《当代商务英语·商务涉外礼仪》-chapter 1

Chapter1AnIntroductionofForeignBusinessEtiquetteABCforYouGreetingEtiquetteModule1SomeBasicConceptsofBusinessEtiquette1.WhatIsEtiquette?Etiquettehastodowithgoodmanners.It'snotsomuchourowngoodmanners，butmakingotherpeoplefeelscomfortablebythewaywebehave.Itismoreorlessthinkingofothersandhowothersperceiveus.Everyoneknowstherulesfordoingthingsandeveryoneisinaverycomfortablepositioninsociety.返回下一页上一页Module1SomeBasicConceptsofBusinessEtiquetteEtiquetteorgoodmanners，ifyoulikethatphrasebetterisoneofthosebasicprinciples.Rulesofgoodbehaviorhavebeenbuiltupoverhundredsofyears;worthlessonesarecontinuallybeingdiscardedandthoseproventobeusefularekeptandimprovedupon.Manyexpertssaythatetiquetteissimplyshowingrespectforothersandyourselfatthesametime.返回下一页上一页Module1SomeBasicConceptsofBusinessEtiquetteSo，eventhoughaspectsofgoodmannersdovaryfromplacetoplaceandsomerulesmaybeaddedtokeepupwithtechnologyorlifestylesthefoundationofetiquette，itsmeaning，willforeverremainstrong.Goodmannersarenotonlyindispensableinsociety，buttheyhaveaverypracticalvalueinthebusinessworld.Breedingisanessentialpartoftheequipmentofanyonewhowishestogofarinhisparticularworkorprofession.返回下一页上一页Module1SomeBasicConceptsofBusinessEtiquetteNodoubtmanyfailurescanbetracedtoboorishness，tolackofconsiderationforone'sfellows，toneglectofthecourtesiesessentialtocivilizedliving.Inbothsocialandbusinesslifeweseekthepeoplewithwhomwecanbeatease，thepeoplewhosemannersdonotoffendusandinwhosecompanywefeelentirelycomfortable.Thereis，indeed，nothingthatcostslessandatthesametimeisofmorevaluetoyouthangoodmanners.返回下一页上一页Module1SomeBasicConceptsofBusinessEtiquetteHowever，itmustberememberedthat.Justaswordsdiefromourlanguageandothersarebornintoit，justasskirtssoartothekneesoneseasonandtumbletotheanklesthenext，sodotheformalitiesandoutwardgesturesofetiquettevaryaccordingtothetimes.Althoughthespiritofetiquetteremainsalwaysessentiallythesame，theexpressionofetiquettetherulesofconductwhichgovernsociallifeandourassociationswithoneanotherisforeveradjustingitselftonewconditions.返回下一页上一页Module1SomeBasicConceptsofBusinessEtiquetteSo，inotherwords，learnthedefinitionofetiquetteearly.Takeinallthebasicknowledgethatyoucannow，sothatyoutoocanadjusttooureverchangingworld.返回下一页上一页Module1SomeBasicConceptsofBusinessEtiquette2.WhatIsBusinessEtiquette?Thattoday'sobvious.Meetingsbusiness，phoneenvironmentisbecomingincreasinglymoreglobalistostatecallsandconferencesareheldallovercomefromanypointontheglobe.Onanygivenbusinessday-to-face，overthephone，bye-mailand，onrareoccasions，youthecanworldandattendeesbypostalfindyourselfdealingface-letterwithpeoplewhosecustomsandculturesdifferfromyourown.返回下一页上一页Module1SomeBasicConceptsofBusinessEtiquetteYoumayneverhavetoleavehometointeractonanointernationallevel.Whiletheoldadage“WheninRome，doastheRomansdo"stillholdstrue，businessclientsandcolleagueswhoarevisitingthisawarenessoftheiruniqueculture.返回下一页上一页Module1SomeBasicConceptsofBusinessEtiquetteNotcountryshouldbetreatedwithsensitivityandwithtodoyourhomeworkandputyourbestinternationalforwardcancostyourrelationshipsandfuturebusiness.Onesmallmisstepsuchnamesinappropriately，notobservingtherulesoftimingorsendingthewrongcolorwelcomebouquetcanbecostly.返回上一页下一页Module2SomeBasicRulesofBusinessEtiquetteThereisnoonesetofrulesthatappliestoallinternationalvisitors.sodotheresearchforeachcountrythatyourclientsrepresent.Thatmaysteps，itismanageableandtherewardsareworthmanywaystodobusinessastherearecountriesmindingyourglobalP'sandQ's.soundliketheeffort.adauntingtask,buttakeninsmallKeepinginmindthatthereareastodobusinesswith，hereafewtipsfor:返回下一页上一页Module2SomeBasicRulesofBusinessEtiquette1.BuildingrelationshipsWhenyoudobusinesswithforeignclients，totheitisadvisabletotaketimetoaregettoknowyourclientsandbuildrapportbeforeyourushbottomtrustthatisdevelopedovertime，especiallywithpeopleline.BusinessrelationshipsarebuiltonfromAsiaandAmerica.