Etiquette on Business Negotiations

摘要Business negotiations means is a bargaining process during which two or more business parties discuss with the others to cooperate for common benefits when they have conflicts. In other words, the negotiators may benefit from the possible agreement they reach, but they still have conflicts. The reasons why business negotiations succeed are in result of quite many elements, but etiquette is one of the most important factors. The business etiquette shows the principle of respecting each other in business activities. The business etiquette is a role to restrain the negotiators' behavior in daily business activities. Treating others politely in negotiations not only shows negotiators' education and quality but also affects the thoughts and emotions of the other party in some degree. Most of the negotiations have two goals: set up business relations and reach an agreement in business. To obtain the goals successfully, in the modern society, it is quite important to have the knowledge of business etiquette is of great importance. This paper will mainly talk about the importance of etiquette in business negotiations.Key Words: business etiquette; business negotiation; negotiators摘要商务谈判是交易双方或多方为了共同利益合作，但同时又存在如何分配利益的冲突中讨价还价的过程。

换句话说，双方可以相互受益于从一系列可能的结果达成的协议，但依然存在利益冲突。

促使商务谈判成功的因素很多，但礼仪在谈判中的效应占有十分重要的位置。

在谈判中以礼待人，不仅体现着自身的教养与素质，而且还会对谈判对手的思想、情感产生一定程度的影响，于是便有商务礼仪之说。

绝大多数谈判都有两个目的：做成生意以及建立良好关系。

在当今经济条件下，为了达到这两个目的，了解谈判中的商务礼仪并给予重视就显得十分重要。

本文主要讨论的是礼仪的重要性。

关键词：商务礼仪；商务谈判；谈判代表On Etiquette in Business NegotiationsNegotiation is a basic human activity as well as a process people undertake everyday to manage their relationship such as a buyer and a seller, a husband and a wife, children and parents. As the stakes in some of these negotiations are not very high, people do not have to get preparations for the process and the outcome.But in international business negotiations, the stakes are usually high, and people cannot ignore this fact, so they have to get preplans in a more careful way. Both parties in this kind of negotiation should contact each other so that they can get a better deal rather than simply accepting or rejecting what the other party is offering. The whole process of negotiation is based upon the premise that both parties are interdependent, that is, one side cannot get what he (she) wants without taking the other into consideration.In the process of negotiation, there are no rules, traditions, rational methods or higher authorities available to resolve their conflict once it crops. Nowadays, the business negotiation is not only a science, but also an art. As a good negotiator, it requires not only his or her mastery of professional knowledge, mastery of sociology, psychology linguistics, but also the knowledge of etiquette, which will help him or her to copy with the business negotiation very well. If the negotiators in both side have any dispute or they are deadlocked, then all their words must be polite. All in all, whether the effort of the negotiation is satisfied or not finally, it is also important for the two parties to pay attention to the etiquette. It is said that the main body of the business negotiation are human beings, and people’s contacts ar e sure to accord with a specified standard of etiquette. In a word, etiquette plays an important role in business negotiations.1. Business NegotiationsBusiness negotiations refers to the behavior and process conducted through communication, in order to reach an agreement on certain trade by two or morebusiness parties to coordinate their business relationships and to satisfy their own needs.During the negotiations, whether the two or more parties can discuss harmoniously and reach a consensus is influenced by the negotiators' appearance, manners and style of communication. So the etiquette and communication skills of the negotiators are no less important than anything else. They play quite a significant role throughout the negotiation. They can also affect the negotiation.2. Etiquette in Business NegotiationsWith the development of Chinese economy, more and more business activities are required for the exchange of information. Business etiquette is the basic quality when businessmen take actions. It's a standard, also an essential condition for business activities.2.1. The Definition of Etiquette in Business NegotiationsBusiness etiquette is an important part of etiquette, it refers that the business people comply with socially accepted norms of conduct, in order to establish a good image for both individuals and corporation in business activities.Business etiquette differs from interpersonal etiquette in that the former is involved in all the steps of business activities. For a company, every segment is related to its image, including making purchases, selling and after—sale services, which means that if each and every member of a company can do their jobs as the business etiquette requires, it will help shape a good enterprise image and promote the selling of the goods.2.2. The Functions of Business Etiquette2.2.1. Emphasize CreditBoth business parties want benefits from the other one, rather than unilaterally. Therefore, honesty