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A Study of Etiquette in Business Negotiation-商务谈判中礼仪的研究 [3]

论文作者:英语论文论文属性:本科毕业论文 Thesis登出时间:2014-04-02编辑:caribany点击率:15150

论文字数:6124论文编号:org201404021734391809语种:英语论文 English地区:英国价格:免费论文

关键词:Etiquette礼仪Business Negotiation商务谈判Business Etiquette

摘要:有很多关于礼仪在商务谈判领域的研究,这些数据鉴于坚实的研究基础,提供了从国际视角有效的商业沟通的商务谈判礼仪。

d. A negotiator's common interests versus his competing interests exactly create the fundamental tension.
    As a communication action, business negotiation has some basic purposes.
  To establish and build goodwill. In order to work effectively with others, we must be able to recognize and understand their feelings, attitudes and motives. Our ability to establish good relationship with co-workers, clients, and customers has a major effect on our professional development and advancement. Good relationships result in goodwill, or
the favorable reputation that a business has with its customers. Goodwill must exist before the other purposes of communication can be achieved.
    To influence the actions ojothers. The ability to motivate or persuade others to act in a certain way depends on our ability to convince them that they will benefit from such action.
    To obtain or share information. Information is one of the most valuable resources of an organization. Obtaining, using and sharing information in an appropriate manner is critical to the success of an organization.
    To establish personal effectiveness.  When we receive a communication that is accurate, easy to understand, and error-free, we form a positive image of the person whosent it. We are likely to regard the sender as attentive to detail, intelligent, and concerned about others---a good person to do business with. On the other hand, a message with numerous errors suggests carelessness, lack of intelligence or thoughtlessness, As senders we are constantly being evaluated on our ability to communicate.
    To build self-esteem. Positive comments and reactions from others that result from effective communication build our confidence. As a result, we0feel good about ourselves and continue to be successful (Henson, M.1990: 4). At heart, the negotiation process is communication. Without communication, negotiation would be more than a series of bids
or offers exchanged between parties. There would be no information,provided as to why the bid or offer was unacceptable. Without more information there would be no reason,other than the passage of time, for parties to make concessions. In short, there would be no negotiation.    Business negotiation is one of economic activities, with its attributes and principles.However, there is some differences between negotiation and bargaining. Negotiation is a more general category composed of bargaining and debate. Bargaining can be succinctly defined as moved by the negotiator to alter the opponent's behavior, whereas debate is the problem-solving portion of a negotiation. Debate entails discussions, explications, interpolation syntheses, and proposals undertaken jointly by the negotiator and opponent in order to decide upon an agreement that are acceptable to both sides.


2 The Etiquette Prepare for Business Negotiation  商务谈判的礼仪准备


   The preparation before Business Negotiation is business dress, being less than perfectly well-dressed in a business setting can result in a feeling of profound discom-fort that may well require therapy to dispel. And the sad truth is that "clothing mismatches" on the job can ruin the day of the person who' s wearing the inappropriate attire, and the people with whom he or she comes in contact.when should 论文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。

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