Abstract

Along with the vigorous development of modern world economy, business negotiation activities are emerging. As a very significant part in commercial activities, businessmen continuously improve their ability by strengthening the study of business etiquette. What is more critical is that etiquette, an invisible force that can drive the success of business negotiations, not merely makes the two parties involved closer, but ultimately affects the direction and outcome of the negotiations. Cross-culture communication can eliminate the communication barriers and difficulties between different cultural backgrounds, which can facilitate the application of businessmen’s communication skills in international trade. The content of business etiquette is of complexity and diversity. This paper focuses on the functions of etiquette in business negotiations and elaborates with concrete cases, by which businessmen and enterprises are reminded of following the etiquette norms and make good use of it to stand firmly and gain rapid growth in today’s fierce market competition. 

Keywords: etiquette; business negotiations; cross-culture communication

Contents

Abstract

摘要

1. Introduction-1

2. Literature Review-1

2.1 Definition of etiquette-1

2.2 Research status-1

3. Functions of Etiquette in Business Negotiation-3

3.1 Creating a harmonious communication atmosphere-3

3.2 Passing basic information-4

3.3 Portraying a good corporate image and personal image-5

3.4 Showing corporate culture and values-6

3.5 Deepening cross-culture understanding and promoting the establishment of cooperative relations-8

4. Application of Etiquette in Business Negotiation-9

4.1 Communicative etiquette-9

4.2 Manners etiquette -11

5. Conclusion-12

Works Cited-13