《国际商务谈判（第二版）》课件Chapter 7.ppt

1、 Chapter 7International Business Negotiation EtiquetteChapter 07 International Business Negotiation EtiquettePoliteness is the flower of humanity.Joseph Joubert (7 May,1754 4 May,1824)French moralist and essayistContents Background Information2 Section A Text Study 4 Humor5 Situational Dialogue 7 Wo

2、rds and Expressions1Section B Text Study6 Lead-in3 Exercises8Section A Business Negotiation Etiquette Chapter 07 International Business Negotiation Etiquette backbackWords and Expressions1.etiquette:n.Etiquette is a set of customs and rules for polite behavior,especially among a particular class of

3、people or in a particular profession.(尤指特定阶层的)礼仪;(尤指特定行业的)规矩 How well do you know your chopstick etiquette?对于这些关于筷子的礼仪，你知道多少呢？2.delineate:n.If you delineate something such as an idea or situation,you describe it or define it,often in a lot of detail.描述 Biography must to some extent delineate charact

4、ers.在某种程度上，传记一定要描述人物。backbackWords and Expressions3.corruption:n.Corruption is dishonesty and illegal behavior by people in positions of authority or power.腐败 The president faces 54 charges of corruption and tax evasion.总统面临着54项腐败和逃税的指控。4.uncouth:adj.If you describe a person as uncouth,you mean that

5、 their behavior is vulgar,noisy,and unpleasant.(行为)粗鲁的;（语言、动作）笨拙的 To a Japanese,spilling anything is uncouth.对日本人来说,泼溅任何东西都是不文明的。backbackWords and Expressions5.implement:v.If you implement something such as a plan,you ensure that what has been planned is done.实施;执行 The government promised to impleme

6、nt a new system to control financial loan institutions.政府许诺要实施新的制度来控制金融贷款机构。6.fortitude:n.If you say that someone has shown fortitude,you admire them for being brave,calm,and uncomplaining when they have experienced something unpleasant or painful.刚毅 He suffered a long series of illnesses with treme

7、ndous dignity and fortitude.他在病魔的长久折磨下表现出了高度的尊严和刚毅。backbackWords and Expressions7.gusto:n.If you do something with gusto,you do it with energetic and enthusiastic enjoyment.热情 Hers was a minor part,but she played it with gusto.她的角色是个次要人物，但她仍带着热情去表演。8.valiantly:adv.in a brave and determined manner,th

8、ough it may lead to failure or defeat 顽强地 He suffered further heart attacks and strokes,all of which he fought valiantly.他又发作过几次心脏病并中过几次风，他与这一切都作了顽强的斗争。backbackWords and Expressions9.jest:vi.If you jest,you tell jokes or say amusing things.开玩笑 正式 He enjoyed drinking and jesting with his cronies.他喜欢与

9、他的死党饮酒说笑。10.trump:vt.If you trump what someone has said or done,you beat it by saying or doing something else that seems better.(因说或做得更好而)胜过 The Republicans tried to trump this with their slogan.共和党人试图用他们的口号来胜出。backbackWords and Expressions11.attire:n.Your attire is the clothes you are wearing.服装 Yo

10、ur interview attire should match the dress code of the company,or be one step up.你的面试服装应该符合公司的着装规范，或更上一层楼。12.manicure:v.If you manicure your hands or nails,you care for them by softening your skin and cutting and polishing your nails.护理手指甲 He was surprised to see how carefully she had manicured her

11、broad hands.看到她那么仔细地护理她那双大手他很惊讶。backbackWords and Expressions13.patronizing:adj.If someone is patronizing,they speak or behave toward you in a way that seems friendly,but that shows that they think they are superior to you.屈尊地表不满 The tone of the interview was unnecessarily patronizing.这场会面的语气屈尊得很没必要

12、。14.subdue:v.to subdue feelings means to make them less strong.克制(感情)He forced himself to subdue and overcome his fears.他强迫自己克制并战胜他的恐惧。backbackWords and Expressions15.expatriate:n.An expatriate is someone who is living in a country that is not their own.侨居者 At a time when labour costs are rising rap

13、idly in China,new social insurance levies on expatriate staff could further increase the cost of doing business in China.在中国劳动力成本快速上升之际，要求外籍员工缴纳社会保险费可能进一步推高在华经营的成本。backbackBackground Information 1.Communication etiquette The use of titles must be employed as a sign of respect and acknowledges the ve

14、rtical hierarchical structure of Chinese society.There is a strict communication etiquette that needs to be correctly observed.The Chinese are traditionalists and many of their ancient rituals are still practiced today.A global negotiator from the west,who understands this adherence to ancient rites

15、 and practices,will find it easier to negotiate.backbackBackground Information 2.Dress etiquette (1)Dress etiquette in China Business attire is conservative and unpretentious.Men should wear dark colored,conservative business suits.Women should wear conservative business suits or dresses with a high

16、 neckline.Women should wear flat shoes or shoes with very low heels.Bright colors should be avoided.backbackBackground Information 2.Dress etiquette (2)Dress etiquette in Japan Business attire is conservative.Men should wear dark-colored,conservative business suits.Women should dress conservatively.

