Etiquette in Business Negotiation商务谈判礼仪课件

EtiquetteinBusinessNegotiationEtiquetteinBusinessNegotiation商务谈判礼仪EtiquetteinBusinessNegotiation

Thetwogoalsofnegotiations:CreatingstrongdealsBuildinggoodrelationshipEtiquetteplaysanimportantroleinhelpingachievethegoals.EtiquetteinBusinessNegotiation商务谈判礼仪1.EtiquetteforGreetingandSend-offGreetingetiquettecreatesanopportunitytostartagoodrelationshipwiththeotherpartyfromtheverybeginning.Send-offetiquettemaylayasmoothpathforfuturecooperation.Bothareimportantpartoftheetiquetteinbusinessnegotiation.EtiquetteinBusinessNegotiation商务谈判礼仪1.EtiquetteforGreetingandSend-off

1.Determinethelevelandsizeforgreetingandsend-offTheyaredeterminedbythreefactors:

therankandthepurposeofthenegotiators;therelationshipbetweenthenegotiators;theusualpractice.(tohavesomeoneinthesamebusinesswiththesameorsimilarrank,titleandstatusinchargeofthegreetingandsend-off.)EtiquetteinBusinessNegotiation商务谈判礼仪1.EtiquetteforGreetingandSend-off2.Knowwellaboutthearrivalanddeparturetime(accurateinformationontheirarrivaltimeandbeattheairport,trainstationorseaportaheadoftimeissoimportant,whichmeansthebeginningoftheprocessoftrustbuilding)Onthedayofdeparture,thefollowingaspectsshouldbepaidattentionto:a.Besuretoarriveearlieratthehotelwheretheguestsstay.EtiquetteinBusinessNegotiation商务谈判礼仪1.EtiquetteforGreetingandSend-offb.Accompanythegueststotheairport,trainstationorSeaportwhentheyareready;orgodirectlytotheairport,trainstationorseaporttoseethemoff.c.Beforetheygetaboard,shakehandsandsaygood-bye.d.Waveattheguestswhentheplane,trainorshipbeginstomove.e.Staythereuntiltheplane,trainorshipdisappearsfromyoursight.3.Prepareforthereception(arrangementofaccommodation;arrangementofscheduleofthenextday)

EtiquetteinBusinessNegotiation商务谈判礼仪2.BusinessMeetingEtiquetteThreetypesofmeetinginbusinessnegotiation:CourtesyPoliticalTransactionalInformalmeeting(morerelaxedandnotnecessarilytakeplaceintheofficeormeetingroom)EtiquetteinBusinessNegotiation商务谈判礼仪2.BusinessMeetingEtiquetteAccordingtoNeilPayne,thefollowingaspectsshouldbetakenintoconsideration.a.Businessetiquettedemandsthatthepersoncallingthemeetingshouldbethemostseniorortheonewiththemostdirectorurgentinterestinthetopicathand.b.Thechairshoulddecidethetime,placeandagenda.EtiquetteinBusinessNegotiation商务谈判礼仪2.BusinessMeetingEtiquettec.Thechairmustmakethepurposeofthemeetingcleartotheattendees.d.Punctualityisamust.e.Thechairshouldstrivetoensurethemeetingstayswithinasetframeworkoragendasothatitiskeptasshortandeffectiveaspossible.Hemustkeepdisagreementsandthelikeaminimum.EtiquetteinBusinessNegotiation商务谈判礼仪2.BusinessMeetingEtiquettef.Thechairshouldappointsomeonetorecordtheproceedings,documentingmajordecisionsoractionpoints.g.Iftheoutcomeofthemeetingaffectsthosewhowerenotpresent,itisconsideredproperbusinessetiquettetoinformthem.2.Formalmeeting(managementmeetings,boardmeetingsandnegotiations-----asetofformat)EtiquetteinBusinessNegotiation商务谈判礼仪2.BusinessMeetingEtiquetteAccordingtoPayne,therearetenetiquetteguidelinesforformalmeeting:a.Preparewellforthemeeting,asyourcontributionmaybeintegraltotheproceedings.b.Dresswellandarriveingoodtime.c.Alwaysremembertoswitchoffyourmobilephone.EtiquetteinBusinessNegotiation商务谈判礼仪2.BusinessMeetingEtiquetted.Ifthereisanestablishedseatingpattern,followit.e.Acknowledgethechairandotherparticipantsintheintroductionoropeningremarks.f.Whendiscussionsareunderway,itisgoodbusinessetiquettetoallowseniorfigurestocontributefirst.g.Neverinterruptanyone---evenifyoudisagreestrongly.EtiquetteinBusinessNegotiation商务谈判礼仪2.BusinessMeetingEtiquetteh.Whenspeaking,bebriefandensurewhatyousayisrelevant.Alwaysaddressthechairunlessitisclearthatothersarenotdoingso.j.Itisaseriousbreachofbusinessetiquettetodivulgeinformationtoothersaboutameeting.EtiquetteinBusinessNegotiation商务谈判礼仪2.BusinessMeetingEtiquetteWhatareunderlyingprinciplesofthebusinessmeetingetiquetteguidelines?GoodmannersCourtesyconsiderationEtiquetteinBusinessNegotiation商务谈判礼仪3.EtiquetteatDinnerPartyandDressCode1.DinnerpartyetiquetteUponinvitation(informthehostofyourdecision)Beingtimeconscious(arriveontimeorearly)Onarrival(takeoffyourhatandovercoat)Seating(taketheseatassignedbythehost)Gettingreadytoeat(donotbegintoeatordrinkbeforethehostdoes)EtiquetteinBusinessNegotiation商务谈判礼仪3.EtiquetteatDinnerPartyandDressCodef.Communication(communicatewithsomeonenexttoyou)Toasting(raiseyourglasswhenthehostandtheguestofhonorclinktheirglasses)Takingoffyourcoat(don’ttakeoffyourcoatnomatterhowhotitis)Attable(payattentiontotablemanners)EtiquetteinBusinessNegotiation商务谈判礼仪3.EtiquetteatDinnerPartyandDressCode2.DressCodeFormalbusinessdress(bothmenandwomenshouldalwayswearasuit)Businesscasual(certainkindsofcasualdressesareacceptable,womenhavetowearhosiery)Casual(somecasualdressisacceptable,womenmustwearhosiery)EtiquetteinBusinessNegotiation商务谈判礼仪4.EtiquetteforSigningAgreementsSigningtheagreementisausefulcommonpracticeandaritualaswell.EtiquetteinBusinessNegotiation商务谈判礼仪4.EtiquetteforSigningAgreements1.PreparationofsigningceremonyDeterminethesigner(determinedbythecontractingparties)Documentationpreparation(afinalversionoftheagreement;stationeryneeded;nationalflagsarranged)Thearrangementofsigninghall(alarge