Etiquette-in-Business-Negotiation商务谈判礼仪

EtiquetteinBusinessNegotiationEtiquetteinBusinessNegotiationThetwogoalsofnegotiations:a.Creatingstrongdealsb.BuildinggoodrelationshipEtiquetteplaysanimportantroleinhelpingachievethegoals.1.EtiquetteforGreetingandSend-offGreetingetiquettecreatesanopportunitytostartagoodrelationshipwiththeotherpartyfromtheverybeginning.Send-offetiquettemaylayasmoothpathforfuturecooperation.Bothareimportantpartoftheetiquetteinbusinessnegotiation.1.EtiquetteforGreetingandSend-off1.Determinethelevelandsizeforgreetingandsend-offTheyaredeterminedbythreefactors:1)therankandthepurposeofthenegotiators;2)therelationshipbetweenthenegotiators;3)theusualpractice.(tohavesomeoneinthesamebusinesswiththesameorsimilarrank,titleandstatusinchargeofthegreetingandsend-off.)1.EtiquetteforGreetingandSend-off2.Knowwellaboutthearrivalanddeparturetime(accurateinformationontheirarrivaltimeandbeattheairport,trainstationorseaportaheadoftimeissoimportant,whichmeansthebeginningoftheprocessoftrustbuilding)Onthedayofdeparture,thefollowingaspectsshouldbepaidattentionto:a.Besuretoarriveearlieratthehotelwheretheguestsstay.1.EtiquetteforGreetingandSend-offb.Accompanythegueststotheairport,trainstationorSeaportwhentheyareready;orgodirectlytotheairport,trainstationorseaporttoseethemoff.c.Beforetheygetaboard,shakehandsandsaygood-bye.d.Waveattheguestswhentheplane,trainorshipbeginstomove.e.Staythereuntiltheplane,trainorshipdisappearsfromyoursight.3.Prepareforthereception(arrangementofaccommodation;arrangementofscheduleofthenextday)2.BusinessMeetingEtiquetteThreetypesofmeetinginbusinessnegotiation:a.Courtesyb.Politicalc.Transactional1.Informalmeeting(morerelaxedandnotnecessarilytakeplaceintheofficeormeetingroom)2.BusinessMeetingEtiquetteAccordingtoNeilPayne,thefollowingaspectsshouldbetakenintoconsideration.a.Businessetiquettedemandsthatthepersoncallingthemeetingshouldbethemostseniorortheonewiththemostdirectorurgentinterestinthetopicathand.b.Thechairshoulddecidethetime,placeandagenda.2.BusinessMeetingEtiquettec.Thechairmustmakethepurposeofthemeetingcleartotheattendees.d.Punctualityisamust.e.Thechairshouldstrivetoensurethemeetingstayswithinasetframeworkoragendasothatitiskeptasshortandeffectiveaspossible.Hemustkeepdisagreementsandthelikeaminimum.2.BusinessMeetingEtiquettef.Thechairshouldappointsomeonetorecordtheproceedings,documentingmajordecisionsoractionpoints.g.Iftheoutcomeofthemeetingaffectsthosewhowerenotpresent,itisconsideredproperbusinessetiquettetoinformthem.2.Formalmeeting(managementmeetings,boardmeetingsandnegotiations-----asetofformat)2.BusinessMeetingEtiquetteAccordingtoPayne,therearetenetiquetteguidelinesforformalmeeting:a.Preparewellforthemeeting,asyourcontributionmaybeintegraltotheproceedings.b.Dresswellandarriveingoodtime.c.Alwaysremembertoswitchoffyourmobilephone.2.BusinessMeetingEtiquetted.Ifthereisanestablishedseatingpattern,followit.e.Acknowledgethechairandotherparticipantsintheintroductionoropeningremarks.f.Whendiscussionsareunderway,itisgoodbusinessetiquettetoallowseniorfigurestocontributefirst.g.Neverinterruptanyone---evenifyoudisagreestrongly.2.BusinessMeetingEtiquetteh.Whenspeaking,bebriefandensurewhatyousayisrelevant.i.Alwaysaddressthechairunlessitisclearthatothersarenotdoingso.j.Itisaseriousbreachofbusinessetiquettetodivulgeinformationtoothersaboutameeting.2.BusinessMeetingEtiquetteWhatareunderlyingprinciplesofthebusinessmeetingetiquetteguidelines?GoodmannersCourtesyconsideration3.EtiquetteatDinnerPartyandDressCode1.Dinnerpartyetiquettea.Uponinvitation(informthehostofyourdecision)b.Beingtimeconscious(arriveontimeorearly)c.Onarrival(takeoffyourhatandovercoat)d.Seating(taketheseatassignedbythehost)e.Gettingreadytoeat(donotbegintoeatordrinkbeforethehostdoes)3.EtiquetteatDinnerPartyandDressCodef.Communication(communicatewithsomeonenexttoyou)•Toasting(raiseyourglasswhenthehostandtheguestofhonorclinktheirglasses)•Takingoffyourcoat(don’ttakeoffyourcoatnomatterhowhotitis)•Attable(payattentiontotablemanners)3.EtiquetteatDinnerPartyandDressCode2.DressCodea.Formalbusinessdress(bothmenandwomenshouldalwayswearasuit)b.Businesscasual(certainkindsofcasualdressesareacceptable,womenhavetowearhosiery)c.Casual(somecasualdressisacceptable,womenmustwearhosiery)4.EtiquetteforSigningAgreementsSigningtheagreementisausefulcommonpracticeandaritualaswell.4.EtiquetteforSigningAgreements1.Preparationofsigningceremonya.Determinethesigner(determinedbythecontractingparties)b.Documentationpreparation(afinalversionoftheagreement;stationeryneeded;nationalflagsarranged)c.Thearrangementofsigninghall(alargerectangulartable;twochairs;documentoftheagreement;stationaryandnationalflags.)4.EtiquetteforSigningAgreements2.ProcedureofSigningCeremonya.Participantsfrombothpartiesenterthesigninghallatthesametime.b.Thesignerstaketheirseatsandothersstandbehindtheirsigner.c.Thesignerssigntheirowncopyfirst.d.Theassistantsofbothsidespassonthesignedcopytothesigneroftheotherpartyforsignature.e.Exchangethesignedcopyandshakehands.f.Champagneisservedtocelebratethesigningoftheagreement.