Abstract:With the Chinese economy developing so fast, there are more and more commercial exchange activities. Business negotiation penetrates through the business activities, such as raw material purchasing, products selling, and the economic and technical cooperation. The so-called business negotiation is a process that both sides of the negotiation carry through a negotiation for the respective interests of both sides, and finally settle the dispute, reach an agreement, and then sign the contract. However, one of the factors which decide the success of the negotiation is the negotiators’ level of etiquette accomplishment. Therefore, both sides of the negotiation should obey the business etiquette. Many experts home and abroad have made large amount of researches on etiquette, and, meanwhile have achieved great success.
This thesis commences from the definition of etiquette，introduce the origin of etiquette, and analyze the importance of etiquette, explain in detail etiquette in various stages of the negotiation, and lists different countries’ characteristics of etiquette. Etiquette is a manifestation of culture communication, when in communication, people focus only on verbal communication, but ignores non-verbal communication, while non-verbal communication plays an important role in information transmission. This paper explores the role of etiquette in business negotiation and the impact on it from various aspects.
Key words: etiquette; business negotiation; cultural differences
摘要:随着中国经济的发展，商务交往活动日益频繁。商务谈判贯穿于原材料采购、产品销售及经济与技术合作等一系列的商务活动之中。所谓商务谈判是交易双方为了各自的目的就一项涉及双方利益进行洽商，最终解决争议、达成协议、签订合同的过程。其中，决定商务谈判是否成功的一个重要因素是谈判人员的礼仪修养的高低。因此，在商务谈判中，谈判人员必须严格遵守谈判中的礼仪。国内外早有大量专家对商务谈判的礼仪进行研究，并已取得巨大的研究成果。
本选题主要从礼仪着手，介绍礼仪的由来，解析礼仪在商务谈判中的重要作用，详述在商务谈判各个阶段的礼仪，并了解其各国不同礼仪的重要性，列举各国不同礼仪特点。礼仪是交际文化的体现,人们在交际中,只注重语言交际,而往往忽略非言语交际作为信息传递的重要地位。本文从多个方面探讨礼仪在商务谈判中的重要性及文化对其的影响。由此得知，脱离文化习俗配合的孤立礼仪往往难以达到有效的目的。
关键词：礼仪, 商务谈判, 文化差异
