浅谈中西方商务礼仪的差异

精心整理精心整理精心整理2016届毕业 论文 政研论文下载论文大学下载论文大学下载关于长拳的论文浙大论文封面下载 江西应用科技学院毕业论文（ 设计 领导形象设计圆作业设计ao工艺污水处理厂设计附属工程施工组织设计清扫机器人结构设计 ）中文题目：浅谈中西方商务礼仪的差异外文题目:ComparisonbetweenChineseandWesternBusinessEtiquette姓名：年级：专业：系别：指导教师：完成日期：摘要商务礼仪是商务活动中的行为规范，它是一门行为科学，在商务交往中扮演着重要的角色,了解中西方的礼仪及其差异对促进国际间商务交往的顺利进行有着举足轻重的作用。随着中国在国际交往的角色发生改变，中国的对外交流和合作日益频繁，国际地位越来越明显，国际间的交往，尤其是和西方国家的商务交往就更应该规范化、礼仪化。本文主要介绍了中西方礼仪在问候，拜访，谈判，等方面表现出的不同的形态，并从文化背景的不同，价值取向的差异，宗教信仰的影响等方面分析了影响中西方商务礼仪差异的因素。最后得出“和而不同”的态度对待中西方文化差异,将二者合理有效的融合，方能建立适合中国当代社会的礼仪文化体系，达成和谐社会的理想。摘要：商务礼仪；差异；商务交往AbstractBusinessetiquette,abehaviorscience,isthenormsinthebusinessactivities,whichplaysanimportantroleinthebusinesscommunication.UnderstandingChineseandwesternetiquetteandtheirdistinctionsisofgreatimportanceinpromotinginternationalbusinessexchanges.Withthechangingrole,Chinaplayedintheinternationalexchanges,Wecommunicateandcooperatefrequentlywithforeigners.Itisthenotablepositionthatmakesushaveamorenormativeandcourteouscriteriaintheinternationalbusinesscommunicationespeciallyinthebusinessactivitieswithwesterners.ThispapermainlyintroducesthedifferentformsofChineseandWesternetiquettereflectedingreeting,visiting,negotiationetc,andanalyzedthefactorsthataffectthedifferenceofetiquettebetweenEastandWestOnlyhaveaclearunderstandingoftheculturaldifferencesbetweenChineseandWesternetiquetteandmergethemreasonablyeffectively,canwebuildtheculturalsystemetiquettethatissuitableforChinesecontemporarysociety,andachievetheidealofharmonioussocietyKeywords:businessetiquette;distinction;businessexchangeContents摘要………………........……………………………………………………………...............iAbstract……………………………………………………………………………..................iiIntroduction………………………………………………………………………..............….1ChapterOne:DefinitionandCharacteristicsofBusinessEtiquette………………....….........21.1Honestyandtolerance......................................................................................................21.2Theprincipleofmoderateequality..................................................................................21.3Theprincipleofsincerityandrespect..............................................................................31.4Self-confidenceandself-discipline..................................................................................3ChapterTwo:ComparisonofBusinessEtiquettebetweenChineseandWesterners...............42.1ComparisonofEtiquetteforBusinessGreeting.............................................................42.1.1FormsofAddress........................................................................................................42.1.2Positiontitles...........................................................................................................42.1.3Professionaltitle.........................................................................................................42.1.4NonverbalGreetings...................................................................................................52.2ComparisoninEtiquetteforBusinessVisiting................................................................52.3ComparisonofEtiquetteforBusinessNegotiation.........................................................62.3.1Comparisonofnegotiationstrategies.........................................................................72.3.2.ComparisonofNegotiationdecisions.......................................................................72.3.3ComparisonoftheNegotiationgoal..........................................................................8Conclusion.................................................................................................................................9WorksCited……………………………………………………….........................................10Acknowledgment………………………………………………………………....