浅谈中西方商务礼仪的差异

2016届毕业论文

江 西 应 用 科 技 学 院

毕 业 论 文（设 计）

中文题目：浅谈中西方商务礼仪的差异

外文题目:Comparison between Chinese and Western Business Etiquette

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

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Abstract

Business etiquette, a behavior science, is the norms in the business activities, which plays an important role in the business communication. Understanding Chinese and western etiquette and their distinctions is of great importance in promoting international business exchanges.With the changing role, China played in the international exchanges, We communicate and cooperate frequently with foreigners. It is the notable position that makes us have a more normative and courteous criteria in the international business communication especially in the business activities with westerners.This paper mainly introduces the different forms of Chinese and Western etiquette reflected in greeting,visiting,negotiation etc, and analyzed the factors that affect the difference of etiquette between East and West Only have a clear understanding of the cultural differences between Chinese and Western etiquette and merge them reasonably effectively,can we build the cultural system etiquette that is suitable for Chinese contemporary society, and achieve the ideal of harmonious society

Key words : business etiquette; distinction; business exchange

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Contents

摘要 ………………........……………………………………………………………...............i Abstract ……………………………………………………………………………..................ii Introduction ………………………………………………………………………........ ......….1 Chapter One : Definition and Characteristics of Business Etiquette ………………....….........2 1.1 Honesty and tolerance ......................................................................................................2 1.2 The principle of moderate equality ..................................................................................2 1.3 The principle of sincerity and respect ..............................................................................3 1.4 Self-confidence and self-discipline.................................................................................. 3 Chapter Two : Comparison of Business Etiquette between Chinese and Westerners ...............4 2.1 Comparison of Etiquette for Business Greeting ............................................................. 4

2.1.1 Forms of Address........................................................................................................4 2.1.2 Position titles...........................................................................................................4

2.1.3 Professional title.........................................................................................................4 2.1.4 Nonverbal Greetings...................................................................................................5 2.2 Comparison in Etiquette for Business Visiting ................................................................5 2.3 Comparison of Etiquette for Business Negotiation .........................................................6 2.3.1 Comparison of negotiation strategies.........................................................................7 2.3.2. Comparison of Negotiation decisions.......................................................................7 2.3.3 Comparison of the Negotiation goal..........................................................................8 Conclusion .................................................................................................................................9 Works Cited………………………………………………………....................................... ..10 Acknowledgment ……………………………………………………………… ....................11

Introduction

Business etiquette is a code of conduct, which embodies mutual respect in the day-to-day business activities. It is also the norms for people who is engaged in commercial activities and business communications, in other words, how to master basic business activities, so you can meet the requirements for business; how to make yourself familiar with the norms and disclose your dignified demeanor ;how to avoid the embarrassing questions you encountered : such as dress wrong ,dining at a loss; how to eliminate a small matter ,which will have the unexpected negative image to the individuals or companies. Only have you know some Chinese knowledge and English etiquette all these problems can be easily solved .Therefore business etiquette helps to create good personal image and corporate image.

Business etiquette is made up of significantly more important things than just knowing which fork to use at lunch with a client. Unfortunately, in the perception of others, the devil is in the details. People may feel that if you can't be trusted not to embarrass yourself in business and social situations, you may lack the self-control necessary to be good at what you do. Etiquette is about presenting yourself with the kind of polish that shows you can be taken seriously. Etiquette is also about being comfortable around people (and making them comfortable around you)

People are a key factor in your own and your business' success. Many potentially worthwhile and profitable alliances have been lost because of an unintentional breach of manners.

Dan McLeod, president of Positive Management Leadership Programs, a union avoidance company, says, \me a boss who treats his or her employees abrasively, and I'll show you an environment ripe for labor problems and obviously poor customers relations. Disrespectful and discourteous treatment of employees is passed along from the top.\McLeod：2008) Which strongly emphasize the importance of courtesy, therefore , it’s necessary to know etiquette, especially the business etiquette.