17、backbackBackground Information2.Dress etiquette (3)Dress etiquette in Saudi Arabia Most Saudis wear long white robes.You would be expected to wear a suit.Dress well if you want to make a good impression.Business women should make certain that their collarbones and knees are covered and that their cl

18、othes are not form-fitting.backbackBackground Information 2.Dress etiquette (4)Dress etiquette in USA and CanadaWhat is considered appropriate business attire varies by geographic region,day of the week and industry.In general,people in the East dress more formally,while people in the West are known

19、 for being a bit more casual.Executives usually dress formally regardless of which part of the country they are in.Casual Friday is common in many companies.High technology companies often wear casual clothes every day.For an initial meeting,dressing conservatively is always in good taste.Women can

20、wear business suits,dresses or pantsuits.Men should wear a business suit unless you know the firm to be quite casual.backbackBackground Information 2.Dress etiquette (5)Dress etiquette in Brazil Brazilians pride themselves on dressing well.Men should wear conservative,dark colored business suits.Thr

21、ee-piece suits typically indicate that someone is an executive.Women should wear suits or dresses that are elegant and feminine with good quality accessories.Manicures are expected.backbackBackground Information 2.Dress etiquette (6)Dress etiquette in Australia Business dress is conservative in Melb

22、ourne and Sydney.Men should wear a dark colored,conservative business suit.Women should wear a smart dress or a business suit.In Brisbane or other tropical areas,depending on the job function and company culture,men may wear shirts,ties and Bermuda shorts.backbackBackground Information 2.Dress etiqu

23、ette (7)Dress Etiquette in South Africa Business attire is becoming more informal in many companies.However,for the first meeting,it is best to dress more conservatively.Men should wear dark colored conservative business suits.Women should wear elegant business suits or dresses.backbackBackground In

24、formation 3.Meeting etiquette (1)Meeting etiquette in ChinaGreetings are formal and the oldest person is always greeted first.Handshakes are the most common form of greeting with foreigners.Many Chinese will look towards the ground when greeting someone.Address the person by an honorific title and t

25、heir surname.If they want to move to a first-name basis,they will advise you which name to use.The Chinese have a terrific sense of humor.They can laugh at themselves most readily if they have a comfortable relationship with the other person.Be ready to laugh at yourself given the proper circumstanc

26、es.backbackBackground Information 3.Meeting etiquette (2)Meeting etiquette in UKThe handshake is the common form of greeting.The British might seem a little stiff and formal at first.Avoid prolonged eye contact as it makes people feel uncomfortable.There is still some protocol to follow when introdu

27、cing people in a business or more formal social situation.This is often a class distinction,with the upper class holding on to the long-standing traditions:Introduce a younger person to an older person.Introduce a person of lower status to a person of higher status.When two people are of similar age

28、 and rank,introduce the one you know better to the other person.backbackBackground Information 3.Meeting etiquette (3)Meeting etiquette in USA Greetings are casual.A handshake,a smile,and a“hello”are all that is needed.Smile!Use first names,and be sure to introduce everyone to each other.backbackBac

29、kground Information 3.Meeting etiquette (4)Meeting etiquette in CanadaThe most common greeting is the handshake.It should be firm and accompanied by direct eye contact and a sincere smile.Wait until invited before using someones first name although Canadians tend to move to a first-name basis rapidl

30、y.French Canadian friends may greet each other by lightly kissing on the cheeks(once on the left cheek and once on the right).If using French in Quebec always use the formal pronoun“vous”(you)when speaking to someone and do not switch to the informal“tu”unless invited to do so.backbackBackground Inf

31、ormation 3.Meeting etiquette (5)Meeting etiquette in JapanGreetings in Japan are very formal and ritualized.It is important to show the correct amount of respect and deference to someone based upon their status relative to your own.If at all possible,wait to be introduced.It can be seen as impolite

32、to introduce yourself,even in a large gathering.While foreigners are expected to shake hands,the traditional form of greeting is the bow.How far you bow depends upon your relationship to the other person as well as the situation.The deeper you bow,the more respect you show.A foreign visitor(“gaijin”

