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Case Study of Etiquette in Business Negotiation-礼仪在商务谈判中的案例分析 [3]

论文作者:英语论文论文属性:学期论文 termpaper登出时间:2014-03-31编辑:caribany点击率:9961

论文字数:5074论文编号:org201403311026422493语种:英语论文 English地区:英国价格:免费论文

关键词:Etiquette in Business Negotiation商务谈判礼仪Case Study案例分析international business

摘要:In business negotiation, both parties are not only for their own benefits but also for their mutual benefits, so both parties should pay much attention to the manners in the business negotiation, especially for the host party. 在商务谈判中,双方不仅是为了自己的好处,同时也为他们的共同利益,因此双方应重视商务谈判中的礼仪,特别是对主人一方。

ould not like to help you.
      (2) Your letter in reply to ours of May 18 came this morning, and now we do not understand anymore clearly your complaint than we did before.
         This sentence is sounded very stiff in tone, and impolite. In business letter you should stand in others’ shoes to choose the words. 
      (3) Your order of No.85 for 100,000 yards of Cotton Prints Art. No. 1002 is rejected.

         Also in this sentence, the tone is too direct, which is not polite.


III.  Reasons for the Failing cases in Business Negotiation

三、商务谈判中失败案例的原因


A.  Cultural Differences’ Influence on Verbal Communication
Business Negotiation is different from common talk. The parties participated in negotiation have a same objective, or direction which is usually made out from the beginning of negotiation. For example, deciding time for transaction, consulting the price problem, coordinating the action of each other. Also this object or direction may be found in the process of negotiation. So negotiator must pay attention to each sentence or each word of business talks.
There are guidelines of four basic maxims of conversation or general principles underlying the efficient cooperative of language. The cooperative principle: the maxim of quality, the maxim of quantity, the maxim of relevance, the maxim of manner. If negotiators follow the four maxims strictly, they can take the most effective communication. But in fact, those maxims are often violated, because business negotiation relates to mutual benefits and various relations. Therefore we should pay much attention to the talks, and it is the most important part among the business negotiation. To master the reasonable language skill is very important for you to be successful in the business negotiation.
For the different cultures of different countries, we should be familiar with the culture of our customer and their negotiation style. For example, America is China’s the most important business partner, so we should be familiar with their culture. American is an extroverted people, self-confident, and decisive. Therefore in negotiation, they are very direct, and pay much attention to the real effect. If they do not accept your advice, they will directly tell you“No”. But the Chinese always give some delicate hints in negotiation, for the American, they can not understand it, and sometimes may arise misunderstandings. So to Americans, we should be very direct in business talks. While the British are traditional and introverted, you should be very careful of your words and their means. Different cultures have different attitudes toward negotiation.There is a joke about an American and Japanese sitting on a park bench in Tokyo.Both are businessmen.The American says,“Well,you know I've been in Japan for my company for forty years.Forty years! And now they are sending me back home to the States in just a few days.”The Japanese replies. “That’s the problem with you Americans:here today and gone tomorrow.” This shows a major difference in cross—cultural negotiation-the pace at which negotiations are conducted.
Also in business talks, we should choose different languages based on the persons of different positions, ages and characters.
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