返回下一页上一页Module2SomeBasicRulesofBusinessEtiquette2.DressingconservativelyPeopleinsomecountriesliketodressforfashionandcomfort(e.g.American)，butpeoplefromotherpartsoftheworldaregenerallymoreconservative.Yourchoiceofbusinessattireisasignalofyourrespectfortheotherpersonororganization.Leaveyourtrendyclothesintheclosetonthedaysthatyoumeetwithyourforeignguests.返回下一页上一页Module2SomeBasicRulesofBusinessEtiquette3.ObservethehierarchyItisnotalwaysasimplemattertoknowwhoisthehighest-rankingmemberwhenyouaredealingwithagroup.Toavoidembarrassment，erronthesideofageandmasculinegender,onlyifyouareunabletodiscovertheprotocolwithresearch.IfyouareinteractingwiththeJapanese，itisimportanttounderstandthattheymakedecisionsbyconsensus，startingwiththeyoungermembersofthegroup.返回下一页上一页Module2SomeBasicRulesofBusinessEtiquetteBycontrast，Latinpeoplehaveaclearhierarchythatdeferstoage.4.UnderstandingthehandshakeWithafewexceptions，businesspeoplearoundtheworldusethehandshakeformeetingandgreeting.However，thestylesvaryamongdifferentcountries.Forexample，theAmericanstylehandshakewithafirmgrip，twoquickpumps，eyecontactandasmileisnotuniversal.返回下一页上一页Module2SomeBasicRulesofBusinessEtiquetteVariationsinhandshakesarebasedonculturaldifferences，notonpersonalityorvalues.TheJapanesegivealighthandshake.Germansofferafirmshakewithonepump，andtheFrenchgripislightwithaquickpump.MiddleEasternDon'tbesurprisedifyouareway.peoplewilloccasionallycontinueshakingyourhandthroughoutthemetwithakiss，ahug，orabowsomewheregreetingalongtheway.返回下一页上一页Module2SomeBasicRulesofBusinessEtiquette5.UsingtitleandcorrectformsofaddressPeopleareveryinformalintheUnitedStatesandarequicktocallothersbytheirfirstname.Approachfirstnameswithcautionwhendealingwithpeoplefromothercultures.Usetitlesandlastnamesuntilyouhavebeeninvitedtousetheperson'sfirstname.Insomecases，thismayneveroccur.返回下一页上一页Module2SomeBasicRulesofBusinessEtiquetteTheUseoffirstnamesisreservedforfamilyandclosefriendsinsomecultures.TitlesaregivenmoresignificancearoundtheworldthanintheUnitedStatesandareanotherimportantaspectofaddressingbusinesspeople.Earnedacademicdegreesareacknowledged.Forexample，aGermanengineerisaddressedas“HerrIngenieur”andaprofessoras“HerrProfessor".Listencarefullywhenyouareintroducedtosomeoneandpayattentiontobusinesscardswhenyoureceivethem.返回下一页上一页Module2SomeBasicRulesofBusinessEtiquette6.ExchangingbusinesscardsThekeytogivingoutbusinesscardsinanycultureistoshowrespectfortheotherperson.Presentyourcardsothattheotherpersondoesnothavetoturnitovertoreadyourinformation.UsebothhandstopresentyourcardtovisitorsfromJapan，China，Singapore，orHongKong.Whenyoureceivesomeoneelse'sbusinesscard，alwayslookatitandacknowledgeit.返回下一页上一页Module2SomeBasicRulesofBusinessEtiquetteWhenyouputitawayhaphazardlyplaceitcarefullyinyourcardcaseorwithyourbusinessdocuments.inyourpocketisdemeaningtothegiver.Inmostcases，waituntilyouyourcard.Stickingithavebeenintroducedtogivesomeoneyourcard.7.ValuingtimeNoteveryoneintheworldisastimeconsciousasAmericans.Don'ttakesomeonefromamorerelaxedculturekeepsyouyournormallywouldinmeetingswhenyourcontactfromanotherorovermeals.返回下一页上一页Module2SomeBasicRulesofBusinessEtiquetteWaitingSticktospendsmoreofthatrulesofpunctualityitpersonallyifcommoditythan，butunderstandcountryseemsunconcerned.8.HonoringspaceissuesIngeneral，peopleinacountryhaveaparticularvaluefortheirownphysicalspaceandareuncomfortablewhenotherpeoplegetintheirrealm.Iftheforeignvisitorsseemtowanttobeclose，acceptit.返回下一页上一页Module2SomeBasicRulesofBusinessEtiquetteBackingawaycansendthewrongmessage.Socantouching.Youshouldn'triskviolatingsomeoneelse'sspacebytouchingtheminanywayotherthanwithahandshake.Whethertheworldcomestoyouoryougoouttoit，thegreatestcomplimentyoucanpayyourinternationalclientsistolearnabouttheircountryandtheircustoms.Understanddifferencesinbehaviorandhonorthemwithyouractions.返回下一页上一页Module2SomeBasicRulesofBusinessEtiquetteDon'ttakeoffensewhenvisitorsbehaveaccordingtotheirnorms.Peoplefromothercultureswillappreciateyoureffortstoaccommodatethemandyouwillfindyourselfbuildingyourinternationalclientele.返回上一页下一页Module3

