Etiquette in Business Negotiation商务谈判礼仪

EtiquetteinBusinessNegotiation,EtiquetteinBusinessNegotiation,Thetwogoalsofnegotiations:CreatingstrongdealsBuildinggoodrelationshipEtiquetteplaysanimportantroleinhelpingachievethegoals.,1.EtiquetteforGreetingandSend-off,Greetingetiquettecreatesanopportunitytostartagoodrelationshipwiththeotherpartyfromtheverybeginning.Send-offetiquettemaylayasmoothpathforfuturecooperation.Bothareimportantpartoftheetiquetteinbusinessnegotiation.,1.EtiquetteforGreetingandSend-off,1.Determinethelevelandsizeforgreetingandsend-offTheyaredeterminedbythreefactors:therankandthepurposeofthenegotiators;therelationshipbetweenthenegotiators;theusualpractice.(tohavesomeoneinthesamebusinesswiththesameorsimilarrank,titleandstatusinchargeofthegreetingandsend-off.),1.EtiquetteforGreetingandSend-off,2.Knowwellaboutthearrivalanddeparturetime(accurateinformationontheirarrivaltimeandbeattheairport,trainstationorseaportaheadoftimeissoimportant,whichmeansthebeginningoftheprocessoftrustbuilding)Onthedayofdeparture,thefollowingaspectsshouldbepaidattentionto:a.Besuretoarriveearlieratthehotelwheretheguestsstay.,1.EtiquetteforGreetingandSend-off,b.Accompanythegueststotheairport,trainstationorSeaportwhentheyareready;orgodirectlytotheairport,trainstationorseaporttoseethemoff.c.Beforetheygetaboard,shakehandsandsaygood-bye.d.Waveattheguestswhentheplane,trainorshipbeginstomove.e.Staythereuntiltheplane,trainorshipdisappearsfromyoursight.3.Prepareforthereception(arrangementofaccommodation;arrangementofscheduleofthenextday),2.BusinessMeetingEtiquette,Threetypesofmeetinginbusinessnegotiation:CourtesyPoliticalTransactionalInformalmeeting(morerelaxedandnotnecessarilytakeplaceintheofficeormeetingroom),2.BusinessMeetingEtiquette,AccordingtoNeilPayne,thefollowingaspectsshouldbetakenintoconsideration.a.Businessetiquettedemandsthatthepersoncallingthemeetingshouldbethemostseniorortheonewiththemostdirectorurgentinterestinthetopicathand.b.Thechairshoulddecidethetime,placeandagenda.,2.BusinessMeetingEtiquette,c.Thechairmustmakethepurposeofthemeetingcleartotheattendees.d.Punctualityisamust.e.Thechairshouldstrivetoensurethemeetingstayswithinasetframeworkoragendasothatitiskeptasshortandeffectiveaspossible.Hemustkeepdisagreementsandthelikeaminimum.,2.BusinessMeetingEtiquette,f.Thechairshouldappointsomeonetorecordtheproceedings,documentingmajordecisionsoractionpoints.g.Iftheoutcomeofthemeetingaffectsthosewhowerenotpresent,itisconsideredproperbusinessetiquettetoinformthem.2.Formalmeeting(managementmeetings,boardmeetingsandnegotiations-asetofformat),2.BusinessMeetingEtiquette,AccordingtoPayne,therearetenetiquetteguidelinesforformalmeeting:a.Preparewellforthemeeting,asyourcontributionmaybeintegraltotheproceedings.b.Dresswellandarriveingoodtime.c.Alwaysremembertoswitchoffyourmobilephone.,2.BusinessMeetingEtiquette,d.Ifthereisanestablishedseatingpattern,followit.e.Acknowledgethechairandotherparticipantsintheintroductionoropeningremarks.f.Whendiscussionsareunderway,itisgoodbusinessetiquettetoallowseniorfigurestocontributefirst.g.Neverinterruptanyone-evenifyoudisagreestrongly.,2.BusinessMeetingEtiquette,h.Whenspeaking,bebriefandensurewhatyousayisrelevant.Alwaysaddressthechairunlessitisclearthatothersarenotdoingso.j.Itisaseriousbreachofbusinessetiquettetodivulgeinformationtoothersaboutameeting.,2.BusinessMeetingEtiquette,Whatareunderlyingprinciplesofthebusinessmeetingetiquetteguidelines?GoodmannersCourtesyconsideration,3.EtiquetteatDinnerPartyandDressCode,1.DinnerpartyetiquetteUponinvitation(informthehostofyourdecision)Beingtimeconscious(arriveontimeorearly)Onarrival(takeoffyourhatandovercoat)Seating(taketheseatassignedbythehost)Gettingreadytoeat(donotbegintoeatordrinkbeforethehostdoes),3.EtiquetteatDinnerPartyandDressCode,f.Communication(communicatewithsomeonenexttoyou)Toasting(raiseyourglasswhenthehostandtheguestofhonorclinktheirglasses)Takingoffyourcoat(donttakeoffyourcoatnomatterhowhotitis)Attable(payattentiontotablemanners),3.EtiquetteatDinnerPartyandDressCode,2.DressCodeFormalbusinessdress(bothmenandwomenshouldalwayswearasuit)Businesscasual(certainkindsofcasualdressesareacceptable,womenhavetowearhosiery)Casual(somecasualdressisacceptable,womenmustwearhosiery),4.EtiquetteforSigningAgreements,Signingtheagreementisausefulcommonpracticeandaritualaswell.,4.EtiquetteforSigningAgreements,1.PreparationofsigningceremonyDeterminethesigner(determinedbythecontractingparties)Documentationpreparation(afinalversionoftheagreement;stationeryneeded;nationalflagsarranged)Thearrangementofsigninghall(alargerectangulartable;twochairs;documentoftheagreement;stationaryandnationalflags.),4.EtiquetteforSigningAgreements,2.ProcedureofSigningCeremonyParticipantsfrombothpartiesenterthesigninghallatthesametime.Thesignerstaket