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The Importance of Business Etiquette in Business Negotiation Abstract
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With China's accession to the WTO, economic and trade exchanges between China and other countries become more frequent and various forms of international business negotiations become wider. As an important part of business negotiation, business etiquette is the key factor to decide the success or failure of business negotiations. Therefore, we must pay more attention to business etiquette in business negotiation and then make full use of etiquette strategies in business it negotiation, which finally attributes to the success of business negotiation and trade cooperation. In this thesis, we adopt literature research method firstly to introduce the definitions and principles of business etiquette and business negotiation, and then analyze the importance of politeness in each stage of business negotiation by means of case study. Finally, we try to carry out some countermeasures for business negotiators to better use of business etiquette in business negotiations.
Key words: business etiquette; business negotiation; importance of politeness
摘 要
随着中国加入世界贸易组织，中国同世界各国的经贸往来更加频繁，越来越多的国内企业参与到商务谈判活动中，国际商务谈判理所当然成为贸易活动中不可或缺甚至决定成败的环节。因此，必须重视商务谈判中的商务礼仪，在商务谈判中运用好礼仪策略，为获取商务谈判成功和达成贸易合作提供保障。本文将采用文献研究法和案例分析法，系统地学习商务谈判各个阶段的礼仪、基本原则和重要作用，并试图提出若干对策与建议，以期帮助商务人员运用好礼仪策略，从而获得商务谈判成功。
关键词：商务礼仪；商务谈判；礼仪重要性 4302
Contents
Abstract I
摘 要 II
1. Introduction 1
2. Business etiquette and business negotiation 1
2.1 The definition of business etiquette 1
2.1.1 The definition and content of business etiquette 1
2.1.2 Studies on the business negotiation domestic and abroad 2
2.2 The definition of business negotiation 3
2.3 Basic principles on the use of business etiquette in business negotiation 4
2.3.1 Know yourself as well as the enemy principle 4
2.3.2 The principle of mutual benefit and reciprocity 5
2.3.3 The principle of consultation on equal footing 5
2.3.4 The principle of separate people and things 5
2.3.5 The principle of seek common ground while reserving differences 5
2.3.6 The principle of respect the opponent 5
2.3.7 The principle of preliminary examination 6
3. The importance of business etiquette in business negotiation 6
3.1 To regularize behavior 7
3.2 To convey information 7
3.3 To improve the relationship 7
3.4 To set up the image 8
4. The role of business etiquette in various stages of business negotiation 10
4.1 The role of business etiquette in the preparation stage 10
4.1.1 Selection of time and space of negotiations 10
4.1.2 Selection of negotiators 11
4.1.3 Pay attention to appearance and grooming 11
4.1.4 Decorate negotiation hall 11
4.1.5 Full preparation before negotiation 12
4.2 The role of business etiquette at the beginning stage 12
4.3 The role of business etiquette in the process of negotiation 13