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Chapter One The Definition and Characteristics of Business Etiquette

As regional and historical reasons, understandings of people from different regions and ethnic varies , as the development of whole world. Chinese people have attached great importance to the foreigners , especially the westerners ,trading between the two regions is becoming more and more frequent ,establishing good relations with western people is of great importance ,therefore ,knowing the business etiquette is essential . As China's reform and opening up the pace accelerated, people’s living and working in foreign exchanges increased. Understanding the content of foreign-related rituals and requirements, and mastering the skills of contacts with foreigners is particularly important. In the business occasions , how to make business etiquette effect completely and how to create the best interpersonal relationships is closely related to the principles of business etiquette , which can be concluded into four aspects:

1.1 honesty and tolerance

Honesty stresses the principle of credibility , Confucius , a great philosopher ,made the statement : people can’t live without credit , if you affiliate with your friends,honesty should be laid in the first place; Which also emphasize the principle of keeping promises. Trustworthiness is the virtue of the Chinese nation , in particular ,it is necessary to stress punctuality , and people should not delay when they go to the fixed appointments, meetings , talks and conferences, etc. One should not make promise so easily ,unless you are really sure about it ,or else you would end with a bad image of dishonest , especially in the business activity , honesty is of great importance . Tolerance is a great human thinking , the idea of tolerance is a magic weapon to create a harmonious interpersonal relationship in interpersonal exchanges .Tolerate others ,understand others and do not always pursue perfection. For a famous saying goes : failure is the mother of success . All in all ,if you consider things from

others’ position , I think you have found the best way to win friends ,to win business guests. 1.2 The principle of moderate equality

In the social field ,ritual behavior is always expressed as the two sides , for instance, if you treat your business guests sincerely and thoughtfully , others would show the identical courteous respond to your hospitality ,and they would become the potential regular customers . If you performed impatiently and hasty ,there is no doubt that you would get the same response .The purposes of this protocol must emphasize the principle of equality, equal exchanges between the two parts, for equality is the foundation to establish emotion with other people. If you want to maintain a good interpersonal relationship with your business partners or your customers , you should locate modesty in the first place ,because it is the essential way to make more friends. Moderate principle requires us to measure the criteria of etiquette , in accordance with specific circumstance , specific situation and the exercise of the corresponding ritual .For instance ,when doing business with some people both warm and

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urbane are required ,one can not be rude and frivolous ,lively and modest ,but lethargic and sophisticated.

1.3 The principle of sincerity and respect

Socrates had made a very famous statement: “ there must not be a gift to a friend, you have to contribute to your sincere love ,learning how to use legitimate means to win a person’s heart .”(Voice of English ，2005) Which tells us that if you contact with the people , sincere respect for the ritual is the primary principle . Only you treat others sincerely and courteously ,can you create a harmonious happy relations, for good faith and respect are complementary to each other. Sincerity is a practical and realistic approach to communicate with other people ,especially in the business activities , it can be directly reflected .Sincere and respect for the first performance with some people :do not lie ,not hypocrisy ,do not insult people ,the so called “cheating once ,for life no friends.” also the practical reflection of business dealing . Sincere dedication, be fruitful harvest, only sincere respect for the two sides can be affiliated, friendship for a long time. 1.4 Self-confidence and self-discipline

The principle of self-confidence is a mental health principle in the social occasion , especially in the commercial contact .Only someone is self-confident ,can he master things freely. Self-confidence is a very valuable psychological quality, people who have full confidence will not discourage when they encounter difficulties , on the contrary , they will counterattack when they are reduced to a rattrap, they are also willing to show their helping hand to people who are involved in jeopardy. People who are not confident enough will run into snags everywhere , even despair of their life .

In the process of social interaction and business communication , establishing a sense of moral values and norms of self-cultivation in the mind to our behaviors .Achieving the balance of self education ,self management and self-confidence correctly , placing a rational and active attitude to fulfill the great obligation the life leaves us , refusing self-righteous and arrogant . Nothing great can be achieved without these traits

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Chapter Two Comparison of Business Etiquette between Chinese and

Westerner

With the increasingly close business contacts , people’ conduct in the business exchange reflected more frequently in the past ,the actions and manners in business interactions can be best and directly embodied during their communications ,therefore , learning and understanding the appropriate business behaviors between Chinese and foreigners become special significant .

2.1 Comparison of Etiquette for Business greeting

All of us have heard of \to make a good first impression in business communication to achieve the purpose desired. In this subsection several aspects in the interaction of business greeting will be examined to see common grounds Chinese and English-speaking peoples share and what dissimilarities they have.