and credit are quite important in business activities. Honesty means attending business activities sincerely, do their best to reach an agreement, instead of indulging in empty talk and do nothing practical. As for credit, it meanstrue in word and resolute in deed. After signing the contract, do carry out the contract. If coming across an accident and failing to fulfill the contract, then make up it with a satisfied solution.2.2.2. Emphasize TimelinessThe timeliness of business activities is quite important, chances never come back. In business activities, if businessmen do things properly at a proper time, things will be smoothly resolved.2.2.3. Emphasize CultureBusiness activities belong to economic actions, culture elements, though, are involved. To be politeness, good-mannered and elegant, negotiators should improve their cultural quality and shape good images for their companies.Due to the cultural diversity, however, what seems appropriate in one country can be inappropriate in another, which results in misunderstanding, friction or even the failure of the whole negotiation. For example, in China, conservative suits for men with subtle colors are the norm while women should avoid high heels and short sleeved blouses. The Chinese frown on women who display too much. Subtle, neutral colors should be worn by both men and women. Jeans are not acceptable for business meetings. Revealing clothing for women is considered offensive to Chinese businessmen. While in the United States, business suit and tie are appropriate in a ll major cities. Businessmen should wear dark colored business suits in classic colors of gray and navy. For an important formal meeting, choose a white dress shirt, for less formal a light blue shirt will still help to shape a conservative appearance. Women should wear a suit or dress with jacket in major cities. Wearing classic clothing and classic colors of navy, gray, ivory, and white will give you a confident and conservative appearance. Clothing, whether formal or casual, should be clean and neat in appearance.2.3. Principles of Business Etiquette2.3.1. RespectRespect is the essential of etiquette. In real life, men being created equal, respecting the elders, paying attention to clients, all of the things above indicate a good quality. Treat others gently and remember not to please others hypocritically, or be mean due to being rich. All in all, to be respectful and friendly to others is an important role in dealing with interpersonal relationships, which is also good for enterprises.2.3.2. SincerelyBusinessmen pay attention to etiquette to shape good images for both individuals and corporations. As a result, in terms of the items of business activities, businessmen should focus not only on the meanings of etiquette’s forms and measures, but on its long-term benefits. Only to obey the principle of sincerity with an eye on the future can businessmen obtain the finial benefits. In other words, to value their figures and reputations, both businessmen and enterprises should not only ask for etiquette’s formal perfection, but also regard it as the true qualities of businessmen. 2.3.3. ModestyModesty is not only a virtue but also a significant condition for successful social contacts. It means to be generous, kind, and easy to go on well with and be willing to take others' advice, means to have strong attraction to others and means to have the ability to deal with interpersonal relations.2.3.4. ToleranceTraditional Chinese culture always emphasizes and encourages tolerance and regards it as a basic virtue in dealing with interpersonal relations. In business activities, tolerance is also required to be open—minded in handling disputes. Misunderstanding and conflicts are inevitable in business activities stem from their own benefits. To deal with all kinds of relations and disputes correctly and obtain long-term benefits, businessmen should abide by the principle of tolerance, be open-minded and have a vision on the future.Above all, have the knowledge of tolerance in interpersonal relationships and business activities, businessmen will get respect from others, which does benefit theirown business.3.The Function of Etiquette in Business NegotiationsBusiness etiquette has an important role on the negotiations, especially on the international business negotiations. It mainly has the following effects:3.1. Communication and Coordination3.1.1. Promoting CommunicationBusiness negotiations process, that is, the process of negotiations of the two sides. All of the successful negotiations are the result negotiated by the two parties, which means both sides to communicate and understand each other. The negotiators are humans, in other words, they have their own thoughts, views and attitudes. People will have different ideas and understandings towards the same question due to their positions and angles. This will make it more difficult for negotiators to understand each other. If they fail to communicate, they can't reach an agreement or even cause misunderstandings, and then consequently bring bad influence to their companies. As a result, business etiquette aims to eliminate differences and