商务英语谈判

李之松

目录

  • 1 Chapter One An Overview of International Business Negotiations
    • 1.1 Section 1 Outline of the book
    • 1.2 Section 2 Definition of international business negotiations
    • 1.3 Section 3 Theories for international business negotiations
    • 1.4 Section 4 Features of international business negotiations
    • 1.5 Section 5 Objectives of international business negotiations
    • 1.6 Section 6 Categories of international business negotiations
    • 1.7 Section 7 PRAM model for international business negotiations
    • 1.8 Section 8 Principles of international business negotiations
    • 1.9 Section 9 A case of international business negotiation:How Giving Face Can Brew Success*
  • 2 Chapter Two Process of International Business Negotiations
    • 2.1 Section 1 A framework for international business negotiations
    • 2.2 Section 2 Preparation for international business negotiations
    • 2.3 Section 3 Opening of international business negotiations
    • 2.4 Section 4 Formal information exchange of international business negotiations
    • 2.5 Section 5 Concession and agreement of international business negotiations
    • 2.6 Section 6 Agreement execution of international business negotiations
    • 2.7 Section 7 Simulation of international business negotiations
    • 2.8 Section 8 Case study: A successful international business negotiation
  • 3 Chapter Three Basic Links of International Business Negotiations
    • 3.1 Section 1 Introduction
    • 3.2 Section 2 Inquiries
    • 3.3 Section 3 Offers
    • 3.4 Section 4 Counter-offers
    • 3.5 Section 5 Acceptance
    • 3.6 Section 6 Conclusion of a contract
    • 3.7 Section 7 Case study: Shopping Tote Bag Negotiation
  • 4 Chapter Four Basic Qualities of International Business Negotiators
    • 4.1 Section 1 Requirements for qualified international business negotiators
    • 4.2 Section 2 Responsibilities of international business negotiators
    • 4.3 Section 3 Teamwork for the negotiating team
    • 4.4 Section 4 Simulation of international business negotiations
    • 4.5 Section 5 Case study: Chinese negotiation training on sales price
  • 5 Chapter Five Management of International Business Negotiations
    • 5.1 Section 1 Brief introduction of management
    • 5.2 Section 2 Management of negotiators in international business negotiations
    • 5.3 Section 3 Management of teamwork in international business negotiations
    • 5.4 Section 4 Management of agenda and communication forms
    • 5.5 Section 5 Management of time and place for business negotiations
    • 5.6 Section 6 Management of atmosphere for business negotiations
    • 5.7 Section 7 Management of risks in international business negotiations
    • 5.8 Section 8 Simulation of international business negotiations
    • 5.9 Section 9 Case study: The conclusion of the price of the chairs for airport
  • 6 Chapter Six Strategies and Skills of International Business Negotiations
    • 6.1 Section 1 An overview and comparison of negotiation strategies and skills
    • 6.2 Section 2 International business negotiation strategies
    • 6.3 Section 3 International business negotiation skills
  • 7 Chapter Seven Etiquette in International Business Negotiations
    • 7.1 Section 1 Brief introduction of importance of etiquette
    • 7.2 Section 2 Basic etiquette of people’s daily performances
    • 7.3 Section 3 Etiquette in formal international business negotiations
    • 7.4 Section 4 Etiquette in contract signing ceremony
    • 7.5 Section 5 Manners in attending international business negotiations
  • 8 Chapter Eight Intercultural Issues and Styles  of International Business Negotiations
    • 8.1 Section 1 Factors influencing international business negotiations
    • 8.2 Section 2 Foundation and role of culture in international business negotiations
    • 8.3 Section 3 Cultural differences in international business negotiations
    • 8.4 Section 4 Personal styles of international business negotiations
    • 8.5 Section 5 Team styles of international business negotiations
    • 8.6 Section 6 Cultural styles of international business negotiations
    • 8.7 Section 7 Simulation of international business negotiations
  • 9 Chapter Nine International Business Price Negotiations
    • 9.1 Section 1 The formation of price in international business negotiations
    • 9.2 Section 2 Features of international business price negotiations
    • 9.3 Section 3 Targets of international business price negotiations
    • 9.4 Section 4 The essentials of of international business price negotiations
    • 9.5 Section 5 Skills of international business price negotiations
    • 9.6 Section 6 Cases of international business price negotiations
  • 10 Chapter Ten International Business Contract Negotiations
    • 10.1 Section 1 The formation of a contract in international business negotiations
    • 10.2 Section 2 Features of international business contract negotiations
    • 10.3 Section 3 Targets of international business contract negotiations
    • 10.4 Section 4 Principles of international business contract negotiations
    • 10.5 Section 5 Strategies and skills in international business contract negotiations
    • 10.6 Section 6 Simulation of international business negotiations
  • 11 Chapter Eleven Language Skills and Non-business Communication
    • 11.1 Section 1 Features of language skills in international business negotiations
    • 11.2 Section 2 Language skills in international business negotiations
    • 11.3 Section 3 Importance of non-business communication in international business negotiations
    • 11.4 Section 4 Non-business communication in the phase of greeting negotiators
    • 11.5 Section 5 Non-business communication in the phase of formal negotiations
    • 11.6 Section 6 Non-business communication at other activities related to IBN
    • 11.7 Section 7 Non-business communication in the phase of seeing off negotiators
Section 2 Basic etiquette of people’s daily performances


Section 2 Basic etiquette of peoples daily performances

2.1 Seating etiquette

     In terms of seating etiquette, it’s agreed that there is a difference between Chinese etiquette and foreign etiquette; the difference exists between in-group members and out-group members.

    2.1.1 Meeting guests

 When you are meeting guests, it’s a necessity to take the seating arrangements into consideration. Usually there are two seating styles: side-by-side style and column-by-column style. 

2.2  Self-image etiquette

     2.2.1 Looks and appearance

     Just like any profession occasion, a simple clean and tidy hair style is preferred, with no dying or curling. Any over-fashioned or weird hair style is not a good choice. Keep your face clean, and wear light professional make-up for women and shave yourself regularly for men. An important issue about business negotiation is keep your mouth clean and fresh without strong smell.

     2.2.2 Dress code

     In business negotiation situation, it’s very important to dress professionally.

     For men, it’s suggested to wear three-piece suits, i.e. trousers, suit and waist coat. Usually dark-colored suits are better choice. Shirt and tie should be appropriately matched both in color and quality.

     For professional women, dress suit would be a good choice on any professional occasions. Cold-colored dress suits are always preferred. Wear incarnadine silky stockings and dark-colored middle-heel leather shoes. It’s nice to wear accessories like neckerchief and brooch if it’s proper for you. However, don’t wear too many jewelry.