商务礼仪在谈判中的作用论文.doc

毕 业 论 文 题 目 商务礼仪在谈判中的作用 学生姓名 代庆瑶 学号 201105020002 系 部 人文与信息科学系 专 业 商务英语 班级 1103 导师姓名 胡艳玲 职称 教师 完成时间 二零一四年四月 摘 要 随着中国经济的迅速发展，商务活动也日益增多。商务谈判是为双方磋商合作事宜，达成合作关系而进行的，是一个严谨而又重要的过程。促使商务谈判成功的因素有很多，但礼仪在谈判中的作用十分重要，相关的礼仪在这个过程中也就更显重要了。本文简单的谈论了商务谈判、商务谈判中的礼仪以及礼仪在其中发挥的重要作用。 关键词：商务谈判；商务礼仪；礼仪的作用 Abstract With the rapid development of Chinese economy，business activities are increasing. The business negotiation is conducted for discussing cooperative matters of both sides to reach cooperative relationship，which is a rigorous and important process. Many factors prompt successful business negotiations, in which etiquette plays a very important role in negotiations，and the related etiquette in this process is especially important. This paper briefly discusses commercial negotiations, the etiquette of commercial negotiations，and the important role of etiquette in negotiations. KEY WORDS：business negotiations；business etiquette；the effect of negotiation etiquette Content 摘 要 1 Abstract 2 一 The definition of etiquette and business negotiation 5 （一）the definition of etiquette 5 （二）the definition of business negotiation 5 二 The importance of the basic principles of business negotiation and etiquette 5 （一）the basic principles of business negotiation 5 1. taking into account the principle of mutual interest 5 2. the principle of fairness 6 3. principles of time 6 4. principles of information 6 5. psychological principle of negotiations 6 6. negotiating position of principle 7 (二) the importance of business etiquette 7 1. normative behavior 7 2. transmission of information 7 3. enhance feelings 7 4. set up the image 8 三 Analysis of the importance of business etiquette and negotiation 8 （一）the role of etiquette in the preparation for the negotiations 8 （二）the role of etiquette in the negotiation process 8 （三）the role of etiquette in the process of signing after talking about 9 四 Application of etiquette in business negotia