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

I． Introduction

1.引言

Nowadays, with the quickening pace of economic globalization, more and more companies, businessmen and individuals are involved in international business. International business negotiation has become an essential and important section of the business activities, so in this paper the business negotiation will be introduced; also the factors that decide the success in the business negotiation will be introduced.  

如今，随着经济全球化步伐的加快，越来越多的企业，商家和个人都参与了国际业务。国际商务谈判已成为商业活动一个必不可少的重要部分，所以本文将引入商务谈判;同时也将介绍决定在商务谈判成功的因素。

First, business negotiation is the business process which interests all parties together to resolve disputes, to agree upon courses of action, to bargain for individual or collective advantage and to attempt them to craft outcomes which serve their mutual interests.

首先，商务谈判是各方利益结合在一起来解决争端，并商定行动路线个人或集体优势的讨价还价，并试图向他们制作他们的共同利益的业务流程。

Then there are a lot of factors that decide the success in the business negotiation, and in this paper, some of the decisive factors will be talked about, for example, the different cultural backgrounds, and different manners. In these factors, there are still more details that people should pay attention. Also some cases will be discussed in this paper.

然后在商务谈判成功的过程中有很多的决定因素，而在本文中，会讲到一些决定性的因素，例如，不同文化背景，不同的生活方式。在这些因素中，还有更多的细节人们更应注意。还有些情况将在本文中讨论。

Now, the cases and factors that influence the international business negotiation will be talked about in the following.

现在，影响国际商务谈判的情况和因素将在下面讲到。

II. Some Cases of Etiquette in Business Negotiation

二、礼仪在商务谈判中的一些案例

There are many cases of successful and failing etiquette in business negotiation, and in this paper several failing cases caused by the failing etiquette will be discussed to arouse people’s attention. 
A. The Case of Failing Etiquette in Business Meeting
The business meeting is always very serious and especially for the international business meeting, there are many things to be noticed. In many cases, some cases are failed just because your etiquette, maybe you think it is just no problem, but the other party will pay much attention to it. Through the etiquette, they can know your company’s attitude and efficiency. Now let’s look at the following failing case of a business meeting.
Case 1: Mr. Liu was the fresh man in the company A and in the overseas sales department, and one day the foreign customers said they would come to hold a meeting for the price and quality of their order. The manager thought Mr. Liu was a new comer and he could speak English, so he arranged Mr. Liu with him to meet the customers. The customer company, though small, was a big customer to A, but Mr. Liu was not familiar with it, he thought it was just a small company and his oral English was quite good, so everything would be ok. Mr. Liu did not prepare for anything. Next day, when he went to the meeting room, the meeting had been begun for twenty minutes. When he sat down, he began to introduce himself and the manager to the customers, and the customers began asking him 本论文由英语论文网提供整理，提供论文代写，英语论文代写，代写论文，代写英语论文，代写留学生论文，代写英文论文，留学生论文代写相关核心关键词搜索。