get both parties to approach to each other and communicate smoothly. Sometimes , regardless of etiquette may mess things up, for example, making an appointment before visiting and be on time, or others may have the view that you're not polite enough and are not a nice person or company to cooperate with.3.1.2. Coordinating Interpersonal RelationsIn business activities, it’s inevitable to come across unhappiness, sometimes the clients get angry, if handled unsuitably, the image of the businessmen will be badly influenced, even the companies can’t be avoided. In this situation, business etiquette will help to eliminate conflicts and distributions, so that the two or more parties can understand each other and solve the distributions smoothly.3.2. Improve Personnel Quality and MoralityB usiness etiquette can improve people’s personnel quality and morality. In the modern society, competition among the enterprise is ultimately the competition fortalents. But for negotiators, it is the competition of personal qualities and professional negotiating skills. Therefore, an excellent negotiator not only has the professional knowledge, but also has the good etiquette. Then they can have a perfect play on the international business negotiations and they can win more chances for the enterprise, also for themselves.3.3. Maintain and Beautify the Image of Both Individuals and Companies 3.3.1. Shape Good Images for IndividualsBusiness etiquette is able to maintain and beautify the image for both individuals and corporations. In the international business negotiation, negotiators’ images are on behalf of the company’s image, product image and service image, so they must pay enough attention to the design of the negotiators’ image s.During the negotiations, the first thing that catches the opposite party’s eyes is the personal image of the negotiator. The perfect personal image can leave the opposite a good first impression. For example, in dresses, negotiators should abide by the following principles: Both men and women should always wear a suit. The best color considered to be dark navy and gray. Men should wear shirts that are nicely starched and not taken right out of the dryer. White shirts should be white, not yellowish. Men’s ties should be seen and not heard. Women should avoid wearing several pieces of jewelry, especially dangling, chunky sorts. Wear accessories and jewelry that make you look polished and professional. Make sure shirts are at least knee length. Women should always wear hosiery, and shoes with heels. Y ou should try to be on the conversation side rather than trying to look glamorous. Thus, negotiators are easily to win the trust of the opposite party. And this will lay a good foundation for both sides in the following negotiation.3.3.2. Shape Good Images for CompaniesPaying attention to business etiquette does good to shape and maintain images of companies. According to the result of a marketing research report in Washington D.C, 96% of those who were treated impolitely don’t complain directly, 92%, though, won’t contact the company any more. What’s worse, they will tell 9 people, inaverage, about their experience, and 13% of the 9 people will tell another 20 men. In conclusion, each and every member of the company is the basic of the corporate image when he (she) get in touch with others.Good images are huge intangible assets of a company. The brand value of Nestle is $8.5 billion, and that of Coca Cola adds up to $24.4 billion. Behind the t huge brand value, it is the powerful corporate image.If a company has a good image , it also means that the company has a high reputation and can earn trust of the clients, which makes it easier to keep sales distributions smooth, to larger the market shares and to get support from the government and medias.ConclusionAll in all, in business negotiations, every particular gesture and behavior of the negotiator stands for the company in some degree, so the knowledge of business etiquette is quite important part in business negotiations. Executive managers or leaders in a company can use business etiquette training to improve their business’ company culture. A company culture is the intangible environment used by companies to reinforce proper business values, ethics and etiquette. Employees can use the company culture for understanding how to act or react in various business situations. The company culture may also be bolstered when executive managers and leaders use proper etiquette for manners during business functions in which employees will be involved. As a result, business etiquette is no less important than anything else, and all negotiators and companies should pay attention it to negotiate smoothly.Bibliography[1] The Meaning of Business Etiquette/about_6391754_meaning-business-etiquette.html[2] Mind your manners and improve your business negotiations/blog/tag/business-etiquette-and-negotiations[3] 李心.浅谈国际商务谈判中礼仪的合理使用，黑龙江教育学院学报，2008. 27（11）[4] 徐鹏飞. 浅谈商务谈判中的礼仪. 浙江理工大学外国语学院. 商场现代化2006年第9期[5] 金正昆. 商务礼仪. [M]北京大学出版社，2004.[6] 金正昆.商务礼仪简论[M].北京：中国工商大学出版社，2005[7] 李宝宁.大学语文[M].陕西：西北大学出版社，1998[8] 吕维霞.现代商务礼仪及其发展的新特点[M].北京：对外经济贸易大学，2004[9] 李兴国.现代商务礼仪及其作用[M].哈尔滨：黑龙江科学技术出版社，2002。