浅谈中西方商务礼仪的差异

2016届毕业论文

江西应用科技学院

毕业论文（设计）

中文题目：浅谈中西方商务礼仪的差异

摘要

商务礼仪是商务活动中的行为规范，它是一门行为科学，在商务交往中扮演着重要的角色,了解中西方的礼仪及其差异对促进国际间商务交往的顺利进行有着举足轻重的作用。随着中国在国际交往的角色发生改变，中国的对外交流和合作日益频繁，国际地位越来越明显，国际间的交往，尤其是和西方国家的商务交往就更应该规范化、礼仪化。本文主要介绍了中西方礼仪在问候，拜访，谈判，等方面表现出的不同的形态，并从文

Abstract

Business etiquette, a behavior science, is the norms in the business activities, which plays an important role in the business communication. Understanding Chinese and western etiquette and their distinctions is of great importance in promoting international business exchanges.With the changing role, China played in the international exchanges, We communicate and cooperate

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is

Contents

摘要..................................................................................................... (i)

Abstract ............................................................................................... . (ii)

and

and

1.4 Self-confidence and self-discipline............................................................ . (3)

Chapter Two : Comparison of Business Etiquette between Chinese and Westerners (4)

2.1 Comparison of Etiquette for Business

Greeting (4)

2.1.1 Forms of Address.................................................................... (4)

2.1.2 Position titles.....................................................................

2.3.2. Comparison of Negotiation decisions.................................................................. .. (7)

2.3.3 Comparison of the Negotiation goal....................................................................... (8)

Conclusion ................................................................ .. (9)

Works Cited………………………………………………………............................ ........... ..10

Acknowledgment ……………………………………………………………… ...........

Introduction

Business etiquette is a code of conduct, which embodies mutual respect in the day-to-day business activities. It is also the norms for people who is engaged in commercial activities and business communications, in other words, how to master basic business activities, so you can meet the requirements for business; how to make yourself familiar with the norms and disclose your dignified demeanor ;how to avoid the embarrassing questions you encountered : such as dress

just

them

breach of manners.

Dan McLeod, president of Positive Management Leadership Programs, a union avoidance company, says, "Show me a boss who treats his or her employees abrasively, and I'll show you an environment ripe for labor problems and obviously poor customers relations. Disrespectful and discourteous treatment of employees is passed along from the top."( Dan McLeod：2008) Which strongly emphasize the importance of courtesy, therefore , it’s necessary to know

etiquette, especially the business etiquette.

Chapter One The Definition and Characteristics of Business Etiquette

As regional and historical reasons, understandings of people from different regions and ethnic varies , as the development of whole world. Chinese people have attached great importance to the foreigners , especially the westerners ,trading between the two regions is becoming more and more frequent ,establishing good relations with western people is of great importance ,therefore ,knowing the business etiquette is essential . As China's

which

great

are really sure about it ,or else you would end with a bad image of dishonest , especially in the business activity , honesty is of great importance . Tolerance is a great human thinking , the idea of tolerance is a magic weapon to create a harmonious interpersonal relationship in interpersonal exchanges .Tolerate others ,understand others and do not always pursue perfection. For a famous saying goes : failure is the mother of success . All in all ,if you consider things from others’ position , I think you have found the best way to win

friends ,to win business guests. 1.2 The principle of moderate equality

In the social field ,ritual behavior is always expressed as the two sides , for instance, if you treat your business guests sincerely and thoughtfully , others would show the identical courteous respond to your hospitality ,and they would become the potential regular customers . If you performed impatiently and hasty ,there is no doubt that you would get the same response .The purposes of this protocol must emphasize the principle of equality, equal exchanges between

,can you create a harmonious happy relations, for good faith and respect are complementary to each other. Sincerity is a practical and realistic approach to communicate with other people ,especially in the business activities , it can be directly reflected .Sincere and respect for the first performance with some people :do not lie ,not hypocrisy ,do not insult people ,the so called “cheating once ,for life no friends.” also the practical reflection of business dealing . Sincere dedication, be fruitful harvest, only sincere respect for the

two sides can be affiliated, friendship for a long time.

1.4 Self-confidence and self-discipline

The principle of self-confidence is a mental health principle in the social occasion , especially in the commercial contact .Only someone is self-confident ,can he master things freely. Self-confidence is a very valuable psychological quality, people who have full confidence will not discourage when

will

,

.

Chapter Two Comparison of Business Etiquette between Chinese and Westerner

With the increasingly close business contacts , people’ conduct in the business exchange reflected more frequently in the past ,the actions and manners in business interactions can be best and directly embodied during their communications ,therefore , learning and understanding the appropriate business behaviors between Chinese and foreigners become special significant .

their

2.1.2 Position titles

In formal occasion, the chief guest and the host are usually addressed in the way of position titles. To address people by their position titles is to address them according to the positions they hold. This is the unique feature in business setting. People often address others in the manner of title plus name when they address others by their position title. For example, Mr. White.List is the

president of IP International Investment Bank. People often address him `President White List'. Equally, businessmen often address "Hu Jian" (胡建)，the General Manager of ABC Company, as "General Manager Hu Jian"(胡建总经理). It is worth notice that some former mannish professional form of address gets changed with the social progress. As more and more women achieve inary achievement in many varied areas. For example, it is believed that `Chairman' in English language can serve as an obvious example. A lot of women believe that

use

and

trust and respect, and it's a good way to send greetings in business situation. It is said that it was used by ancient knights to show his amicableness originally. When two knights met in the old times, they would put down the weapon in the hand and offer the hand in which the weapon had been held to each other and shake the hands with each other to show there was no weapon in the hand now. Gradually, this kind of ritual becomes a kind of etiquette of meeting to show friendliness to interact . In order to shake hands correctly in business.

