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International business negotiation is a direct form of interpersonal communication, and its effectiveness is related to the comprehensive qualit
Etiquette in international business negotiations?
International business negotiation is a direct form of interpersonal communication, and its effectiveness is related to the comprehensive qualit
International business negotiation is a direct form of interpersonal communication, and its effectiveness is related to the comprehensive quality of negotiators and the fidelity of information interpretation. What is this? The following is for everyone, I hope to help everyone!
International business negotiation-negotiation etiquette
In the process of negotiation, we should abide by some rules of conversation etiquette, respect others and speak politely and gently: debate loudly, have appropriate topics, be good at listening and be polite to others. Specifically, you should greet others in advance, don't be bold, don't listen in on other people's conversations, don't involve unpleasant topics such as birth, illness, death, personal problems such as property, resume and marriage, and don't get to the bottom of it. Language in the negotiation process is definitely very important. Language refers to how to choose the right words at the right time to express one's position, viewpoint, attitude and meaning in a conversation. There are five common languages in negotiation, namely polite communication language, professional trading language, flexible language, humorous language and persuasive language. Speech speed, intonation and volume are also important factors. After choosing the right words, we should express them in an appropriate way, and consider what speed, intonation and high voice to negotiate with.
Besides speaking, posture and gestures are an invisible language, and posture is a body language. In the process of negotiation, some people will make some casual actions, which can reveal useful information about their inner activities. Under certain circumstances, people can show toughness and debate in language and tone through conscious consciousness, and show self-confidence and never back down. But because my heart is not practical and uncertain, I subconsciously use actions to cover myself up and balance my inner tension and conflict. For example, I often wipe my sweat, touch my hands and knock on the desktop, which all reflect my nervousness. The distance and facial expressions during the talks also easily affect the negotiations, and the distance between the two sides during the talks is often affected by the progress of the negotiations. The spatial distance between people is closely related to the psychological distance, which directly affects the psychological distance of both sides. Under normal circumstances, when people talk, whether standing or sitting, they should avoid direct confrontation and keep a certain angle, while in negotiation activities, the two sides face each other directly and there is no room for manoeuvre. This makes the distance more sensitive and easy to be detected in negotiation activities. The appropriate distance is between 1 and 1.5 meters, which is also the normal width of the negotiation table. The distance is too big, so it is not easy for both sides to talk and get close. There is a feeling that they can't talk together.
International business negotiation-banquet etiquette
The forms of banquets include banquets, receptions, tea parties and working meals. Each form has specific specifications and requirements. The arrangement of banquet includes the way of banquet, the date and time of banquet, the way of invitation and the arrangement of banquet seats. A formal banquet is divided into several steps, such as welcoming guests, giving a speech, communicating during the dinner and seeing them off. The dining etiquette of Chinese food and western food deserves attention.
International business negotiation-visiting and gift-giving etiquette
When giving gifts, we should not only pay attention to the choice of time, documents and gifts. Principles of choosing gifts
1 is what it wants.
2 consider the specific situation.
3 Grasp the timing and occasion of giving gifts.
The price of gifts should not be too high.
In the choice of gifts, the value should not be too high, but it should be distinctive. Countries have different requirements for the value of gifts. In the United States, the value of general business gifts is about $25, while businessmen in Asia, Africa, Latin America and the Middle East are different from those in Europe and America. They usually pay more attention to the monetary value of gifts. When choosing gifts, we should choose items that are full of feelings, have China national characteristics and have certain commemorative significance according to each other's preferences and habits, generally focusing on artistic value and commemorative significance. Pay attention to each other's customs and cultural accomplishment. We should pay attention to the fact that foreign friends like our local products. Pay attention to the number of gifts. Pay attention to the packing. Pay attention to the timing and occasion. For example, if you negotiate and give gifts in France, you will learn. Remember not to give gifts when you meet for the first time. The gift package should be exquisite, preferably intellectual and literary, and can be made into pictures, photo albums, handicrafts and the like. In France, cranes are stupid and walnuts are unlucky, so be prepared when giving gifts. Don't lose big because of small things.
In international business negotiations, we should know how to use etiquette methods to get a good impression and extra points before negotiations, and we can also get to know each other in etiquette contact, which is a preparation for future negotiations. This is also very important for the psychology we should avoid. Only by effectively controlling one's emotions and psychology can we make better progress in observing the other side and promote the transfer or stability of the negotiation initiative. The analysis of opponent's personality and matters needing attention are important events that cannot be ignored. If we basically find out the opponent's personality, we can suit the remedy to the case and help the negotiations succeed in one fell swoop if we have the initiative.
Cross-cultural issues in international business negotiations
Cultural differences exist in different countries, and cross-cultural issues in international business negotiations are mainly reflected in language, etiquette, taboos, religious beliefs, negotiation styles and so on.
