EtiquetteinBusinessNegotiation商务谈判礼仪课堂.ppt

Etiquette in Business Negotiation 1 Etiquette in Business Negotiation The two goals of negotiations: a. Creating strong deals b. Building good relationship Etiquette plays an important role in helping achieve the goals. 2 1. Etiquette for Greeting and Send-off Greeting etiquette creates an opportunity to start a good relationship with the other party from the very beginning. Send-off etiquette may lay a smooth path for future cooperation. Both are important part of the etiquette in business negotiation. 3 1. Etiquette for Greeting and Send-off 1. Determine the level and size for greeting and send-off They are determined by three factors: 1) the rank and the purpose of the negotiators; 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.) 4 1. Etiquette for Greeting and Send-off 2. Know well about the arrival and departure time (accurate information 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. 5 1. Etiquette for Greeting and Send-off b. 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 to move. e. Stay there until the plane, train or ship disappears from your sight. 3. Prepare for the reception (arrangement of accommodation; arrangement of schedule of the next day) 6 2. Business Meeting Etiquette Three types of meeting in business negotiation: a. Courtesy b. Political c. Transactional 1. Informal meeting (more relaxed and no