2.2 The Comparison in Etiquette of Business visiting

Business visiting plays a very important role in business interactions, but every nation has their own practice when one is paying a visit in business Occasion.

In western cultural , the first step prior to visiting is to make an appointment for a visit to make sure whether the host is free or not. Due to the increasingly

an

time

or

In China, hosts rarely ask the guests to take off their gloves and caps although it's polite to put off gloves and caps when entering into the office in western culture. After being asked to sit down, the host may offer something to drink like tea or coffee. The offer is normally phrased as a question, such as"Would you like a cup of coffee?" The guest is expected to answer honestly, and if they say no, then the host will not offer any drink. If they accept the drink, they

will be expected to drink it all before leaving. On the contrary,when the Chinese host ask the Chinese guest, "Would you like something to drink?", the typical answer is“随便(just any)". Sometimes, the host will offer a cup of tea to the guest without asking.

During the visit, if a visit is for business rather than a socially one, the Westerners expect the visitors to come straight to the point, rather than go through lengthy preliminary chatting. However, Chinese visitors prefer to make

, “不

culture difference plays a very important role in Sino-U.S. business negotiation.

Businessmen have more or less experience of negotiation in business intercourse. To win or lose in business activities always depends directly on people can carve out their way to success negotiation.Therefore, "Negotiation is everywhere in business circles" is a proverb that everyone knows in business

circle. The negotiation which the businessmen hold is called business negotiation which is one of important activities in business. Broadly business negotiation is a debate between two Businessmen have more or less experience of negotiation in business intercourse. To win or lose in business activities always depends directly on people can carve out their way to success negotiation.Therefore, "Negotiation is everywhere in business circles" is a proverb that everyone knows in business circle. The negotiation which the

John

never

and

principles identified, possible negotiations on the details of the contract. This "first principles on details after" way of negotiating, China's negotiating strategy is one of the most obvious features.Americans believe that the world is made up of facts rather than a concept, so they do not believe too much of something purely rational. Negotiations during them specific rather than General, when faced with a complex negotiation task, sequential decision making method of Americans used to break large tasks into a series of smaller tasks. Price,

delivery, warranties and service contracts, problem solving, solving a problem at a time, from beginning to end with concessions and commitments, the final agreement is the sum of a series of small agreements. Negotiations start, they went straight to the point-specific payments. They think the overall principle is optional, only truly to make progress in negotiations on specific issues. Negotiation strategy reflects the difference between the two different ways of thinking. Chinese people attach importance to integrated mode of thinking stems

on proper business etiquette, civility ,seating and less attention. Negotiations the United States highlighting the role of the individual, will often specify a person solely responsible for the negotiation, is responsible for establishing the necessary decisions and to complete the necessary tasks, while the exercise of the corresponding rights, within its mandate, to make their own decisions .

2.3.3 Comparison of the Negotiation goal

Chinese negotiators attached particular importance to the establishment of long-term business relationships. For them, negotiations process is the process of building relationships and negotiations is aimed more for the establishment and development of a long term relationship, signed the contract on behalf of the beginning of a long-term and mutually efficient cooperation. If negotiations fail to establish relations of mutual trust on both sides trading often ended in failure. Americans believe that the ultimate objective of the negotiations

other

that

after the negotiation. However, some in the west individual can represent Chinese culture, negotiators pay much attention to establish friendly relationship. They believe the course of negotiation is also the course of establishing relationship. The purpose of negotiation is to establish a long-term corporation. If the both sides fail to build the trust between them, the transaction will end up in nothing. In contrast, western businessmen consider the final result of negotiation is to sign a contract to realize economic benefits. represent the company to make decision after being empowered by the company. Last, thanks all of them again

Conclusion

With the globalization of the world economy, organizations are culturally diverse in handling all kinds of business activities, especially multinational cooperation. More and more business people have become aware of the strong impact from culture. And they should have a good understanding of the other business etiquette culture beforehand, which is beneficial for both sides of the business people. Only in this way will it be possible for them to expand their business

from

and

would like to engage themselves in international trade and business exchanges .

Works Cited

[1]Martin, J. N. and Nakayama, T. K. 2004, Experiencing Intercultural Communication: an Introduction [M]. McGraw Hill: Boston.

[2]De Mente, B. L. 1994. Chinese Etiquette and Ethics in Business [M]. Lincolnwood, IL; NTC Publishing.Corp.