................11IntroductionBusinessetiquetteisacodeofconduct,whichembodiesmutualrespectintheday-to-daybusinessactivities.Itisalsothenormsforpeoplewhoisengagedincommercialactivitiesandbusinesscommunications,inotherwords,howtomasterbasicbusinessactivities,soyoucanmeettherequirementsforbusiness;howtomakeyourselffamiliarwiththenormsanddiscloseyourdignifieddemeanor;howtoavoidtheembarrassingquestionsyouencountered:suchasdresswrong,diningataloss;howtoeliminateasmallmatter,whichwillhavetheunexpectednegativeimagetotheindividualsorcompanies.OnlyhaveyouknowsomeChineseknowledgeandEnglishetiquettealltheseproblemscanbeeasilysolved.Thereforebusinessetiquettehelpstocreategoodpersonalimageandcorporateimage.Businessetiquetteismadeupofsignificantlymoreimportantthingsthanjustknowingwhichforktouseatlunchwithaclient.Unfortunately,intheperceptionofothers,thedevilisinthedetails.Peoplemayfeelthatifyoucan'tbetrustednottoembarrassyourselfinbusinessandsocialsituations,youmaylacktheself-controlnecessarytobegoodatwhatyoudo.Etiquetteisaboutpresentingyourselfwiththekindofpolishthatshowsyoucanbetakenseriously.Etiquetteisalsoaboutbeingcomfortablearoundpeople(andmakingthemcomfortablearoundyou)Peopleareakeyfactorinyourownandyourbusiness'success.Manypotentiallyworthwhileandprofitableallianceshavebeenlostbecauseofanunintentionalbreachofmanners.DanMcLeod,presidentofPositiveManagementLeadershipPrograms,aunionavoidancecompany,says,"Showmeabosswhotreatshisorheremployeesabrasively,andI'llshowyouanenvironmentripeforlaborproblemsandobviouslypoorcustomersrelations.Disrespectfulanddiscourteoustreatmentofemployeesispassedalongfromthetop."(DanMcLeod：2008)Whichstronglyemphasizetheimportanceofcourtesy,therefore,it’snecessarytoknowetiquette,especiallythebusinessetiquette.ChapterOneTheDefinitionandCharacteristicsofBusinessEtiquetteAsregionalandhistoricalreasons,understandingsofpeoplefromdifferentregionsandethnicvaries,asthedevelopmentofwholeworld.Chinesepeoplehaveattachedgreatimportancetotheforeigners,especiallythewesterners,tradingbetweenthetworegionsisbecomingmoreandmorefrequent,establishinggoodrelationswithwesternpeopleisofgreatimportance,therefore,knowingthebusinessetiquetteisessential.AsChina'sreformandopeningupthepaceaccelerated,people’slivingandworkinginforeignexchangesincreased.Understandingthecontentofforeign-relatedritualsandrequirements,andmasteringtheskillsofcontactswithforeignersisparticularlyimportant.Inthebusinessoccasions,howtomakebusinessetiquetteeffectcompletelyandhowtocreatethebestinterpersonalrelationshipsiscloselyrelatedtotheprinciplesofbusinessetiquette,whichcanbeconcludedintofouraspects:1.1honestyandtoleranceHonestystressestheprincipleofcredibility,Confucius,agreatphilosopher,madethestatement:peoplecan’tlivewithoutcredit,ifyouaffiliatewithyourfriends,honestyshouldbelaidinthefirstplace;Whichalsoemphasizetheprincipleofkeepingpromises.TrustworthinessisthevirtueoftheChinesenation,inparticular,itisnecessarytostresspunctuality,andpeopleshouldnotdelaywhentheygotothefixedappointments,meetings,talksandconferences,etc.Oneshouldnotmakepromisesoeasily,unlessyouarereallysureaboutit,orelseyouwouldendwithabadimageofdishonest,especiallyinthebusinessactivity,honestyisofgreatimportance.Toleranceisagreathumanthinking,theideaoftoleranceisamagicweapontocreateaharmoniousinterpersonalrelationshipininterpersonalexchanges.Tolerateothers,understandothersanddonotalwayspursueperfection.Forafamoussayinggoes:failureisthemotherofsuccess.Allinall,ifyouconsiderthingsfromothers’position,Ithinkyouhavefoundthebestwaytowinfriends,towinbusinessguests.1.2TheprincipleofmoderateequalityInthesocialfield,ritualbehaviorisalwaysexpressedasthetwosides,forinstance,ifyoutreatyourbusinessguestssincerelyandthoughtfully,otherswouldshowtheidenticalcourteousrespondtoyourhospitality,andtheywouldbecomethepotentialregularcustomers.Ifyouperformedimpatientlyandhasty,thereisnodoubtthatyouwouldgetthesameresponse.Thepurposesofthisprotocolmustemphasizetheprincipleofequality,equalexchangesbetweenthetwoparts,forequalityisthefoundationtoestablishemotionwithotherpeople.Ifyouwanttomaintainagoodinterpersonalrelationshipwithyourbusinesspartnersoryourcustomers,youshouldlocatemodestyinthefirstplace,becauseitistheessentialwaytomakemorefriends.Moderateprinciplerequiresustomeasurethecriteriaofetiquette,inaccordancewithspecificcircumstance,specificsituationandtheexerciseofthecorrespondingritual.Forinstance,whendoingbusinesswithsomepeoplebothwarmandurbanearerequired,onecannotberudeandfrivolous,livelyandmodest,butlethargicandsophisticated.1.3TheprincipleofsincerityandrespectSocrateshadmadeaveryfamousstatement:?“theremustnotbeagifttoafriend,youhavetocontributetoyoursincerelove,learninghowtouselegitimatemeanstowinaperson’sheart.”(VoiceofEnglish，2005)Whichtellsusthatifyoucontactwiththepeople,sincererespectfortheritualistheprimaryprinciple.Onlyyoutreatotherssincerelyandcourteously,canyoucreateaharmonioushappyrelations,forgoodfaithandrespectarecomplementarytoeachother.Sincerityisapracticalandrealisticapproachtocommunicatewithotherpeople,especiallyinthebusinessactivities,itcanbedirectlyreflected.Sincereandrespectforthefirstperformancewithsomepeople:donotlie,nothypocrisy,donotinsultpeople,thesocalled“cheatingonce,forlifenofriends.”alsothepracticalreflectionofbusinessdealing.Sincerededication,befruitfulharvest,onlysincererespectforthetwosidescanbeaffiliated,friendshipforalongtime.1.4Self-confidenceandself-disciplineTheprincipleofself-confidenceisamentalhealthprincipleinthesocialoccasion,especiallyinthecommercialcontact.Onlysomeoneisself-confident,canhemasterthingsfreely.Self-confidenceisaveryvaluablepsychologicalquality,peoplewhohavefullconfidencewillnotdiscouragewhentheyencounterdifficulties,onthecontrary,theywillcounterattackwhentheyarereducedtoarattrap,theyarealsowillingtoshowtheirhelpinghandtopeoplewhoareinvolvedinjeopardy.Peoplewhoarenotconfidentenoughwillrunintosnagseverywhere,evendespairoftheirlife.Intheprocessofsocialinteractionandbusinesscommunication,establishingasenseofmoralvaluesandnormsofself-cultivationinthemindtoourbehaviors.Achievingthebalanceofselfeducation,selfmanagementandself-confidencecorrectly,placingarationalandactiveattitudetofulfillthegreatobligationthelifeleavesus,refusingself-righteousandarrogant.NothinggreatcanbeachievedwithoutthesetraitsChapterTwoComparisonofBusinessEtiquettebetweenChineseandWesternerWiththeincreasinglyclosebusinesscontacts,people’conductinthebusinessexchangereflectedmorefrequentlyinthepast,theactionsandmannersinbusinessinteractionscanbebestanddirectlyembodiedduringtheircommunications,therefore,learningandunderstandingtheappropriatebusinessbehaviorsbetweenChineseandforeignersbecomespecialsignificant.2.1ComparisonofEtiquetteforBusinessgreetingAllofushaveheardof"startwellandendwell"sometimesbefore,soitisveryimportanttomakeagoodfirstimpressioninbusinesscommunicationtoachievethepurposedesired.InthissubsectionseveralaspectsintheinteractionofbusinessgreetingwillbeexaminedtoseecommongroundsChineseandEnglish-speakingpeoplesshareandwhatdissimilaritiestheyhave.2.1.1FormsofAddressIn2000RalphFasoldmentioned"Whenpeopleuselanguage,theydomorethanjusttrytogetanotherpersontounderstandthespeaker'sthoughtsandfeelings.Atthesametime,bothpeopleareusinglanguageinsubtlewaystodefinetheirrelationshiptoeachother,toidentifythemselvesaspartofasocialandtoestablishthekindofspeechsituationtheyarein.”Fromwhathesaidwecanconcludethataddressbehaviorisgovernedbypolitenessandsuccessfulmaintenanceofinterpersonalrelationships.Sofar,havebeenvariousdefinitionsofaddressformmadebyvariouslinguistsandotherscholars.2.1.2PositiontitlesInformaloccasion,thechiefguestandthehostareusuallyaddressedinthewayofpositiontitles.Toaddresspeoplebytheirpositiontitlesistoaddressthemaccordingtothepositionstheyhold.Thisistheuniquefeatureinbusinesssetting.Peopleoftenaddressothersinthemanneroftitleplusnamewhentheyaddressothersbytheirpositiontitle.Forexample,Mr.White.LististhepresidentofIPInternationalInvestmentBank.Peopleoftenaddresshim`PresidentWhiteList'.Equally,businessmenoftenaddress"HuJian"(胡建)，theGeneralManagerofABCCompany,as"GeneralManagerHuJian"(胡建总经理).Itisworthnoticethatsomeformermannishprofessionalformofaddressgetschangedwiththesocialprogress.Asmoreandmorewomenachieveinaryachievementinmanyvariedareas.Forexample,itisbelievedthat`Chairman'inEnglishlanguagecanserveasanobviousexample.Alotofwomenbelievethat`Chairman'isawordwithsexdiscrimination.Therefore,peopleoftenuse"Chairperson"insteadof"Chairman"inmanymodernbusinessesactivities.2.1.3ProfessionaltitleBusinessmeninbothChinaandthewestoftenaddressothersprofessionaltitle.Comparedwiththepositiontitles,theprofessionaltitlesismuchsmaller.Toaddresspeoplebywayofprofessionaltitlesistoaddressthemaccordingtowhatprofessiontheyareengagedintothetraditionanddevelopmentofsocietysomeprofessionaltitlesareregardedashonorificsuchasprofessors,doctorswhilesomeotherarederogatory,suchaspeddler,waiter,boy.2.1.4NonverbalGreetingsNonverbalgreetingsincludenodding,smile,shakinghands,bowingandkissing.Indifferentsituationwechoosedifferentnonverbalgreetingstoshowourgraciousnessandhospitality.Americandeaf-and-dumbwomanoncesaid:"Handscankeeppeoplethousandsmilesaway;theycanalsobefilledwithsunshineandyoucanfeelcomfortable...”Shakinghandsistheexpressionofmutualtrustandrespect,andit'sagoodwaytosendgreetingsinbusinesssituation.Itissaidthatitwasusedbyancientknightstoshowhisamicablenessoriginally.Whentwoknightsmetintheoldtimes,theywouldputdowntheweaponinthehandandofferthehandinwhichtheweaponhadbeenheldtoeachotherandshakethehandswitheachothertoshowtherewasnoweaponinthehandnow.Gradually,thiskindofritualbecomesakindofetiquetteofmeetingtoshowfriendlinesstointeract.Inordertoshakehandscorrectlyinbusiness.2.2TheComparisoninEtiquetteofBusinessvisitingBusinessvisitingplaysaveryimportantroleinbusinessinteractions,buteverynationhastheirownpracticewhenoneispayingavisitinbusinessOccasion.Inwesterncultural,thefirststeppriortovisitingistomakeanappointmentforavisittomakesurewhetherthehostisfreeornot.Duetotheincreasinglyfastpaceoflifeandwork,businesspersoninthewestisafraidofinterruptingothers’plannedscheduleunexpectedly,it'sacommonpracticetomakeanappointmentinadvance.He/Sheoftendiscussesthepurpose,timeandplacebeforevisiting.Aftermutualconsultation,thetwosidesmaydecideonthetimeandplace.Oncetheappointmentismade,itmustberigidlyobserved.Chinesebusinessmenalsoobservestheinternationalpracticetomakeanappointmentbeforeaformalvisit,especiallyforthefirstformalvisitinbusinesssetting.They,justasillustratedinE.Hall'stheoryofuncertaintyavoidance,belongtothosewhotrytoavoiduncertainty.Theymayliketouse"go-between"togetlinkedforinitialbusinesscontacts,eventhoughtheymayalsogetconnectedbytelephonecallorformalletterofrequest.IftwoChinesebusinesspeoplehavedonebusinessformanytimes,theywillnotmakeanappointmentseriouslybeforevisiting.Sometimestheymakeanoralappointmentlike“我明天去你办公室找你。”or“下午去你办公室看看。”