2.1.1 Forms of Address

In 2000 Ralph Fasold mentioned \get another person to understand the speaker's thoughts and feelings. At the same time, both people are using language in subtle ways to define their relationship to each other, to identify themselves as part of a social and to establish the kind of speech situation they are in.”From what he said we can conclude that address behavior is governed by politeness and successful maintenance of interpersonal relationships. So far,have been various definitions of address form made by various linguists and other scholars. 2.1.2 Position titles

In formal occasion, the chief guest and the host are usually addressed in the way of position titles. To address people by their position titles is to address them according to the positions they hold. This is the unique feature in business setting. People often address others in the manner of title plus name when they address others by their position title. For example, Mr. White.List is the president of IP International Investment Bank. People often address him `President White List'. Equally, businessmen often address \Jian\(胡建)，the General Manager of ABC Company, as \胡建总经理). It is worth notice that some former mannish professional form of address gets changed with the social progress. As more and more women achieve inary achievement in many varied areas. For example, it is believed that `Chairman' in English language can serve as an obvious example. A lot of women believe that `Chairman' is a word with sex discrimination. Therefore, people often use \2.1.3 Professional title

Businessmen in both China and the west often address others professional title. Compared with the position titles, the professional titles is much smaller. To address people

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by way of professional titles is to address them according to what profession they are engaged in to the tradition and development of society some professional titles are regarded as honorific such as professors, doctors while some other are derogatory, such as peddler, waiter, boy.

2.1.4 Nonverbal Greetings

Nonverbal greetings include nodding, smile, shaking hands, bowing and kissing. In different situation we choose different nonverbal greetings to show our graciousness and hospitality. American deaf-and-dumb woman once said: \can keep people thousands miles away; they can also be filled with sunshine and you can feel comfortable. . .” Shaking hands is the expression of mutual trust and respect, and it's a good way to send greetings in business situation. It is said that it was used by ancient knights to show his amicableness originally. When two knights met in the old times, they would put down the weapon in the hand and offer the hand in which the weapon had been held to each other and shake the hands with each other to show there was no weapon in the hand now. Gradually, this kind of ritual becomes a kind of etiquette of meeting to show friendliness to interact . In order to shake hands correctly in business.

2.2 The Comparison in Etiquette of Business visiting

Business visiting plays a very important role in business interactions, but every nation has their own practice when one is paying a visit in business Occasion.

In western cultural , the first step prior to visiting is to make an appointment for a visit to make sure whether the host is free or not. Due to the increasingly fast pace of life and work, business person in the west is afraid of interrupting others’ planned schedule unexpectedly, it's a common practice to make an appointment in advance. He/She often discusses the purpose , time and place before visiting. After mutual consultation, the two sides may decide on the time and place. Once the appointment is made, it must be rigidly observed. Chinese businessmen also observes the international practice to make an appointment before a formal visit, especially for the first formal visit in business setting. They, just as illustrated in E.Hall's theory of uncertainty avoidance, belong to those who try to avoid uncertainty. They may like to use \connected by telephone call or formal letter of request. If two Chinese business people have done business for many times, they will not make an appointment seriously before visiting. Sometimes they make an oral appointment like“我明天去你办公室找你。”or“下午去你办公室看看。”In Chinese tradition, advance notice or appointment is unnecessary between friends. Another reason is that they usually choose a day when the host is not much occupied to pay a visit according to the experience before.

In China, hosts rarely ask the guests to take off their gloves and caps although it's polite to put off gloves and caps when entering into the office in western culture. After being asked to sit down, the host may offer something to drink like tea or coffee. The offer is normally

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phrased as a question, such as\you like a cup of coffee?\The guest is expected to answer honestly, and if they say no, then the host will not offer any drink. If they accept the drink, they will be expected to drink it all before leaving. On the contrary,when the Chinese host ask the Chinese guest, \“随便(just any)\

During the visit, if a visit is for business rather than a socially one, the Westerners expect the visitors to come straight to the point, rather than go through lengthy preliminary chatting. However, Chinese visitors prefer to make some preliminary remarks in business visits to soften the atmosphere, assume close relationship or show concern for the host.

After finishing the business affairs, westerners often indulge a couple of minutes' small talk while preparing for leaving: On the other hand, the Chinese guest often stands up suddenly and moves to the door and bids farewell without giving notice in advance. The hosts always insist that the guests stay longer. Some fixed conversational formulas preceding leave-taking are:“请留步”, “不要送了” ,“再见”.And the common way for the host to respond,“请慢走”“请走好”.

2.3 Comparison of Etiquette for Business Negotiation

Business negotiations play an important role in foreign trade business between he two sides. However, as cultural differences have a direct impact on all aspects of business negotiations, people who lack sensitivity of cultural differences will evaluate people's actions, viewpoints, customs with their own cultural models, and this often leads to cultural conflict. So culture difference plays a very important role in Sino-U.S. business negotiation.

