1、商务礼仪在国际商务谈判中的角色英语The Role of Business Etiquette in International Business NegotiationAbstractSince international business communication has developed rapidly, business communication among people from other nations happen more frequently, and the significance of the business etiquette become more obv
2、ious. In this time of global commercialization, every business negotiators and even every citizens see business etiquette as a required course, which can make a big difference to their career life and even their everyday life.This paper aims to explain the meaning of business etiquette and internati
3、onal business negotiation, to analyze the cultural difference in international business negotiation, and highlight the importance of business etiquette in international business negotiation. Another purpose of this paper is to let more people to know how to behave well in an international business n
4、egotiation occasion with proper manner by the way of exploring the appropriate application of business etiquette. To sum up, the study on the business etiquette in international business negotiation is beneficial for negotiators or those people who want to be negotiators to improve their knowledge i
5、n cultural difference, get a better understanding of business etiquette and prompt the success of negotiation.Keywords: business etiquette, cultural differences, international business negotiation商务礼仪在国际商务谈判中的角色摘要随着国际商务发展得越来越快，在不同国家之间的商务交流越来越多，商务礼仪也变得越来越明显。在如今时代，每个国家的谈判人士，甚至每个人普通人都开始把商务礼仪作为一门必修课，这对每
6、个人得人的职业生涯，甚至日常生活都带来巨大的变化和差异。这论文的目的是为了解释商务礼仪以及国际商务谈判的意义，尽力去分析在商务谈判中的文化差异，并强调商务礼仪在国际商务谈判的重要性，此外，这篇文章的另一个目的是通过探究合适的商务礼仪应用，谈判者可以在国际商务谈判中表现地合宜。总的来说，通过研究国际商务谈判与商务礼仪的关系，对那些谈判者，或者想要成为谈判者的人很有意义，这能让他们学习更多的文化差异，更加好地去了解商务礼仪，和能促进一场国际谈判的成功。 关键词：商务礼仪；文化差异；国际商务谈判ContentsIntroductionAs more and more international bu
7、sinesses are frequently happened, it is not only a simple economic or commercial activity, but also is an interaction in an international background. Business etiquette is the factor negotiators which cannot be neglected to continue a successful international business negotiation. Due to the fact th
8、at under this global environment, different countries have various cultures such as the their values, the ways of thinking and other different aspects in business etiquette. But during this negotiation under the international background, there are many conflicts and misunderstanding because of lacki
9、ng the knowledge of cross-cultural background. Therefore, it is essential for a negotiator to know and grasp the basic knowledge of it, because it can bring a lot of benefits to them, so as to achieve a good result in international business negotiation, and gain more interest for their company and e
10、ven themselves. In a conclusion, a successful international business negotiation depends on the appropriate use of business etiquette.1 The Definition of Business Etiquette and International Business Negotiation1.1 The Definition of Business EtiquetteBusiness etiquette actually comes from peoples se
11、lf-protection and self-interest. For fear of offending other people and causing unnecessary troubles, people start regulating their behavior, appearance, wearing and so on. Business etiquette also is a code of conduct that shows respect and equality to other people through their language, action and
12、 expression during their business activities. And the central point of business etiquette is the criterion, which is used to regulate the behavior of all parties in business activities. Business etiquette is not only important in business, but also worth learning in everyday life.Those people who al
13、ways involve in business activities normally do not lack negotiation skills, but if they cannot apply or behave well with proper business etiquette, it can cause a failure of negotiation. Such examples are very common to see in our daily life. It is essential to pay more attention to business etique
14、tte, which can guarantee a smooth and prosperous development for peoples business. If two parties dont get a better understanding of it, it will most likely to have a bad influence on both parties interest.1.2 The Definition of International Business NegotiationInternational business negotiation is
15、a cross-border activity. It is essential for negotiators or those people who want to be negotiators to gain some knowledge of cultural difference. If people want to get a satisfied result in negotiations, the difficulty of overcoming the cultural difference confuse every one. International business
16、negotiation refers that people from different countries coordinate with each other in negotiations to reach an agreement for their purposes through communication, negotiation, compromise and cooperation. Negotiation ability is an essential skill to every business people, and it is related to whether
17、 disputes can be resolved, whether conflicts can be resolved, whether long-term business relationships can be established, whether both parties interests can be satisfied and so on. Generally, a successful negotiation needs to eliminate differences or misunderstandings between both parties, reach an
