1、1The two goals of negotiations:a.Creating strong dealsb.Building good relationshipEtiquette plays an important role in helping achieve the goals.21.Etiquette for Greeting and Send-offGreeting etiquette creates an opportunity to start a good relationship with the other party from the very beginning.S
2、end-off etiquette may lay a smooth path for future cooperation.Both are important part of the etiquette in business negotiation.31.Etiquette for Greeting and Send-off1.Determine the level and size for greeting and send-offThey are determined by three factors:1)the rank and the purpose of the negotia
3、tors;2)the relationship between the negotiators;3)the usual practice.(to have someone in the same business with the same or similar rank,title and status in charge of the greeting and send-off.)41.Etiquette for Greeting and Send-off2.Know well about the arrival and departure time(accurate informatio
4、n on their arrival time and be at the airport,train station or seaport ahead of time is so important,which means the beginning of the process of trust building)On the day of departure,the following aspects should be paid attention to:a.Be sure to arrive earlier at the hotel where the guests stay.51.
5、Etiquette for Greeting and Send-offb.Accompany the guests to the airport,train station or Seaport when they are ready;or go directly to the airport,train station or seaport to see them off.c.Before they get aboard,shake hands and say good-bye.d.Wave at the guests when the plane,train or ship begins
6、to move.e.Stay there until the plane,train or ship disappears from your sight.62.Business Meeting EtiquetteThree types of meeting in business negotiation:a.Courtesyb.Politicalc.Transactional 1.Informal meeting(more relaxed and not necessarily take place in the office or meeting room)72.Business Meet
7、ing Etiquette82.Business Meeting Etiquette92.Business Meeting Etiquette102.Business Meeting EtiquetteAccording to Payne,there are ten etiquette guidelines for formal meeting:a.112.Business Meeting Etiquette122.Business Meeting EtiquetteWhen speaking,be brief and ensure what you say is relevant.i.Alw
8、ays address the chair unless it is clear that others are not doing so.j.It is a serious breach of business etiquette to divulge information to others about a meeting.132.Business Meeting EtiquetteWhat are underlying principles of the business meeting etiquette guidelines?Good mannersCourtesyconsider
9、ation143.Etiquette at Dinner Party and Dress Code1.Dinner party etiquettea.Upon invitation(inform the host of your decision)b.Being time conscious(arrive on time or early)c.On arrival(take off your hat and overcoat)d.Seating(take the seat assigned by the host)e.Getting ready to eat(do not begin to e
10、at or drink before the host does)153.Etiquette at Dinner Party and Dress Codef.Communication(communicate with someone next to you)Toasting(raise your glass when the host and the guest of honor clink their glasses)Taking off your coat(dont take off your coat no matter how hot it is)At table(pay atten
11、tion to table manners)163.Etiquette at Dinner Party and Dress Code2.Dress Codea.Formal business dress(both men and women should always wear a suit)b.Business casual(certain kinds of casual dresses are acceptable,women have to wear hosiery)c.Casual(some casual dress is acceptable,women must wear hosi
12、ery)174.Etiquette for Signing AgreementsSigning the agreement is a useful common practice and a ritual as well.184.Etiquette for Signing Agreements1.Preparation of signing ceremonya.Determine the signer(determined by the contracting parties)b.Documentation preparation(a final version of the agreemen
13、t;stationery needed;national flags arranged)c.The arrangement of signing hall(a large rectangular table;two chairs;document of the agreement;stationary and national flags.)194.Etiquette for Signing Agreements 2.Procedure of Signing Ceremony a.Participants from both parties enter the signing hall at
14、the same time.b.The signers take their seats and others stand behind their signer.c.The signers sign their own copy first.d.The assistants of both sides pass on the signed copy to the signer of the other party for signature.e.Exchange the signed copy and shake hands.f.Champagne is served to celebrate the signing of the agreement.20
