A Brief Analysis of the Reasonable Use of Business Etiquette in Business Negotiation

摘要：在国际贸易高速发展的今天，商务英语谈判活动日益增多。古人云：人无礼则不生，事无礼则不成，国无礼则不宁。合理地使用商务礼仪可以帮助谈判顺利进行。然而中西方文化的差异会影响商务英语谈判的进行。本文从中西方礼仪文化差异出发，分析商务礼仪的各项原则，旨在说明如何合理使用商务礼仪，从而提高交易的成功率。

关键词：商务英语谈判，商务礼仪，文化差异，合理使用

Abstract: With the rapid development of international trade, business English negotiation is an increasing activity. There is an old saying goes that “a man without manners is half man, nothing can succeed without manners and formality makes a country what it is”. Proper use of business etiquette can help us to conduct a smooth negotiation. However, the differences between Chinese and western cultures will affect business English negotiation. This paper, from the differences of business etiquette in China and West, analyses the principles of business etiquette, aiming to state how to use business etiquette properly to improve the success of the transaction.

Key words: business English negotiation, business etiquette, cultural difference, proper use

Introduction

In the business world, the differences between exporters and importers are mainly settled down through negotiation. Business negotiation plays a crucial role in business, because the exporters and the importers need to communicate and negotiate before a deal. Business negotiation belongs to a sort of economic event which involves the parties seeking the best interests. In the communication between the customers and the representatives, it is good to practice manners and civilities. For economic benefits, the two sides should compete with each other, but in the meantime they must cooperate peacefully with each other. Hence, both sides need to try their best to set up and maintain the cooperative relationship through effective approaches.