18、 agreement and achieve a win-win situation with a good relationship with each other.Because, negotiators from different countries have their different cultural characteristics and habits, so they will perform differently to negotiate with other party during the negotiation process and the other part
19、y will make judgments and respond according to their traditional values. But, cultural difference is not the only factor to determine the success of negotiation. And it is also based on economic interests. Its main purpose is to gain interests through negotiation, so economic interests are the major
20、 consideration of international business negotiations. If the interests of both sides are met, the negotiation will succeed. Contrarily, if the interests of one party are not satisfied, the negotiation will inevitably fail.Now people realize that the main reason for the failure of international busi
21、ness negotiation is the lack of understanding of the cultural background of both sides. Under the single cultural background, the negotiation process can be foreseen and predictable. However, international business negotiation is more challenging than single cultural negotiation. Additionally, in or
22、der to make business activities go smoothly, it is also necessary to understand the cultural background and differences of different countries and nationalities, and on this basis, negotiators should develop their strengths and avoid weaknesses, and formulate reasonable smart negotiation strategies,
23、 so as to be able to succeed in international business activities.2 The Main Cause of Difference in Business Etiquette in a Global Setting2.1 Differences in Communication Styles In high-context cultures (most eastern countries), people tend to use indirect, and implicit language to communicate, wher
24、eas in low-context cultures (most western countries), people often express their views directly and explicitly. In some Eastern countries, like Chinese people are living under a high context background, which is often implicit. At the same time, it highlights the meaning of understanding real meanin
25、g through their hearts and mind rather than the meaning of some simple words. On the contrary, the western culture is quite different. When communicating, westerner are more straightforward and convey clearly, and they dont like to talk in a roundabout way and they tend to cut the chase. As a result
26、, the negotiator from the high-context cultures tend to think the other side is too rude, too direct, impolite, while the another party may think that the the negotiator from the high-context cultures don not always directly shows his intention, and prefer to make the other side guess his idea. Addi
27、tionally,the negotiator from low-context cultures feel that Eastern people lack the sincerity and always like to keep a long silence during negotiation process, which make them feel is a waste of time. Therefore, when both parties want to talk to a greater extent, they are more likely to encounter m
28、any obstacles so that they cant understand each other better, which cause the failure of a negotiation or an unsatisfied outcome. 2.2 DifferencesinValuesEastern society stress the view of collectivism, in which collective interests are the most significant factor and also highlight the subordination
29、 of individual interest to the whole.Easterners often see selflessness and helpfulness as noble virtues. In China, people always like to show collective behavior. For example, in a collectivist culture, the authority and power will not be delegated from leader to subordinate. During the negotiations
30、 with the Chinese, many Europeans and Americans complain that Chinese often change people during the process of negotiations, because the people who are replaced have no right to make decisions.However, in western countries, individualism play an important role in their culture. The whole society hi
31、ghly advocates individualism and measures the value of life by individual success. When it comes to international business negotiations, western countries like to pursue egalitarianism, adhere to the principle of fairness and rationality, and they believe that both sides can make a deal, no matter w
32、hich side gain profits from the negotiation. Therefore, western negotiators tend to adopt a win-win strategy, which can considers and cares about both sides interest. While the Easterner is deeply influenced by the concept of hierarchy, so the seller will often tend to meet all the needs and desires
33、 of the buyer. Westerners have a strong sense of equality and independence and everyone respect themselves and does not allow others to violate their rights. Apart from this, personal interest always come to the first place, meaning that they prefer to take care of their own responsibility rather caring about other people and a
