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Existing literature always focus on the topic from global negotiations and the choice of preparation and negotiation model. But as negotiations become more and more important in the trade, negotiation strategy is no longer confined to the negotiation itself, it should be more extend outward. Negotiation is a comprehensive combination of many subjects such as economics, linguistic, psychology, etiquette, etc. Therefore, when it comes to make negotiation strategies, more attention should be paid on the use of different negotiations .
Existing studies mostly focused on the issues how to overcome the barriers resulted from cultural differences. But the reality is that a successful negotiation is not only the outcome of the game on the table, but is also related to preparation of the negotiation phase and the stage after the negotiations. Among the current domestic study of these areas, there is still limited research on the preparation and finishing touches of negotiations, which need us to focus in the following study . But with the development of the, to overcome the cultural differences will be a science and is not only confined to the table.
In the face of the use of language in business negotiation problems, we can organically combine the use of language, cultural differences and the overall strategy of business negotiation. Because of language as a tool in a negotiation, you should put it in certain circumstances, which will be conducive to the problem of language use in business negotiation with more extensive and vitality of the study.
2.2 The definition of business negotiation
Only by understanding the origin and development, connotation and denotation of the etiquette can we further deepen the understanding of business etiquette and accurately apply it on the basis of understanding. The existing research analysis of etiquette has been much thorough. But in the aspect of research on business etiquette, some deficiencies still exist . The existing literatures focused on business etiquette content, change, difference and normative analysis but lack of research on business etiquette in the actual business activities in the specific application process. What’s more, the existing literatures lack the analysis of the important role of business etiquette in practical operations and how to play the greatest degree of these effective countermeasures.
Generally, the so-called negotiation, with its general meaning, refers to the two sides of the parties, in the social life, strive to properly resolve a problem through consultations, in order to meet their own needs and safeguard their own interests. Specific to the business negotiation, it refers to a king of a behavior or process that people try to complete a business transaction through consultations and dialogues in all kinds of economic activities, just at an aim to make views from the two sides or more tend to be consistent, to reach the coordination of business relationships, and to meet their business needs.
As an important project among business activities, business negotiation has a very high demand for negotiators. In the process of negotiations, if negotiators have decent manners, it could ensure that the negotiations will be conducted in a harmonious and friendly atmosphere, which can increase the probability of reaching a successful negotiation.
Then judging the characteristics of business negotiation are as follows :
(1) The characteristics of widen and uncertain between the transaction objects.
(2) The unification of attractiveness and persuasion.
(3) The unification of concession and attack.
(4) Language expression consistent with words.
(5) The balance of public relations.
2.3 Basic principles on the use of business etiquette in business negotiation
When people begin to prepare for the upcoming business negotiations, they should focus on the two aspects: preparation of technology and preparation of etiquette. Here we show the basic principles on the use of business etiquette in business negotiation .