1. language
Most international business negotiations are conducted in English, and the mother tongue of both parties is often not English, which increases the difficulty of communication. In this case, we should try our best to use simple, clear and definite English, and don't use polysemous words, puns, slang and idioms that are easy to cause misunderstanding. Don't use words that are easy to offend each other, such as "To tell you the truth", "I will be honest with you …", "I will try my best" and "It's none of my business but …". These words have the color of distrust, which will make the other party worried and unwilling to actively cooperate with us. A serious common fault in cross-cultural communication is "deal with a man as he deals with you", that is, subjectively think that the other party will understand our words according to our wishes and habits, or think that what we understand from the other party's words is exactly what the other party wants to express. The most typical example is the use and understanding of "yes" and "no". An American company and a Japanese company are in business negotiations. During the negotiation, the American was glad to find that every time he put forward an opinion, the other side nodded yes. He found the negotiations particularly smooth. It was not until he asked to sign the contract that he was shocked to find that the Japanese said "yes" as a polite "I heard" instead of "I agree with you". Actually, the meaning of the word "yes" is very rich. In addition to the above two, there are "Yes" in "I understand the problem" and "Yes" in "I will consider it". The expression of "no" is also very complicated. The values of some cultures are against confrontation, so people generally don't say "no" directly, but use some vague words to express their refusal. For example, Brazilians use "different things" instead of "impossible". If inexperienced negotiators take it literally, they will waste time and delay the negotiation process. So we must try our best to understand each other's culture, values and customs. Only in this way can we transmit and receive information correctly.
In order to avoid misunderstanding, we can use interpretation to ensure smooth communication. Interpretation is to explain each other's words in our own words and ask each other if our understanding is correct. Another advantage of doing this is that it can deepen the impression of the other party on this issue.
polite
In fact, international business negotiation can also be said to be an exchange activity between people. The communication between people should conform to certain etiquette norms. In business negotiation, knowing the necessary manners and etiquette is the basic quality that negotiators must have. If the etiquette norms are violated, it will not only affect the formation of a harmonious relationship between the two sides, but also affect the other side's evaluation of their self-cultivation, identity and ability, and even affect the effectiveness of negotiations. In business negotiations with foreigners, because they live in different social and cultural backgrounds, their national culture, customs and manners are very different.
Etiquette plays an important role in people's communication First of all, it can communicate people's feelings, feel the dignity of personality and enhance people's sense of dignity; Secondly, it helps to develop the friendship between our people and the people of all countries and regions in the world. In foreign-related exchanges, observing international practices and certain etiquette is conducive to China's opening to the outside world and to showing the elegance of China's etiquette country; Finally, healthy and necessary manners can win people's respect and love, make friends and avoid estrangement and resentment. If a person is polite, treats others appropriately, and is sincere, humble and kind in daily life and work, he will certainly be respected by people.
In international social occasions, clothing can be roughly divided into formal clothes and casual clothes. Wear dark dresses, tuxedos or suits for formal, grand and serious occasions, and casual clothes for ordinary occasions. At present, women are forbidden to wear trousers or miniskirts, except that some countries have other regulations on certain occasions, such as ceremonies.
Any clothes should be clean, tidy and straight in foreign exchanges. The top should be ironed and the bottom should be ironed to form a trousers line. Collar cuffs should be clean and leather shoes should be oiled and polished. Fasten the collar button, collar hook and trousers button when putting on and taking off. When wearing a long-sleeved shirt, you should tuck it into your pants before and after, and the cuffs and trousers are not allowed to roll up. If a double-button suit jacket has buttons, it can be tied with the jacket, and the suit jacket can have one button or more buttons. You have to deduct them all. Under no circumstances should gay men wear shorts to participate in foreign activities. Lesbians can wear sandals barefoot in summer, and when wearing socks, socks should not be exposed outside clothes and skirts.
In communication situations, people usually shake hands when introducing each other and meeting each other, and shaking hands is also orderly. Hosts, old people, people with high status and ladies should reach out first, while guests, young people and people with low status should say hello before shaking hands. Many people shake hands at the same time, don't cross. Wait for someone to shake hands before reaching out. Men should take off their gloves and hats before shaking hands. When shaking hands, keep your eyes on each other and smile.
In foreign-related communication, when talking with foreign businessmen, you should have a natural expression, friendly language and appropriate expression. When you speak, you can make some gestures properly, but don't move too much, let alone dance and point your fingers at people. When speaking, the distance should be moderate, neither too far nor too close. Don't procrastinate, pat and beat.
Say hello when others are talking, and don't eavesdrop when others are talking alone; If you need to talk to someone, you can wait until someone else has finished. People who take the initiative to talk to themselves should be willing to talk; If you find someone who wants to talk to you, you can take the initiative to ask; When a third party participates in the conversation, it should be welcomed by shaking hands, nodding or smiling; If you have something urgent to leave during the conversation, say hello and apologize.
Taboos and religious beliefs
Taboo is a matter that must be considered in foreign activities, including foreign-related business activities, especially in East Asia, South Asia, Central Asia and North Africa where religion is prevalent. Knowing the customs and habits of some countries is very important for communicating with each other, preparing to grasp each other's negotiation ideas and completing the negotiation tasks in time.
