A Case Study of Business Negotiation Etiquette

There are many factors for the success of business negotiation, but etiquette plays a very important role in negotiation. It runs through the whole process of negotiation, which not only reflects one's own education and quality, but also has a certain influence on the thoughts and emotions of the negotiating opponents, which is likely to affect whether the negotiating opponents are willing to negotiate with you again. Below I have compiled a case of business negotiation etiquette for your reference.

Case analysis of business negotiation etiquette 0 1

Mr. Zhang is an undergraduate majoring in marketing. He works in the sales department of a big company. He works hard and makes great achievements. Three years later, he was promoted to sales manager. Once, the company wanted to discuss new product development with an American multinational company, and the company entrusted Mr. Zhang to be responsible for reception arrangements. Teacher Zhang has also made a lot of detailed preparations for this. After several rounds of hard negotiations, the two sides finally reached an agreement. However, when the contract was officially signed, the guest group turned and left as soon as they entered the signing hall. What is the reason? It turned out that Mr. Zhang mistakenly put the American flag on the left side of the signing desk when he was in the signing hall of Buti. The project fell through and Mr. Zhang was transferred from his post. Analysis: China's traditional agreement ranking is upper left and lower right, while the international convention ranking is upper right and lower left; In foreign-related negotiations, we should follow international practice, otherwise, even a detail negligence may lead to failure and all previous efforts will be abandoned.

case analysis

1, Xiao Zhang is Liu Jingli's secretary. One day, she received an invitation, inviting Liu Jingli to a banquet, which clearly required her to wear a dress when attending the banquet. Xiao Zhang gave the invitation letter to the manager and arranged a car for him, but he didn't pay attention to the dress code and Liu Jingli didn't read the invitation letter carefully. When Liu Jingli appeared in the banquet hall dressed in casual clothes, he felt embarrassed, because everyone at the party was dressed in formal clothes, and only he was dressed in casual clothes. Question: What lessons should Xiao Zhang and Manager Liu learn from it?

Xiao Wang worked as a salesman in a company soon after he joined the work. After many days, he finally found a big company interested in their products by fax and email. The company agreed to meet with Xiao Wang to discuss cooperation.

Xiao Wang also attaches great importance to this opportunity, and specially puts on a straight suit, shiny shoes and a pair of white socks he just bought to come to the other company. When interviewing with the other party, Xiao Wang was a little nervous because it was the first time. His legs kept shaking in the chair, and his fingers knocked on his legs from time to time. After the interview, the other party just said simply:? I'll contact you later. ? Faced with failure, Xiao Wang is very confused. Later, he went to the manager and asked the other party why. The other party said that the quality of your employees needs to be improved. ? Please answer: What aspects of Xiao Wang's performance need to be improved in this interview?

Case analysis of business negotiation etiquette 02

An enterprise in China is negotiating with a German company about the export business of a certain product. According to etiquette, the Chinese side arrived at the conference room 10 minutes in advance. After the German guests arrived, all Chinese personnel stood up and applauded. German negotiators are all men in suits and ties, and women are all wearing professional clothes; On the other hand, only the manager and translator are wearing suits, while others are wearing jackets, jeans and even work clothes. The scene did not see the expected smile on the faces of German personnel, but revealed a trace of unhappiness. What is even more puzzling is that the original negotiation schedule for the whole morning ended hastily within half an hour, and the German personnel also left in a hurry.

case analysis

It can be seen from the arrival of Chinese personnel in the conference room 10 minutes in advance that China still attaches great importance to this negotiation, and German personnel all stood up and applauded when they arrived, no problem. However, in fact, they were not happy when they met with German personnel. The reason lies in the dress of the representative of China, because the representative of China is dressed in disorder. In German view, China didn't pay attention to this negotiation, so he was unhappy and had to end the negotiation in a hurry. On the one hand, business negotiation etiquette can standardize a person's behavior and show good quality cultivation; On the other hand, we can better express our respect, friendship and friendship for each other and enhance mutual trust and friendship. Therefore, business negotiators are required to start from their own image and leave a good first impression in business activities.

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