BusinessEtiquettesinChinaDoingbusinessinChinameansthatbusinesspeoplewillcomeintoincreasinglyfrequentcontactwithChinesebusinesspeopleandofficials.ItisimperativethatthosedoingbusinessinChinalearnaboutareassuchasbusinessculture，businessetiquette，meetingprotocolandnegotiationtechniquesinordertomaximizethepotentialoftheirbusinesstrip.HerearesomebusinessetiquettesinChina:返回下一页上一页Module3

BusinessEtiquettesinChina1.GreetingsAddressapersonusinghisorherfamilynameonly，suchasMr.ChenorMs.Hsu.TheChinesefamilynamecomesfirstandisusuallyonesyllable.Aoneoratwo-syllablegivennamefollowsafamilyname.Forexample，inthecaseofTengPeinian，TengisthefamilynameandPeinianisthegivenname.Insomeinstances，WesternizedChinesemightreversetheirnameswhenvisitingandsendingcorrespondenceabroad.返回下一页上一页Module3

BusinessEtiquettesinChinaTherefore，itisalwaysagoodideatoaskanativespeakerwhichnameisthefamilyname.Forbusinesspurposes，itistraditionallyacceptabletocallaChinesepersonbythesurname，togetherwithatitle，suchas“DirectorWang"or“ChairmanLi".Avoidusingsomeone'sgivennameunlessyouhaveknownhimorherforalongperiodoftime.Formalityisasignofrespect,返回下一页上一页Module3

BusinessEtiquettesinChinaanditisadvisabletoclarifyhowyouwilladdresssomeoneveryearlyinarelationship，generallyduringyourfirstmeeting.Donottrytobecometoofriendlytoosoon，anddonotinsistthatyourChinesecounterpartsaddressyoubyyourgivenname.TheWesternpatternofquickinformalityshouldberesisted.Chinesewayofgreetingisanodorslightbow.返回下一页上一页Module3

BusinessEtiquettesinChinaHowever，wheninteractingwithWesterners，Chineseusuallyshakehands.Bearinmindthatasofthandshakeandalackofeyecontactdonotnecessarilyindicatetimidity.ItonlyimpliesthatthepersonisnotaccustomedtothefirmhandshakescommonlyusedintheWest.返回下一页上一页Module3

BusinessEtiquettesinChina2.BusinessmeetingsInChina，itisassumedthatthefirstpersonthatenterstheroomistheheadofthegroup.WesternersshouldobservethisconventionsoasnottoconfusetheChinese.Importantguestsareusuallyescortedtotheirseats.Ifthemeetingroomhasalargecentraltable，theprincipalguestislikelytobeseateddirectlyoppositetheprincipalhost.返回下一页上一页Module3

BusinessEtiquettesinChinaWhenexchangingbusinesscards，holdoutyourcardusingbothhandswiththewritingfacingtherecipient.Cardsshouldalwaysbeexchangedindividually(one-on-one).Nevertossor“deal"yourbusinesscardacrossthetable，asthisisconsideredextremelyrude.Receiveabusinesscardwithbothhandsandscanitimmediatelyforvitalinformation.Thenlaythecardinfrontofyouonthetable.Itisdemeaningtoputsomeone'scarddirectlyintoyourpocketwithoutlookingatitfirst.返回下一页上一页Module3