1 Japanese
Japanese manners are strictly bound by etiquette. When addressing others, you should use "sir", "madam" and "miss" instead of calling them by their first names. Moreover, bowing is very important etiquette. When exchanging business cards with the Japanese, you should give them to each member of the Japanese negotiating team. You can't miss it. Japanese people don't like foxes' gifts. They think the fox is a symbol of greed. The Japanese taboo the numbers "4" and "9" because the pronunciation of "4" and "death" in Japanese is the same, and the pronunciation of "9" and "bitterness" is also the same. Japanese religious beliefs are very complicated. According to Japanese tradition, most people believe in Buddhism and Shinto, which are unique to Japan.
Americans.
Americans generally have no taboos in diet, except for all kinds of animal offal, avoid 13 and Friday. The requirements for dishes are low quantity and high quality, and time-saving and fast dining. Americans don't like to talk about private affairs, especially respect personal privacy. You must be careful when talking with an American, because he thinks you keep your word.
Among the American population, 30% believe in Christianity and 20% believe in Catholicism. The religious festivals celebrated by Americans are mainly Christmas and Easter. In addition, they also celebrate Thanksgiving. Many Americans go home to reunite with their families on Thanksgiving Day. During the festival, various sports competitions and entertainment activities were held. In the evening, we chatted around the fireplace and had a good time.
3 Southeast Asians
Singaporeans like red, green and blue, and think black is unlucky. You can't use the image of Tathagata on commodities, and it is forbidden to use religious terms.
India regards cows as sacred animals, peacocks as auspicious and national birds. They like bright colors such as red, yellow, blue and purple, but they don't welcome black and white.
Southeast Asian countries have many customs and taboos. Generally speaking, crossing one's legs is not allowed in negotiations. If the negotiator accidentally points the sole at the other side, the negotiation will fail.
Southeast Asians worship Buddhist culture, and many characteristics are similar to those of the Chinese nation. This is because there are many local Chinese.
4 *** people
It's best not to be curious about other people's private lives. Although * * * people are hospitable, their daily life is obviously religious because of the strict rules of * * * religion. A little carelessness will hurt their religious feelings. Generally speaking, this is a forbidden area for a topic.
* * * people believe in * * * religion, and * * * religion has many rules. Therefore, people who negotiate with * * * people for the first time must pay special attention and respect their beliefs. If people's religious beliefs are not respected, the consequences will be unimaginable.
4. Negotiation style
Managers around the world can benefit from studying the differences in negotiation behavior and help them understand what happens in the negotiation process. Take Brazil as an example. She is a natural, passionate and energetic style. Brazilians are very talkative and especially like to say "no"-they can use it more than 40 times in half an hour, 4.7 times in the United States and only 1.9 times in Japan. The more obvious difference between Brazil and the United States and Japan is that they are more accustomed to using more casual contracts.
During the negotiation process, when I dare not look directly at my opponent or keep smiling in the face of severe situation, the politeness and emotional cover-up of Japanese culture often make Americans feel at a loss. It is important that Americans should also know what is polite and what is offensive to the Japanese. Americans must avoid such behaviors and physical contact as exaggeration and arbitrariness, because the Japanese value modesty. Based on the consistent traditional culture, the Japanese also pay attention to maintaining harmony. They would rather dodge or even leave the room than give each other a negative answer directly. The essence of Japanese culture is to care about the interests of the whole group, and any event that affects one person or a small number of people will also affect others. Therefore, the Japanese are very cautious when making decisions in order to consider its long-term impact. They make an objective analysis and pay attention to each other's reactions.
North American negotiators believe that negotiations should be realistic. Their factual tendency is based on the objective information they believe and conveyed to each other on the premise that they will understand it logically. * * * The emotional tendency of negotiators is based on their own subjective feelings and feelings; The axiomatic tendency of Russian negotiators is based on the ideals and beliefs generally recognized by their society. Russians are tough negotiators. They frustrate western negotiators and bring the negotiations to a deadlock through constant arguments and delays. This is because Russians have different understanding of the concept of time from Westerners. Russians don't agree with the idea that "time is money" that westerners believe in. Russians are very calm and firm negotiators. They will try to reduce their smiles and other expressions to show a calm appearance.
Contrary to Russians, people like to be long-term partners, so it is easier to make concessions. Compared with westerners, * * * people don't pay enough attention to the time limit and often lack enough authority to complete a transaction.
More successful negotiators are useful. For example, Indian negotiators are humble, patient and respectful, and it is easier to compromise than American negotiators who always insist on a tough stance. There is a very important difference between negotiators and negotiators from other countries, that is, they put themselves in a neutral position and don't think they belong to any side, so there is little direct confrontation between them. Successful Swedish negotiators are conservative and cautious people who deal with problems according to facts and detailed information. Italian negotiators are energetic and expressive people, but compared with Swedish negotiators, they lack frankness.
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