2。 Literature Review

2。1 Definition of etiquette论文网

     Etiquette refers to the conventional behavior norms, in the process of lone-term life, accompanied by the generation of humankind civilization。 It is commonly known as the way of application to customary procedure of self-disciplined, involving wearing, communication, emotional intelligence, etc。 Business etiquette is the behavior norm and code of conduct which is used to maintain business and personal image and have esteem for others in business activities, with strong normalization and operability。 As its core is a kind of behavior criterion that constrains every aspect of our lives, it embodies the indispensable basic literacy for every businessman。

2。2 Research status 

     China is a land of courtesy。 Etiquette has always been a very important role, which includes behavior respect, thoughtful language and so on。 From the current situation, although etiquette is taken as an important component in business negotiation, many companies do not reach the designated position。 As for the etiquette functions in international business negotiations, there is no strong theoretical support。 Hense some practical cases are used to demonstrate the shortcomings of it。 

     First of all, there is an ignored part in the business negotiations- the time view。 From a narrow sense, the concept of time is to comply with the meeting time．In fact, the concept also includes the details of arranging meeting time according to the other side。 For instance, a US company comes to China to investigate market。 Because of jet lag, we should stand in the other side’s point of view。 The appropriate negotiation time will be arranged in their energetic time so that they will have a full state to visit the Chinese enterprises。 This behavior can make them feel our etiquette and accept us in the early time。

     Another point is the concept of space, which refers to the space affecting both sides’ psychological feelings。 According to the survey, in some foreign companies, if the staffs’ or the boss's office door open, it shows that the link between the staffs and leadership is transparent。 If the door is only half covered, it will produce another situation。 Perhaps it means monitoring or perhaps the trust between the two sides is not enough。 In the conversation, we can maintain a closer distance to win their trust。 Although these situations are not absolute, we have to consider the space concept to maintain a reasonable distance in international business negotiations。 On the one hand, it makes both sides understand each other easily and put down their concerns。 On the other hand, it allows both sides to pursue an heart-to-heart communication。 Of course, if the other side’s customs resent some specific acts, we should respect their customs。 

     The last point is respecting cultural difference。 Due to the development of economic globalization, business negotiations are not only confined to the domestic scope。 Corss-culture communication is inescapable, which requires us to understand some other languages and culture。 For example, the same vocabulary in the United Kingdom might has different meaning in the United States。 It is necessary to understand different language habits and culture before international negotiations。

3。 Functions of Etiquette in Business Negotiation

3。1 Creating a harmonious communication atmosphere文献综述

     Business activity is a severe and long process that both sides discuss bargaining and cooperation under a depressive circumstance。 Nevertheless, a harmonious communication atmosphere can alleviate the tension and ensure a smooth negotiation。 An enterprise of providing warm and thoughtful reception for the customer, respecting each other and helping to solve difficult can enable customers to feel your sincerity。 What is more, they are willing to cooperate with you。