商務禮儀在商務談判中的應用分析

-1-ChapterOneIntroductionEtiquetteusuallyreferstothecompleteactofself-disciplineandrespectforothers,expressedinacertainconventionalprocedureandmannerthroughoutinterpersonalcommunication.Similarly,businessnegotiationetiquetteisapracticeandformthatbusinessnegotiatorsmustadheretoduringthenegotiationprocess,usedtomaintaintheimageofanindividualorganizationandshowrespectandfriendlinesstonegotiatingopponents.Inpeople’slong-termsharedlifeandinteraction,somecommonlyrecognizedandfollowedbehavioralnormshavegraduallyformed,andarefixedinwayssuchascustoms,habits,andtraditions.Whetherindailylifeorinbusinessactivitiesofenterprises,peopledemandproperspeechandbehaviorasbehavioralnorms.Masteringcertainbusinessetiquettecanreduceobstaclesforenterprisesinbusinessnegotiations,promotecommunicationandexchangebetweenindividualsandenterprises,maintainagoodcorporateimage,andpromotelong-termdevelopmentinbusinesscompetition.Especiallyinthecontextofincreasinglyfrequentbusinessinteractionsandactivitiesbetweenenterprises,theroleofbusinessetiquetteisbecomingincreasinglyimportant.Properbusinessetiquettecannotonlyestablishagoodimageforindividualsandenterprises,butalsoshowrespectforeachother.Thisisofgreatsignificanceforpromotingthesmoothdevelopmentofbusinessactivities.Therefore,masteringbusinessetiquetteshouldbeabasicskillthatbusinessprofessionalsshouldpossess.Althoughnegotiationemphasizesrationality,interests,skills,andstrategies,thisdoesnotmeanthatitabsolutelyexcludestheroleofhumanthoughtsandemotionsinit.Inanynegotiation,businessetiquettehasalwaysbeenhighlyvalued.Thefundamentalreasonisthattreatingotherswithcourtesyinnegotiationsnotonlyreflectsone’sownupbringingandqualities,butalsohasacertaindegreeofimpactonthethoughtsandemotionsofthenegotiatingparty.Inagoodactivityatmosphere,bothpartieswillfeelhappy,whichisextremelybeneficialfordeepercommunicationandcooperation.Inbusinessactivities,bothpartiesofthecooperationabidebytherulesofbusinessetiquetteonthebasisofmutualrespect,sothatbothpartiescanfeelsincerity.Iftheactivityiscarriedoutinarelativelyrelaxedandharmoniousatmosphere,itcangreatlyshortenthedistancebetweenthetwopartiesofthecooperation,promotethenormaloperationofthetransactionactivityinabeautifulatmosphere,andinevitablyincreasethesuccessrateofthecooperationbetweenbothparties.ChapterTwoIntroductiontoBusinessEtiquetteThemaincontentofthispartisthedefinitionofbusinessetiquetteandthreebasicprinciples,gainingadeeperunderstandingofthecrucialroleofbusinessetiquetteasaruleandprincipleinthefieldofbusiness.Indifferentfieldsandstagesofbusinessactivities,businessetiquettehasdifferentrequirementsandconnotations,thefocusofwhichisalsodifferent.2.1DefinitionofBusinessEtiquetteAsabasicprinciplethatmustbefollowedinmodernbusinessactivities,businessetiquetteplaysakeyroleinthesuccessofbusinessactivities,especiallyinbusinessEnglishnegotiations.Theso-calledbusinessetiquettereferstothecodeofconductthatmustbefollowedinordertopromotethesuccessofbusinessactivitiesinvariousmodernbusinessactivities.Therefore,businessetiquetteisaseriesofbehaviorrulesformedinthebusinessfieldanduniquetobusinessactivities.Thecoreroleofbusinessetiquetteistoreflecttheattitudeofmutualrespectamongbusinessworkers,andthenachievethepurposeofbusinessactivities.Thecoreroleofbusinessetiquetterevolvesaroundthedistinctiveetiquettenormsandbehaviorsthatarereflectedinvariousaspectsofbusinessactivities.Businessetiquetteincludesmanycontents,mainlyincludinghowtowarmlyreceivecustomersinbusinessactivities,howtoexpressopinionsandcreateagoodnegotiationatmosphereinbusinessnegotiations,andhowtoholdbusinessactivitiesandproperlyhandleemergenciesinbusinessactivities.2.2BasicPrinciplesofBusinessEtiquetteEtiquetteisnotonlyarequirementofsociallife,butalsoareflectionofthelevelofcivilizationofapersonorevenanation.Etiquettemakespeople’slivesmoreorderlyandtheirinterpersonalrelationshipsmoreharmonious,whichisoneoftheindispensableandimportantfactorsinhumanlife.Whenetiquettetransitionsintobusinessculture,threefundamentalprinciplesemerge.Understandingtheseprinciplesenablesnegotiatorstoleaveagoodimpressionontheotherpartyatthebeginningofthenegotiation,whichisthesayingthatagoodbeginningishalfthebattle.2.2.1AcceptionThefirstprincipleistoaccepttheotherparty.Negotiatorsshouldnotonlyseethingsbutforgetpeopleinbusinessinteractions.Theyshouldemphasizetheimportanceofpeopleandpayattentiontothehandlingofinterpersonalrelationships,otherwiseitwillaffecttheeffectivenessofbusinessinteractions.Belenienttoothers;don’tbehardontheotherside;don’tmaketheothersideugly;theguestisalwaysright.Forexample,thereare“threeprohibitions”inconversation:don’tinterruptothers;don’teasilysupplementeachother;don’tcorrecteachotheratwill,becausesometimesthereismorethanoneanswer.Generallyspeaking,ifnotinprinciple,trytoaccepttheotherparty.2.2.2AttentionThesecondprincipleistoattachimportancetoeachother.Businesspersonnelshouldlearntousesomedetailstomakeothersfeelrespectedandappreciated.Atthesametime,negotiatorsshouldalsoseethestrengthsoftheotherparty,andshouldnotfocussolelyontheirweaknesses,letalonepubliclycorrectthem.Payattentiontoeachother’sskills:First,begoodatusinghonorifictitlesininterpersonalcommunication,includingadministrativetitles,technicaltitles,andotherhonorifictitles.Second,remembertheotherparty.Forexample,whenanegotiatorreceivesabusinesscardandcannotrememberit,evenifhenodspolitely,hemustnotcallthewrongname.2.2.3AdmirationThethirdprincipleistopraiseeachother.Praiseisatechnicaljob.Atthenegotiationtable,ifthenegotiatordoesn’tspeaktothepoint,it’sjustplaintalk.Iftheysaytoomuch,theotherpartywillfeelmocked.Akindofpraiseandaffirmationthatshouldbegiventotheobjectofcommunication.Peoplewhoknowhowtoappreciateothersareactuallyappreciatingthemselves.Therearealsotechniquesforpraisingothers:firstly,seekingtruthfromfactsandpraisingothers.Donotexaggerateothers’strengthstoomuch.Thesecondistoadapttotheotherpersonandpraisetheirideas,evensmalladvantagesareworthdiscoveringandpraising.ChapterThreeTheApplicationofBusinessEtiquetteinBusinessNegotiationTheaccuratepositioningoftherelationshipbetweenthenegotiatorandtheothernegotiatingpartyisthefundamentallinkinthenegotiationprocess.Innegotiationactivities,themostdirectinfluencingfactorontherelationshipbetweenbothpartiesisthecomprehensiveperformanceofbusinessnegotiators.Theprimaryreferenceconditionforthefurtherdevelopmentoftherelationshipbetweenthenegotiatingpartiesisthebehaviorofthenegotiators.Therefore,thestandardizedbehaviorexhibitedbynegotiatorsunderreasonablebusinessetiquetteconstraintsplaysanimportantroleinestablishingtherelationshipbetweenthetwopartiesinbusinessnegotiations,andtheestablishmentoftherelationshipbetweenthetwopartiesisaneffectiveprerequisiteforthesmoothprogressofnegotiations.Inthisregard,businessnegotiatorsarerequiredtohaveaprofoundandaccurateunderstandingandlearningofthereasonableuseofbusinessetiquetteintheprocessofbusinessnegotiations.3.1EtiquettebeforeBusinessNegotiationPreparationsbeforethebusinessnegotiationarecrucialtothesuccessofthenegotiation.Themorefullyprepared,thegreaterthepossibilityofsuccess.Thepreparedpartycanseizetheopportunitytopreemptthenegotiationonthebasicshelfandtaketheinitiativeinthenegotiation.3.1.1ReasonableSelectionofNegotiatorsThebusinessnegotiationteamgenerallyconsistsofthemainnegotiator,negotiationassistant,negotiationexpertandothernegotiators.Negotiatorsshouldbesimpleandgenerousindress,reasonablematchingofshoesandsocks,appropriateaccessoriesandcosmetics,andtidyface,hairandfingers.Inaddition,beforetheformalnegotiationbegins,thenegotiatorsshouldfullyunderstandthenegotiationcontent,graspthekeypointsofknowledgeclearly.Toachievethisgoal,negotiatorsusuallyprefertoconductsimulatedonesbeforetheformalnegotiations,sothattheyarenotafraidornervousduringtheformalnegotiationstage,andthereisnobreachofetiquetteduringthenegotiationprocess.Thequalityandappearanceofthenegotiatorscanalwaysconveyakindofinformation,whichistransmittedtothenegotiationobjecttogetherwiththeessenceofthenegotiation,influencingandinfectingeachother.Themeetingwillgivetheotherpartyagoodimpressionandlayagoodfoundationforthesmoothnegotiation.Mr.Wangisthegeneralmanagerofalargedomesticforeigntradecompany.Heandhissecretary,MissHan,wenttoIrantoparticipateinthefinalbusinessnegotiationfortheexportofabatchofmechanicalequipment.Asthehost,theIraniancompanyspeciallyheldawelcomepartyontheafternoonofMr.Wang’sarrivalinIran.Attheparty,MissHan,thesecretary,hopedtoshowcasetheshrewdness,competence,beauty,andgenerosityofChinesewomentoeveryoneinhersimpleandrefinedattire.Sheworeawhitesleevelesstighttopandablueshortskirt,andwalkedintothemeetingroomamidsttheslightlyeeriegazeofeveryone.Toshowrespect,theIranianhosthandeddrinkstoeveryChineseguest.WhenMissHan,whowasaccustomedtousingherlefthand,naturallyextendedherlefthandtoreceivethedrinks,thehostimmediatelychangedherexpressionandimpolitelyplacedthedrinksonthediningtable.Thisdirectlyresultedinthehost,whohadalwaysbeenverycooperative,nothavinganysubstantivetalkswiththemintheupcomingtalks.Lateron,itwasdiscoveredthatIraniansdressconservatively,especiallywomenwhousuallywrapthemselvestightlywithalargeblackclothandonlyshowtheireyesoutside.Evenforeignwomenarenotallowedtowearclothingthatistoorevealing.MissHan’ssleevelesstighttopandshortskirtareunacceptabletoIranians.InIran,thelefthandisconsideredanuncleanhandandisgenerallyusedforpersonalhygiene.Handingobjectsorsalutingwiththelefthandisrecognizedasadeliberateactofinsultingothers.Inthisnegotiation,Mr.Wangfailedtoreasonablyselectbusinesspersonnelwhounderstandthecultureofothercountries,resultinginthecooperationnotbeingabletocontinue.3.1.2ReasonableSelectionofNegotiationTimeThetimeofbusinessnegotiationcannotbedecidedbyonepartyalone.Itneedstobedecidedbybothpartiesthroughnegotiation.Trytochooseanegotiationtimethatisbeneficialtobothparties.Otherwise,itwillbeconsideredimpolite.Avoidnegotiationsbetweenthetwopartieswhentheirphysicalandmentalstateisatalowebbaftercontinuouswork,whichisnotconducivetonegotiationsbetweennegotiatorsofbothpartiesaftercontinuousintensework.Punctualityisimportantforbothbusinessappointmentsandsocialevents.Arrivinglateformeetingsandappointmentssignifiesacarelessattitudetowardbusiness.Afterbothpartieshavedeterminedthenegotiationtime,theyneedtoattendtheappointmentontime.Punctualityisconsideredapositiveattributethatconveysthenonverbalmessageofbeingrespectfulofotherpersons.Unreasonablemissedappointments,procrastination,andbeinglatecanallleadtovaryingdegreesofnegativeeffectsinbusinessnegotiations.Tardinessisinterpretedasrudeness,alackofconsiderationforothers,oralackofinterestinthejobormeeting.Beinglatealsosendsthenonverbalmessagethatyouarenotwellorganized.3.1.3ReasonableSelectionofNegotiationPlaceThechoiceofthenegotiationplacemustbeagreedbytheotherparty.Itisbestfornegotiatorstochooseafamiliarlocation,asafamiliarenvironmenthelpstogaintheinitiativeinnegotiations.Ifhecannotwin,hecanalsochooseavenuefamiliartobothpartiesinthenegotiation,whichisfairtobothparties.Ifmultiplenegotiationsaretobeconducted,theycanberotatedinordertoshowfairness,andcanalsoeasethetensenegotiationatmospheretoachievethebestnegotiationeffect.Thechoiceofnegotiationplacecannotonlyreflectthepropernegotiationetiquette,butalsoreflectthegoodetiquetteimageoftheenterprise.3.1.4ReasonableCollectionofNegotiationDataBeforethenegotiationactivities,negotiatorsneedtoactivelycollectinformationrelatedtothenegotiation.Thepurposeofconductingalotofresearchandpreparingsufficientinformationbeforethenegotiationistoevaluatethestrengthoftheotherpartybeforethenegotiation,determineitsculturalbackgroundaccordingtothenegotiatorsoftheotherparty,andwintheinitiativeofthenegotiationintoitsownhandswithsufficientknowledgeoftheotherparty’sinformation.AThaigovernmentagencysubmittedabidtoanAmericanengineeringcompanyforahugeconstructionprojectinThailand.ThaipeoplesentadelegationtotheUnitedStatestopersonallynegotiatewithvariouscompanies.Duringthenegotiation,thenegotiatorsoftheAmericanengineeringcompanymademistakesintheirhurryanddidnotcarefullyreviewthenegotiationmaterials.Whattheygotonthenegotiationtablewasanunmodifiedplan.ThissuddenaccidentdirectlymadetheThaidelegationfeelthattheAmericancompanydidnotattachimportancetothisbiddingwork.So,beforetheUScouldchangethecorrectplan,theThaidelegationleftthevenue.Therefore,thisbusinessnegotiationwasdirectlydeclaredafailureofcooperationduetoerrorsinthenegotiationmaterials.3.2EtiquetteduringBusinessNegotiationThebusinessetiquetteatthisstageisthemostimportantandsubstantivestageintheoverallnegotiationprocess.Frommeetingtoarrangingseats,itplaysaveryimportantroleinfacilitatingbusinessnegotiations.Duringthenegotiationprocess,thepreparedquestionsshouldberaisedwhentheatmosphereisharmonious,andtheattitudeshouldbeopenandfrank.Inadditiontothenegotiation,thenegotiatorshouldalsobeagoodhostandarrangetheotherparty’sclothing,food,housing,andtransportation,whicharecrucialforthesuccessofthenegotiation.3.2.1MeetingEtiquetteinBusinessNegotiationFirstly,negotiatorsshouldpayattentiontotheintroductionatthebeginningofthemeeting.Inmoreformalnegotiationsituations,theintroducershouldintroducetheparticipantsonebyoneinorderofstatus.Ifthestatusisequal,theolderpersonshouldbeintroducedfirst.Thepersonintroducedshouldstandupandsmile,payingattentiontousingpolitelanguage.Ifbothpartieshavebusinesscards,theycansubmittheminatimelymanner.Furthermore,bothpartiesshouldalsopayattentiontotheetiquetteofposturewhenmeeting.Duringnegotiations,negotiatorsshouldkeepaneyeontheotherpartyandtreatthemwithaseriousandsincereattitude.Atthesametime,negotiatorsshouldmakenaturalgesturesandavoidcrossingtheirarmsinfrontoftheirchesttoavoidgivingpeopleafeelingoffrivolityandarrogance.3.2.2SeatingEtiquetteinBusinessNegotiationBusinessnegotiationcanbedividedintobilateralnegotiationandmultilateralnegotiationaccordingtothenumberofgroupsparticipatinginthenegotiation.Bilateralnegotiationsaregenerallyconductedatarectangulartable.Usually,thehostandtheguestoccupyonesideandsitfacetoface.Therectangularnegotiationtablegenerallyfacesthedoorhorizontally,theguestssitoppositethedoor,andthehostsitsbehindthedoor.Thepersoninchargeofbothsidesshouldsitinthemiddle,andtherestofthestaffshouldsitontheleftandrightsideaccordingtotheirposition,inprinciple,therightsideshouldberespected.Inmultilaterallightjudgment,therostrumisoftenused,thatis,arostrumissetupinthenegotiationroomtowardsthemaindoor,andallotherpartiesareseatedwiththeirbackstothemaindoorandfacingtherostrum.Representativesofallpartiestookturnstospeakonthestage.Inaddition,aftertheseatsarearranged,itisbettertoputtheseatplatesandarrangethehostessestoguidetheseatstoavoidtakingthewrongseats.Mr.Zhaoworkedinthepublicrelationsdepartmentofacertainhotel,andafterseveralyearsofhardwork,hewasappointedasthesectionchiefofthehotel.Oneday,thehotelmanagerwantedtoreceiveanentrepreneurwhowasinvestinginahotel,butduetounforeseencircumstances,heentrustedthereceptionworktoMr.Zhao.Hecarefullyprepared,butheaccidentallymistooktheguest’sseat.Duetobeingverybusy,thereceptionistsdidnotnotice,butitwasalreadylatewhentheydiscoveredit.Asaresult,theinvestmentprojectendedinfailure.Insuchastrictbusinessreception,seatetiquetteisaverystrictissue,andmakingamistakeintheguest’sseatisdisrespectfultotheguest.3.2.3LanguageEtiquetteinBusinessNegotiationFirstly,negotiatorsshouldbegoodatexpressingthemselves.Negotiatorsshouldusesomeeuphemisticwordsandnegotiatecloselyaroundthenegotiationtopic.Whenencounteringobstaclesinnegotiations,negotiatorsshouldbeabletoflexiblyadoptvariousappropriateemergencymeasurestoovercomedifficulties.Ifthenegotiatingpartnerrequestsanimmediateresponsetoacertainquestion,thenegotiatorcanfirstcheckthetime,thenusetheexcuseofansweringthephonetoasktheotherpartytowaitandapologize.Thiscanbuy1-3minutesofconsiderationtime.Secondly,usebodylanguageappropriately.Ifagreeingwiththeotherparty’sproposal,thenegotiatorcansmileandnod.Ifthenegotiatordoesnotunderstandtheotherparty’smeaningatonce,theycanmakeaconfusedexpression.Finally,negotiatorsshouldadheretotheprincipleoflisteningmoreandspeakingless.Goodlisteningisthemagicweaponofinterpersonalcommunication.Listeningcanshowrespectfortheotherparty,andasaresult,gainawealthofvaluableinformationfromtheotherparty,strivetounderstandtheirintentionspromptly,andultimatelyfindasolution.3.2.4Off-siteEtiquetteinBusinessNegotiationBusinessnegotiationisnotlimitedtoroundtables.Themoredifficultthenegotiationis,themoreattentionshouldbepaidtoprivatecommunication.Thiscannotonlymakeupforthelackoftheconferencetable,butalsoaffectthesuccessorfailureofthenegotiation.Forexample,Whennegotiationsaredifficult,accordingtothecorrespondingetiquettestandards,negotiatorscanarrangesomeentertainmentactivities,suchascocktailparties,dances,andvisits,whichareopportunitiestofullyshowcasethecompany’simage.Ifthenegotiatorcanwintheotherparty’sfavor,itwillcontributetothesuccessofthenegotiation.3.3EtiquetteafterBusinessNegotiationAfterthepreparationintheearlyandmiddlestagesofthenegotiation,businesspersonnelhaveenteredthemostimportantstageofthewholenegotiationactivity,whichisthesigningofthecontractbybothparties,indicatingthesuccessfulcompletionofthisbusinessnegotiation.Therefore,thesigningetiquetteinthelaterstageofthebusinessnegotiationisalsoveryimportant.Inaddition,afterthecontractissigned,thenegotiatingpartiesusuallyexchangegiftstoexpressfriendlyrelationsandfacilitatelong-termcooperation.3.3.1SigningEtiquetteThesigninginterestisthemostimportantachievementofsuccessfulbusinessnegotiation.Priortothesigningceremony,bothnegotiatingpartiesshouldcooperatetopreparethetext,includingfinalization,translation,proofreading,binding,stamping,anddiscussingnegotiationproceduresandotherrelevantdetails.Allstaffparticipatinginthenegotiationarerequiredtoattendthesigningceremony,andthenegotiatingdelegationsfrombothpartiesentertheconferenceroomtogetherandshakehands.Withthecooperationofthesigningassistant,thetworepresentativesstoodupatthesametime,exchangedtext,shookhandswitheachother,andcongratulatedonthesuccessofthecooperation.Otherattendeesexpressedtheirjoyandcelebrationamidstenthusiasticapplause.Aftersigning,negotiatorsfrombothpartiesusuallyhaveaglassofchampagneonsiteandraisetheirglassestogetherwithothers.Thisisaninternationalconventioncelebratingtheendofthesigningceremony.Finally,takeagroupphotointhesigningroom.Afterthegroupphoto,thetopleadersandguestsofbothsidesshouldbeallowedtoleavefirst.3.3.2Gift-sendingEtiquetteThefinalstepinbusinessnegotiationsistheetiquetteofgivinggifts.Thisetiquetteisquiteimportantandexquisite.Thepurposeofgift-sendingisnotonlytocelebratethesuccessofthisnegotiation,butalsotoachievelong-termfriendshipandcontinuecommunication.Thereasonwhyitiscalledexquisiteisbecauseonlyceremonialgiftbehaviorcanachievetheabovegoals.Forexample,ininternationalbusinessdealingsandforeigntrade,thefocusofforeignersgivinggiftsisnotonthevalueofthegift,butontheattitudeofthegiver.Therefore,whengivinggiftstointernationalfriends,businesspersonnelshouldavoidgivingexpensiveitemsandtrytochoosegiftsthathavenationalcharacteristicsandmeettheauspiciousmeaningoftheothercountry.JustasChinesepeopledonotlikereceivinggiftssuchas“clocksandwatches”,therearealsomanytaboosaboutgiftsabroad.Forexample,businesspersonnelshouldnotgivegiftsrelatedtothenumber“13”toEuropeans.Japanesepeoplehaveatabooagainstthenumber“9”anddislikethingswiththepatternof“foxandbadger”.Inshort,negotiatorsmustgettoknowtheethniccultureofthenegotiatingcountryinadvancetoavoidunnecessarymisunderstandings.Adomestictradinglimitedcompany,whencooperatingwithanItaliancompany,orderedsomepuresilkhandkerchiefsmadebyawell-knownmanufacturerinHangzhouasgiftstoshowsincerity.Eachhandkerchiefwasembroideredwithfloralpatternsandpackagedinaspeciallycraftedexquisitepaperbox.Asthenegotiationdrewtoaclose,theChinesesidepresentedthepreparedgiftstotheotherpartyonebyone,andtheotherpartyshowedanunhappylook.Someevenslammedthedoorangrily.Intheend,thebusinessnegotiationbrokeupunhappily.Afterwards,itwaslearnedthatthereisacustominItalywherefamilyandfriendsgatherforaperiodoftimetobidfarewellbeforegivinghandkerchiefs,whichmeanswipingawaythetearsoffarewell.TheItaliandelegationreceivedthegifttheyshouldhavereceivedduringtheirdeparturejustafewdaysafterarrivinginChina,sotheywereveryunhappy.Thebusinesspersonwhoangrilyslammedthedoorandleftwasveryangrybecausethehandkerchiefhereceivedwasembroideredwithchrysanthemums.AlthoughchrysanthemumsrepresentelegantflowersinChina,theyareusedtocommemoratethedeadinItaly,sohewasveryangry.ChapterFourInfluenceofBusinessEtiquetteonBusinessPersonnelandEnterprisesToreasonablyusebusinessetiquetteinbusinessnegotiations,understandingitsimportanceisthemostbasiclink.Thebasictraining,knowledgeandunderstandingofbusinesspersonnelareonlythepremiseforthesmoothnegotiation.Astheimagerepresentativeoftheenterprise,businessnegotiatorsmuststandardizetheirbehavioratanytimeandplace,andpayattentiontotheirbehavioratalltimes.Intheprocessofbusinessnegotiations,negotiatorsshouldmakereasonableuseofbusinessetiquette.Nomatterhowthenegotiationisconducted,theyshouldmaketheotherpartyspeakmore.Whileviewingtheissuefromtheotherparty’sperspective,theyshouldmaketheotherpartyfeelrespectedandmeettheirreasonablerequirementstothegreatestextentpossible,therebymakingthenegotiationmoreconvincinganddeliveringmoretrusttotheotherparty.Inbusinessnegotiationactivities,businessnegotiatorswillmeetindustryleadersfromallovertheworld.Therefore,onthepremiseofgainingthebasictrustoftheotherparty,businessnegotiatorsshouldrespecttheotherparty’snegotiators,facedifferentnegotiatorsinthenegotiationprocesswith“differentiated”businessetiquette,andlettheotherpartytaketheinitiativetoconductbusinessnegotiationactivitiesafterfeelingrespect.4.1InfluenceofBusinessEtiquetteonBusinessPersonnelBusinessetiquettehasaprofoundandimportantimpactonindividuals.Itcannotonlyrestrictpersonalculturalandmoralbeliefs,butalsoimprovepersonalconfidenceandquality,thusimprovinginterpersonalskillsandsocialbehavior.Ifusedproperlyinbusinessetiquette,itwillnotonlymakethembetterinbusinessactivities,butalsomakethemmorerespectedandvaluedinsocialinteraction.4.1.1HelpingtoEstablishPersonalImageFollowingthebasicbusinessetiquetteinbusinessnegotiationisconducivetoestablishingagoodpersonalimage.Inmostbusinessoccasions,businesspersonneltendtopaymoreattentiontotheirpersonalimageanddressappropriatelythanusual.Forexample,menshouldwearblackandgraysuitsandtie.Womenshouldchoosedarkandconservativedressesorprofessionalclothes.Thisprofessionaldressoftencreatesagoodpersonalimageandenablespartnerstoquicklycapturethepositivecharacteristicsofnegotiatorssuchasstabilityandreliabilityinashorttime.Thenegotiatorswhodresscasuallyandslovenlywillleaveabadimpressiononthepartners,whichwillaffectthecommunicationatthenegotiationtable.Dressetiquetteisthebasiccontentofbusinessetiquette.Choosingappropriatedressisnotonlyameansofpersonalimageshaping,butalsoamanifestationofthedeterminationofcooperationbetweendifferententerprises.Themoreimportanttheoccasionis,themorecautiousandsolemnthenegotiator’sdresschoiceshouldbe.Thecarefullyselectedclothingcannotonlyexpressper