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3. The importance of business etiquette in business negotiation
Business etiquette is not only an important link in business activities, but also is an important factor in the successful completion of business negotiations. Business etiquette is used to regulate all aspects of our daily business activities. The core value of business etiquette is to reflect the mutual respect between people . Therefore, it is vital for successful business negotiations personnel to be able to recognize the business etiquette, and improve their cultural accomplishment, moral accomplishment and to develop good habits. Moreover, it’s a must for business negotiators to hold themselves to high standards in the negotiation activities. In addition, business negotiations personnel should be familiar with the various customs and local feelings of different countries in the world, so that it is conducive to establish good relations with the negotiation rivals in business negotiations, to grasp the psychological characteristics of negotiation rivals, to understand the accurate meaning of every sentence of negotiation opponent, which is advantageous to promote business negotiation completed successfully .
3.1 To regularize behavior
In business contacts, people influence, interact and cooperate mutually. If don't follow certain norms, the two sides will lack the foundation of collaboration. In many business norms, norms of etiquette can make people understand what should do, what should not do, what can do, what should not be done. At the same time, it can help establish enterprise image, to respect from others, to win the friendship .
On the other hand, to abide by business etiquette can help business people properly deal with all aspects of the problems in business negotiations. In business negotiations, to establish a good interpersonal relationship with competitors and partners is an important task. The performance of business negotiators in the business negotiation directly affects the completion of this task and the depth of interpersonal relationship. So that mastering business etiquette has important significance in establishing business cooperation relations and completing successful business negotiation.
When it comes to a country, good business etiquette is a sign of national quality and national civilization. Upbringing reflects its quality, while the quality reflected in the etiquette . Business etiquette is a mark of social progress and civilization. A person or a country's etiquette often reflects the civilization level and overall quality of the people or the country. With the further expansion of Chinese opening to the outside world, exchanges and cooperation between China and the world are increasingly growing. In the foreign business activities, business personnel's every word and action and appearance, to a certain extent, reflect a person's culture and the country's spirit.
3.2 To convey information
Etiquette is a kind of information. Through this information, we can express respect, friendship, sincere feelings and the like, thus enable other people to feel warm. In business activities, the appropriate etiquette can gain other's goodwill, trust, which attributes to the development of the career .
3.3 To improve the relationship
In business activities, along with the further communication, the two sides may have a certain emotional experience. It is shown as two emotional states: one is the emotional resonance, the other one is emotional rejection. Etiquette is easy to make the two sides attract each other, and enhance feelings, which leads to establish and develop good interpersonal relationship. On the contrary, if you do not pay attention to the etiquette and to be vulgar, thus it is easy to produce feelings of rejection, resulting in tense interpersonal relationship or making a bad impression.
It’s vital to create a good atmosphere and narrow the distance between the two sides before and in the process of business negotiation. For instance, if an enterprise could warm, thoughtful and generous to treat customers, to consider what they want, to help others solve difficulties and questions, the other party will feel you are sincere and be willing to deal with you . The negotiations in a relaxed and harmonious atmosphere, will naturally reduce the distance between the two sides, and be easy to find a mutually acceptable combination point.