InChinesetradition,advancenoticeorappointmentisunnecessarybetweenfriends.Anotherreasonisthattheyusuallychooseadaywhenthehostisnotmuchoccupiedtopayavisitaccordingtotheexperiencebefore.InChina,hostsrarelyaskthegueststotakeofftheirglovesandcapsalthoughit'spolitetoputoffglovesandcapswhenenteringintotheofficeinwesternculture.Afterbeingaskedtositdown,thehostmayoffersomethingtodrinkliketeaorcoffee.Theofferisnormallyphrasedasaquestion,suchas"Wouldyoulikeacupofcoffee?"Theguestisexpectedtoanswerhonestly,andiftheysayno,thenthehostwillnotofferanydrink.Iftheyacceptthedrink,theywillbeexpectedtodrinkitallbeforeleaving.Onthecontrary,whentheChinesehostasktheChineseguest,"Wouldyoulikesomethingtodrink?",thetypicalansweris“随便(justany)".Sometimes,thehostwillofferacupofteatotheguestwithoutasking.Duringthevisit,ifavisitisforbusinessratherthanasociallyone,theWesternersexpectthevisitorstocomestraighttothepoint,ratherthangothroughlengthypreliminarychatting.However,Chinesevisitorsprefertomakesomepreliminaryremarksinbusinessvisitstosoftentheatmosphere,assumecloserelationshiporshowconcernforthehost.Afterfinishingthebusinessaffairs,westernersoftenindulgeacoupleofminutes'smalltalkwhilepreparingforleaving:Ontheotherhand,theChineseguestoftenstandsupsuddenlyandmovestothedoorandbidsfarewellwithoutgivingnoticeinadvance.Thehostsalwaysinsistthattheguestsstaylonger.Somefixedconversationalformulasprecedingleave-takingare:“请留步”,“不要送了”,“再见”.Andthecommonwayforthehosttorespond,“请慢走”“请走好”.2.3ComparisonofEtiquetteforBusinessNegotiationBusinessnegotiationsplayanimportantroleinforeigntradebusinessbetweenhetwosides.However,asculturaldifferenceshaveadirectimpactonallaspectsofbusinessnegotiations,peoplewholacksensitivityofculturaldifferenceswillevaluatepeople'sactions,viewpoints,customswiththeirownculturalmodels,andthisoftenleadstoculturalconflict.SoculturedifferenceplaysaveryimportantroleinSino-U.S.businessnegotiation.Businessmenhavemoreorlessexperienceofnegotiationinbusinessintercourse.Towinorloseinbusinessactivitiesalwaysdependsdirectlyonpeoplecancarveouttheirwaytosuccessnegotiation.Therefore,"Negotiationiseverywhereinbusinesscircles"isaproverbthateveryoneknowsinbusinesscircle.Thenegotiationwhichthebusinessmenholdiscalledbusinessnegotiationwhichisoneofimportantactivitiesinbusiness.BroadlybusinessnegotiationisadebatebetweentwoBusinessmenhavemoreorlessexperienceofnegotiationinbusinessintercourse.Towinorloseinbusinessactivitiesalwaysdependsdirectlyonpeoplecancarveouttheirwaytosuccessnegotiation.Therefore,"Negotiationiseverywhereinbusinesscircles"isaproverbthateveryoneknowsinbusinesscircle.Thenegotiationwhichthebusinessmenholdiscalledbusinessnegotiationwhichisoneofimportantactivitiesinbusiness.Broadlybusinessnegotiationisadebatebetweentwopartiesforthepurposeofreachinganagreement;haggling,bargainingandoutareresortedtoforpassinganobstacleandbleachingoutaconflictofopinion.Accordingtoconventionalrulesinbusiness,businessnegotiationiscountedasconciliatingtheconflictsofinterestofthepartiesconcerned.JustasJohnF.Kennedysaid"Letusbeginanew一rememberingonbothsidesthatcivilityisnotasignofweakness,andsincerityisalwayssubjecttoproof.Letusnevernegotiateoutoffear.Butletusneverfeartonegotiate"2.3.1ComparisonofnegotiationstrategiesBasedonobjectivedifferences,negotiatorsfromdifferentculturespresentsthedifferencesindecision-makingformasequentialdecision-makingmethodandintegrateddecision-makingmethodofconflict.Chinese-USnegotiations,Chineserepresentativesattheoutsetbythepartiesconcernedtoabidebygeneralprinciplesanddiscusscommoninterests.Chinesenegotiatorsthinkthatgeneralprincipleisthestartingpointforsolvingotherproblems.OnlywhentheGeneralprinciplesidentified,possiblenegotiationsonthedetailsofthecontract.This"firstprinciplesondetailsafter"wayofnegotiating,China'snegotiatingstrategyisoneofthemostobviousfeatures.Americansbelievethattheworldismadeupoffactsratherthanaconcept,sotheydonotbelievetoomuchofsomethingpurelyrational.NegotiationsduringthemspecificratherthanGeneral,whenfacedwithacomplexnegotiationtask,sequentialdecisionmakingmethodofAmericansusedtobreaklargetasksintoaseriesofsmallertasks.Price,delivery,warrantiesandservicecontracts,pr