BusinessEtiquettesinChinaMeetingsbeginwithsmalltalk.Resistthetemptationtogetdowntobusinessrightaway.Also,avoidtellingWestern-stylejokes，becausejokessometimesdonottranslateacrossculturesandcancauseconfusionorhurtfeelings.返回下一页上一页Module3

BusinessEtiquettesinChina3.Socialevents.Ataformalbanquet，bepreparedtogiveashort，friendlyspeechinresponsetothehost'sspeech..WheninvitingChinesetoaparty，servea“real"mealratherthansnacksanddrinks..Wheninvitedfordinner,itispolitetosampleeverydishserved.Yourhostmayservesomefoodforyou，anditisnicetoreciprocateifyoufeelcomfortabledoingso.返回下一页上一页Module3

BusinessEtiquettesinChina.Alwaysleavesomethingonyourplateattheendofthemealoryourhostmightthinkthatyouarestillhungry.返回下一页上一页Module3

BusinessEtiquettesinChina4.GiftgivingUnlikemanycountries，thegivingofgiftsdoesnotcarryanynegativeconnotationswhendoingbusinessinChina.Giftsshouldalwaysbeexchangedforcelebrations，asthanksforassistanceandevenasasweetenerforfuturefavors.However，itisimportantnottogivegiftsintheabsenceofagoodreasonorawitness.Thismaybeconstrueddifferently.返回下一页上一页Module3

BusinessEtiquettesinChinaWhentheChinesewanttobuygiftsitisnotuncommonforthemtoaskwhatyouwouldlike.Donotbeshytospecifysomethingyoudesire.However，itwouldbewisetodemonstrateanappreciationofChineseculturebyaskingforitemssuchasinkpaintingsortea.Businessgiftsarealwaysreciprocated.Theyareseenasdebtsthatmustberepaid.Whengivinggiftsdonotgivecash.Theyneedtobeitemsofworthorbeauty.返回下一页上一页Module3

BusinessEtiquettesinChinaDonotbetoofrugalwithyourchoiceofgiftsotherwiseyouwillbeseenasan“ironrooster"，i.e.gettingagoodgiftoutofyouislikegettingafeatheroutofanironrooster.Itisappropriatetobringagift，particularlysomethingrepresentativeofyourtownorregion，toabusinessmeetingorsocialevent.Giftsindicatethatyouareinterestedinbuildingarelationship.返回下一页上一页Module3

BusinessEtiquettesinChinaAgiftshouldalwaysbewrapped，butavoidplainblackorwhitepaperbecausethesearethecolorsofmourning.Presentthegiftwithbothhandsasasignofcourtesyandalwaysmentionthatthisisonlyasmalltokenofappreciation.Donotexpectyourgifttobeopenedinyourpresence.Thisindicatesthatitisthethoughtthatcountsmorethanthematerialvalue.返回下一页上一页Module3

BusinessEtiquettesinChinaNevergiveaclock，handkerchief,umbrellaorwhiteflowers，specificallychrysanthemumsasagift，asallofthesesignifytearsand/ordeath.Nevergivesharpobjectssuchasknivesorscissorsastheywouldsignifythecuttingofarelationship.Luckynumbersare6and8(especiallyinaseries，suchas66or888).Anunluckynumberis4.返回上一页下一页Module4TheImportantRoleofBusinessEtiquetteBusinessetiquetteplaysaveryimportantroleinforeignbusiness.Companiesknowthatbusinessetiquetteskillscandirectlyaffectproductivity，profitsandretention.Doingbusinesswithforeignclientsrequiresmorethanjustfinancialacumen.Lackofknowledgeaboutacustomer'sculturecanleadtomisunderstanding，frustrationandpotentialembarrassment.返回下一页上一页Module4TheImportantRoleofBusinessEtiquetteWhenmakingmarketresearch，exportersshouldhaveaclearpictureoftheirforeignclients'culturesandregionaletiquetteswhenpreparingtoexport.Thebuildingofsuccessfulbusinessrelationshipsisavitalpartofanyinternationalventure，andsuchrelationshipsrelyheavilyonanunderstandingofeachpartner'sexpectationsandintentions.返回下一页上一页Module4TheImportantRoleofBusinessEtiquetteEachculturehasitsownidiosyncrasieswhenitcomestosocialbusinessrelations.Asarepresentativeofyourcompany，youwanttoensurethatyoumakethebestimpressiononpotentialclientsandthatmeanshavingatleastabasicfamiliaritywiththecustomsandpracticesoftheregion.返回下一页上一页Module4TheImportantRoleofBusinessEtiq