33、)may bow the head slightly,since no one expects foreigners to generally understand the subtle nuances of bowing.backbackBackground Information 3.Meeting etiquette (6)Meeting etiquette in AustraliaAustralians are not very formal so greetings are casual and relaxed.A handshake and smile suffices.While

34、 an Australian may say,“Gday”or“Gday,mate”,this may sound patronizing from a foreigner.Visitors should simply say,“Hello”or“Hello,how are you?”Aussies prefer to use first names,even at the initial meeting backbackBackground Information 3.Meeting etiquette (7)Meeting etiquette in Brazil Men shake han

35、ds when greeting one another,while maintaining steady eye contact.Women generally kiss each other,starting with the left and alternating cheeks.Hugging and backslapping are common greetings among Brazilian friends.If a woman wishes to shake hands with a man,she should extend her hand first.backbackB

36、ackground Information 3.Meeting etiquette (8)Meeting etiquette in Saudi Arabia Men shake hands.Good friends may greet each other with a handshake and a kiss on each cheek.Women generally hug and kiss close friends.Men and women would not greet each other in public from outside the family.When Saudis

37、 greet each other they take their time and converse about general things.backbackBackground Information 3.Meeting etiquette (9)Meeting etiquette in South AfricaThere are several greeting styles in South Africa depending upon the ethnic heritage of the person you are meeting.When dealing with foreign

38、ers,most South Africans shake hands while maintaining eye contact and smiling.Some women do not shake hands and merely nod their head,so it is best to wait for a woman to extend her hand.Men may kiss a woman they know well on the cheek in place of a handshake.Greetings are leisurely and include time

39、 for social discussion and exchanging pleasantries.backbackBackground Information 4.Business cards etiquette (1)Business cards etiquette in ChinaBusiness cards are exchanged after the initial introduction.Have one side of your business card translated into Chinese using simplified Chinese characters

40、 that are printed in gold ink since gold is an auspicious color.Your business card should include your title.If your company is the oldest or largest in your country,that fact should be on your card as well.Hold the card in both hands when offering it,Chinese side facing the recipient.Examine a busi

41、ness card before putting it on the table next to you or in a business card case.Never write on someones card unless so directed.backbackBackground Information 4.Business cards etiquette (2)Business cards etiquette in JapanBusiness cards are exchanged constantly and with great ceremony.Invest in qual

42、ity cards.Always keep your business cards in pristine condition.Treat the business card you receive as you would the person.You may be given a business card that is only in Japanese.It is wise to have one side of your business card translated into Japanese.Give your business card with the Japanese s

43、ide facing the recipient.backbackBackground Information 4.Business cards etiquette (2)Business cards etiquette in JapanMake sure your business card includes your title,so your Japanese colleagues know your status within your organization.Business cards are given and received with two hands and a sli

44、ght bow.Examine any business card you receive very carefully.During a meeting,place the business cards on the table in front of you in the order people are seated.When the meeting is over,put the business cards in a business card case or a portfolio.backbackBackground Information 4.Business cards et

45、iquette (3)Business cards etiquette in Australia Business cards are exchanged at the initial introduction without formal ritual.If you are not given a business card,it is not an insult;the person simply may not have one.backbackBackground Information 4.Business cards etiquette (4)Business cards etiq

46、uette in Brazil Business cards are exchanged during introductions with everyone at a meeting.It is advisable,although not required,to have the other side of your business card translated into Portuguese.Present your business card with the Portuguese side facing the recipient.backbackBackground Infor

47、mation 4.Business cards etiquette (5)Business cards etiquette in Saudi Arabia Business cards are given to everyone you meet,although it may be an idea to be selective if you have few in your possession.Have one side of your card translated into Arabic.Be sure to check the translation carefully as th

48、ere is often confusion with the order of western names.backbackBackground Information 5.Business dining etiquette (1)Business dining etiquette in China The Chinese prefer to entertain in public places rather than in their homes,especially when entertaining foreigners.If you are invited to their hous

49、e,consider it a great honor.If you must turn down such an honor,it is considered polite to explain the conflict in your schedule so that your actions are not taken as a slight.Arrive on time.Remove your shoes before entering the house.Bring a small gift to the hostess.backbackBackground Information

50、5.Business dining etiquette (1)Business dining etiquette in ChinaEat well to demonstrate that you are enjoying the food!Table manners:Learn to use chopsticks.Wait to be told where to sit.The guest of honor will be given a seat facing the door.The host begins eating first.You should try everything th