浅谈中西方商务礼仪的差异.doc

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 外文题目:Comparison between Chinese and Western Business Etiquette姓 名： 年 级： 专 业： 系 别： 指导教师： 完成日期： 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，并从文化背景的不同，价值取向的差异，宗教信仰的影响等方面分析了影响中西方商务礼仪差异的因素。最后得出“和而不同”的态度对待中西方文化差异,将二者合理有效的融合，方能建立适合中国当代社会的礼仪文化体系，达成和谐社会的理想。 摘要：商务礼仪；差异；商务交往 1Abstract 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 frequently with foreigners. It is the notable position that makes us have a more normative and courteous criteria in the international business communication especially in the business activities with westerners.This paper mainly introduces the different forms of Chinese and Western etiquette reflected in greeting,visiting,negotiation etc, and analyzed the factors that affect the difference of etiquette between East and West Only have a clear understanding of the cultural differences between Chinese and Western etiquette and merge them reasonably effectively,can we build the cultural system etiquette that is suitable for Chinese contemporary society, and achieve the ideal of harmonious society Key words : business etiquette; distinction; business exchange 1Contents摘要 .iAbstract .iiIntroduction . .1Chapter One : Definition and Characteristics of Business Etiquette .2 1.1 Honesty and tolerance .2 1.2 The principle of moderate equality .2 1.3 The principle of sincerity and respect .3 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 . 42.1.1 Forms of Address.4 2.1.2 Position titles.42.1.3 Professional title.42.1.4 Nonverbal Greetings.5 2.2 Comparison in Etiquette for Business Visiting .5 2.3 Comparison of Etiquette for Business Negotiation .62.3.1 Comparison of negotiation strategies.72.3.2. Comparison of Negotiation decisions.72.3.3 Comparison of the Negotiation goal.8 Conclusion .9Works Cited. .10Acknowledgment .11IntroductionBusiness 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 wrong ,dining at a loss; how to eliminate a small matter ,which will have the unexpected negative image to the individuals or companies. Only have you know some Chinese knowledge and English etiquette all these problems can be easily solved .Therefore business etiquette helps to create good personal image and corporate image. Business etiquette is made up of significantly more important things than just knowing which fork to use at lunch with a client. Unfortunately, in the perception of others, the devil is in the details. People may feel that if you cant be trusted not to embarrass yourself in business and social situations, you may lack the self-control necessary to be good at what you do. Etiquette is about presenting yourself with the kind of polish that shows you can be taken seriously. Etiquette is also about being comfortable around people (and making them comfortable around you) People are a key factor in your own and your business success. Many potentially worthwhile and profitable alliances have been lost because of an unintentional 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 Ill 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 , its necessary to know etiquette, especially the business etiquette.1Chapter 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 Chinas reform and opening up the pace accelerated, peoples living and working in foreign exchanges increased. Understanding the content of foreign-related rituals and requirements, and mastering the skills of contacts with foreigners is particularly important. In the business occasions , how to make business etiquette effect completely and how to create the best interpersonal relationships is closely related to the principles of business etiquette , which can be concluded into four aspects:1.1 honesty and tolerance Honesty stresses the principle of credibility , Confucius , a great philosopher ,made the statement : people cant live without credit , if you affiliate with your friends,honesty should be laid in the first place; Which also emphasize the principle of keeping promises. Trustworthiness is the virtue of the Chinese nation , in particular ,it is necessary to stress punctuality , and people should not delay when they go to the fixed appointments, meetings , talks and conferences, etc. One should not make promise so easily ,unless you 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 the two parts, for equality is the foundation to establish emotion with other people. If you want to maintain a good interpersonal relationship with your business partners or your customers , you should locate modesty in the first place ,because it is the essential way to make more friends. Moderate principle requires us to measure the criteria of etiquette , in accordance with specific circumstance , specific situation and the exercise of the corresponding ritual .For instance ,when doing business with some people both warm and urbane are required ,one can not be rude and frivolous ,lively and modest ,but lethargic and sophisticated.1.3 The principle of sincerity and respect Socrates had made a very famous statement:“ there must not be a gift to a friend, you have to contribute to your sincere love ,learning how to use legitimate means to win a persons heart .”(Voice of English ，2005) Which tells us that if you contact with the people , sincere respect for the ritual is the primary principle . Only you treat others sincerely and courteously ,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 they encounter difficulties , on the contrary , they will counterattack when they are reduced to a rattrap, they are also willing to show their helping hand to people who are involved in jeopardy. People who are not confident enough will run into snags everywhere , even despair of their life . In the process of social interaction and business communication , establishing a sense of moral values and norms of self-cultivation in the mind to our behaviors .Achieving the balance of self education ,self management and self-confidence correctly , placing a rational and active attitude to fulfill the great obligation the life leaves us , refusing self-righteous and arrogant . Nothing great can be achieved without these traits 8Chapter 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 .2.1 Comparison of Etiquette for Business greeting All of us have heard of start well and end well sometimes before, so it is very important to make a good first impression in business communication to achieve the purpose desired. In this subsection several aspects in the interaction of business greeting will be examined to see common grounds Chinese and English-speaking peoples share and what dissimilarities they have.2.1.1 Forms of Address In 2000 Ralph Fasold mentioned When people use language, they do more than just try to get another person to understand the speakers thoughts and feelings. At the same time, both people are using language in subtle ways to define their relationship to each other, to identify themselves as part of a social and to establish the kind of speech situation they are in.”From what he said we can conclude that address behavior is governed by politeness and successful maintenance of interpersonal relationships. So far,have been various definitions of address form made by various linguists and other scholars. 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 Chairman is a word with sex discrimination. Therefore, people often use Chairperson instead of Chairman in many modern businesses activities.2.1.3 Professional title Businessmen in both China and the west often address others professional title. Compared with the position titles, the professional titles is much smaller. To address people by way of professional titles is to address them according to what profession they are engaged in to the tradition and development of society some professional titles are regarded as honorific such as professors, doctors while some other are derogatory, such as peddler, waiter, boy.2.1.4 Nonverbal Greetings Nonverbal greetings include nodding, smile, shaking hands, bowing and kissing. In different situation we choose different nonverbal greetings to show our graciousness and hospitality. American deaf-and-dumb woman once said: Hands can keep people thousands miles away; they can also be filled with sunshine and you can feel comfortable. . .” Shaking hands is the expression of mutual trust and respect, and its 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 fast pace of life and work, business person in the west is afraid of interrupting others planned schedule unexpectedly, its a common practice to make an appointment in advance. He/She often discusses the purpose , time and place before visiting. After mutual consultation, the two sides may decide on the time and place. Once the appointment is made, it must be rigidly observed. Chinese businessmen also observes the international practice to make an appointment before a formal visit, especially for the first formal visit in business setting. They, just as illustrated in E.Halls theory of uncertainty avoidance, belong to those who try to avoid uncertainty. They may like to use go-between to get linked for initial business contacts, even though they may also get connected by telephone call or formal letter of request. If two Chinese business people have done business for many times, they will not make an appointment seriously before visiting. Sometimes they make an oral appointment like“我明天去你办公室找你。”or“下午去你办公室看看。”In Chinese tradition, advance notice or appointment is unnecessary between friends. Another reason is that they usually choose a day when the host is not much occupied to pay a visit according to the experience before. In China, hosts rarely ask the guests to take off their gloves and caps although its 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 asWould 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