relationship. Furthermore, American negotiators like to be openly challenged for the negotiation, and they think it is quite normal if they run into any conflict with any party concerned. Chinese negotiators also look forward to longterm partnership. Unlike America negotiators, they are not in a hurry to push for an agreement. Generally there is a slow start to warm up, and then it is followed by some tentative suggestions. Like their Japanese counterparts, Chinese negotiators do not expect any open conflict for whatever r