商务英语讲义-unit four

BusinessEnglish王华玲[e-mail]sinessNegotiationContents•GreetingandSeeingoffEtiquette•BusinessMeetingEtiquette•DinnerPartyEtiquetteandDressEtiquette•EtiquetteofSigningAgreementGreetingandSeeingOffEtiquette•Determinethelevelandsizeforgreetingandseeingoff•Knowwellaboutthearrivalanddeparturetime•Prepareforthereception•ReceptionmannersindifferentculturesFactorsInfluencingtheLevelandSize•therankandthepurposeofthenegotiators•therelationshipbetweenthenegotiatorsandyourusualpracticeWhoReceivetheGuests•Someoneinthesamebusinesswhohasthesameorsimilarrank,titleorstatus.•Ifthedesignatedpersoncannotgo,someonehavingsimilarpositionoradeputyofthedesigneecanactonhisbehalf.•Higherlevelandbiggersizeforgreetingandseeingoffmaybearrangedonlywhenyouhaveanexceptionallycloserelationshipwiththeotherpartyoryouhaveaspecialreasontodoso.Seeing-offTime•Besuretoarriveearlieratthehotelwheretheguestsstay;•Accompanythegueststotheairport,trainstationorportwhentheyareready;•Orgodirectlytotheairport,trainstationorporttoseethemoff;Seeing-offManners•Beforetheygetaboard,shakehandswithandsaygoodbyetothem;•Wavehandstotheguestswhentheplane,trainorshipbeginstomove;•Staythereuntiltheplane,trainorshipdisappearsfromyoursight.PreparefortheReception•Onceyouarenotifiedofthedateoftheirarrival,begintoprepareforaccommodations.•Contactthembeforetheysetout.•Upontheirarrival,takethemtothehotel.Scheduleforthenextdaycanbearrangedonthewaytothehotelorwhenarrivingatthehotel.ReceptionMannersinDifferentCultures•Brazil•Canada•UnitedKingdom•IslamicgreetingsGreetings•Howdotheygreeteachother?Withhandshakes,kissesorhugs?•Howtoaddressthem?Bytheirfirstname,fullnameortheirtitle?•Whatisthespaceweshouldkeepwiththemwhenconversing?Eyecontact?•Whataregoodtopicsandwhataretabootopicsforthem?Brazil•HowtogreetaBrazilian?–(handshake,kiss,address)•Handshakingiscommonandoftenlastforalongtime.Shakehandsforhelloandgoodbye;usegoodeyecontact;whenleavingasmallgroup,besuretoshakehandswitheveryonepresent•Whenwomenmeet,theyexchangekissesbyplacingtheircheekstogetherandkissingthehair•Firstnamesareusedoften,buttitlesarealsoimportantSmallTalkTopics•AreBraziliansout-goingandtalkative?•Musicandlong,animated(活跃的)conversationarefavoriteBrazilianhabits.Whenconversing,interruptionsviewedasenthusiasm.Braziliansenjoyjoking,informality,andfriendships•Goodtopics:soccer,family,andchildren•Badtopics:Argentina,politics,poverty,religion,theRainForest•PortugueseisthelanguageofBrazilCanada•Handshakes•Useafirmhandshakewithgoodeyecontactwhenmeetingandleaving.BothFrenchandEnglishareasuseandexpectafirmhandshake.•Menwillwaitforawomantoextendherhandforahandshake.•FrenchCanadianswillshakehandsmorefrequently,evenwithasubsequentencounterthesameday.Othersmayjustnodorsmileatasubsequentencounteronthesameday.•Useaperson'stitleifheorshehasone.Otherwise,useMr.,Mrs.,Missandthesurname.•EnglishisspokeninmostofCanada.FrenchisspokeninQuebec,andsomeareaofNovaScotiaandNewBrunswick•FrenchCanadiansmayusetheirfirstnamewhentalkingtoyouonthetelephone,butwillgenerallyusetheirfullnamewhenmeetingyouinperson.AddressingConversations•Beopenandfriendlyinyourconversation.Ifyouarenaturallyreservedinyourbehavior,youwillappearconfidentandcredible.•Ifyournaturaltendencyislargesweepingarmgestures,restrainyourselfwhenmeetingandtalkingwithCanadians—otherthanwithFrenchCanadians.•FrenchCanadiansstandcloserandaremoredemonstrativewhentalking.UnitedKingdom•Handshakes–Asimplehandshakeisthestandardgreeting(forbothmenandwomen)forbusinessoccasionsandforvisitingahome.•Conversations–PrivacyisveryimportanttotheEnglish.Thereforeaskingpersonalquestionsorintenselystaringatanotherpersonshouldbeavoided.Non-verbalCommunication•Eyecontact–EyecontactisseldomkeptduringBritishconversations.•Space–PersonalspaceisimportantinEngland,andoneshouldmaintainawidephysicalspacewhenconversing.Furthermore,itisconsideredinappropriatetotouchothersinpublic.•Tosignalthatsomethingistobekeptconfidentialorsecret,tapyournose.IslamicGreetings•Greetingandhandshaking•WhenMuslimsgreeteachother,insteadofsaying,“goodmorning”or“hello”theysay“AssalamoAlaikum,”whichmeans“MaypeacebeuponyouandmayGod'sblessingsbewithyou.”•Shakehandsupongreetingandleaving,andalwaysusingyourrighthand.Thehandshakeislimp（无力的）andlasts10-15seconds.•Forreligiousreasons(MuslimandHindu)menandwomendonottouchinpublicinthisculture.•Presentingyourbusinesscardfollowsintroductions.Aperson'snameisveryimportant.•Presentabusinesscardtoeachpersonyouaremeeting.Offeryourcardwiththeprintingpositionedsotherecipientcanreadit.Yourrighthandholdsthecard,withyourlefthandsupportingyourrightwrist.Yourcardwillbereceivedwithbothhands.•Timeistakentocarefullyreadthecard.•Nevercarryyourbusinesscards,orplaceanotherperson'sbusinesscardinabackpocket.BusinessCardsTips•Beforeanevent,useyouraddressbookoryourpeopledatabasetorefreshyourmemoryaboutthepeopleyouarelikelytomeet.•Ifyouforgetsomeone’sname,youcansometimescoverbyintroducingapersonyoudoknowfirst.DoyouknowMr.JoeSmith,oneofouraccountreps?whichwillusuallygettheunknownpersontointroducehi