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4. The role of business etiquette in various stages of business negotiation
Business negotiation can be divided into four stages: the preparation stage, the beginning stage, the process of negotiation and the signing stage . Here we discuss the main manners and important role of business etiquette in each stage.
4.1 The role of business etiquette in the preparation stage
Business negotiation is one of most commonly business activities. To reach a consensus and eliminate differences should at an equal, mutual beneficial and friendly atmosphere. Negotiators’ performance often directly affects the atmosphere of negotiations, so special attention should be paid to preparation work before negotiations. The following aspects in the preparation stage of the negotiation should be paid attention to:
4.1.1 Selection of time and space of negotiations
It’s critical to arrange the time and the space before do anything, and business negotiations should be paid more attention to. The time and space of the negotiation is decided by jointly the two sides in the talks. The negotiation time is easier to determine, which mainly suit both sides. Of course, the choice of taking his favorable time to negotiate is undoubtedly the most ideal. In fact, the negotiation time includes two specific times, one is the starting time of negotiation, the other is duration of business negotiation. Compare to the negotiation time, the choice of space is more troublesome. Space choice is actually the choice of venue for negotiations. Generally speaking, there are four methods as follows. The first method is host-talk. Thus the negotiations are arranged in his city and unit. It’s beneficial for the host side to gain the psychological advantage and favorable external conditions. The second method is guest-talk. In this case, people will often have a psychological sense of loss and will feel inconvenient to some extent. The third kind of method is host-talk and guest-talk take-in-turns, which is relatively common. The fourth kind of method is third location negotiation. This negotiation is relatively fair, therefore is also common in business negotiations.
4.1.2 Selection of negotiators
Before the negotiation, it is a must to determine the business negotiations personnel firstly. In general, the identity and position between the representatives of both sides should be quite suitable. So it is very important to make negotiators choice. Their comprehensive quality directly influences the outcome of the negotiations. According to the specific talks, try to choose the main technical personnel in this field to join in, so as to enhance the technical advantage. Negotiators generally choose 3-4 individuals, and form the negotiating team. If the negotiations involve widely, the professionals should be required in order to solve the problem on the spot, and earnestly safeguard the core interests of enterprises.
4.1.3 Pay attention to appearance and grooming
Negotiators’ dress must comply with the norms of etiquette. Negotiators should pay attention to appearance, and dress in neat, official, serious. Men should pay attention to shave, barber, and make the hair blew molding. Recommend men to wear dark suits and white shirts, plain tie with dark socks and black shoes. Lady should makeup to give a person a good image of fresh and elegant, generous nature, but too much make-up should be avoided. You can choose a dark suit, or white shirt, and with incarnadine stockings, black half with leather shoes. Dress should not be too exposed and you’d better not wear stilettos.
4.1.4 Decorate negotiation hall
Before the negotiations, the organizers should arrange the meeting, and prepare related items. According to the list of representatives who may attend the negotiation, get ready for the tables and chairs and etc. Business negotiation commonly used rectangular, or oval table, the two sides sit on both sides of the table. The seat opposite to the general door should serve for guests. The seat back to the door belongs to the Lord. If the table is placed vertically, then the door right hand seat leaves for guests, left seat belongs to the organizers. According to the negotiating “table right high left low” principle and their duties, the main talker should be in the center of their own side, the remaining personnel sit from near and far from the center. What’s more, translators generally are arranged on the Lord's right .