Businessmen have more or less experience of negotiation in business intercourse. To win or lose in business activities always depends directly on people can carve out their way to success negotiation.Therefore, \is everywhere in business circles\is a proverb that everyone knows in business circle. The negotiation which the businessmen hold is called business negotiation which is one of important activities in business. Broadly business negotiation is a debate between two Businessmen have more or less experience of negotiation in business intercourse. To win or lose in business activities always depends directly on people can carve out their way to success negotiation.Therefore, \in business circles\is a proverb that everyone knows in business circle. The negotiation which the businessmen hold is called business negotiation which is one of important activities in business. Broadly business negotiation is a debate between two parties for the purpose of reaching an agreement; haggling, bargaining and out are resorted to for passing an obstacle and bleaching out a conflict of opinion. According to conventional rules in business, business negotiation is counted as conciliating the conflicts of interest of the parties concerned. Just as John F. Kennedy said \一remembering on both sides that civility is not a

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sign of weakness, and sincerity is always subject to proof. Let us never negotiate out of fear. But let us never fear to negotiate\

2.3.1 Comparison of negotiation strategies

Based on objective differences, negotiators from different cultures presents the differences in decision-making form a sequential decision-making method and integrated decision-making method of conflict. Chinese-US negotiations, Chinese representatives at the outset by the parties concerned to abide by general principles and discuss common interests. Chinese negotiators think that general principle is the starting point for solving other problems. Only when the General principles identified, possible negotiations on the details of the contract. This \principles on details after\way of negotiating, China's negotiating strategy is one of the most obvious features.Americans believe that the world is made up of facts rather than a concept, so they do not believe too much of something purely rational. Negotiations during them specific rather than General, when faced with a complex negotiation task, sequential decision making method of Americans used to break large tasks into a series of smaller tasks. Price, delivery, warranties and service contracts, problem solving, solving a problem at a time, from beginning to end with concessions and commitments, the final agreement is the sum of a series of small agreements. Negotiations start, they went straight to the point-specific payments. They think the overall principle is optional, only truly to make progress in negotiations on specific issues. Negotiation strategy reflects the difference between the two different ways of thinking. Chinese people attach importance to integrated mode of thinking stems from China's traditional culture. Therefore, the negotiations, the Chinese delegates from the whole to the part, from big to small, from the General to the specific, \thinking. Therefore, they tend to pay great attention to details. They are practical, eager to discuss specific amounts at the outset, they regarded the contract which is integrated ,and to be legally binding .

2.3.2. Comparison of Negotiation decisions

Different decision mechanisms have their own different reasons. Chinese culture belongs to the high power distance cultures, experience from person to person, position, educational level and other aspects of the different lines of vertical relationships. Member of the Chinese negotiating team can only act in their own right, final decisions are often made by the superiors did not participate in the negotiations. United States culture is a low power distance culture. In the United States under the influence of the concept of equality, relationships are generally horizontal, AC is equal on both sides. Negotiations between business landscape (equal) relationship.They are informal, as equals, on proper business etiquette, civility ,seating and less attention. Negotiations the United States highlighting the role of the individual, will often specify a person solely responsible for the negotiation, is responsible for establishing the

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necessary decisions and to complete the necessary tasks, while the exercise of the corresponding rights, within its mandate, to make their own decisions . 2.3.3 Comparison of the Negotiation goal

Chinese negotiators attached particular importance to the establishment of long-term business relationships. For them, negotiations process is the process of building relationships and negotiations is aimed more for the establishment and development of a long term relationship, signed the contract on behalf of the beginning of a long-term and mutually efficient cooperation. If negotiations fail to establish relations of mutual trust on both sides trading often ended in failure. Americans believe that the ultimate objective of the negotiations was signed the contract for the realization of economic benefits. For the US side, contract signing is the first and fundamental task of the negotiations, is the embodiment of value of their personal interests. They each signed the contract as a separate process. Unlike the Chinese emphasis on friendly and cooperative partnership established, they focus more on the actual value of.

In the aspect of negotiation strategies, it is a common way for Chinese businessmen to discuss the general principle and common interest at the of the negotiation. They think the general principle is the point of solving all other problems and it is possible to discuss specific details Only when the is set down. On the western businessmen believe specific details are more important then the general principle. When the negotiation begins, they will go straight to discuss the specific details. When it comes to make decision in negotiation, there are also difference between the east and the west. The Chinese way is that decision comes from the result of collective negotiations. Generally, Chinese businessmen usually avoid making decision individually. Chinese businessmen will exchange their opinion with their colleagues or their leader before and after the negotiation. However, some in the west individual can represent Chinese culture, negotiators pay much attention to establish friendly relationship. They believe the course of negotiation is also the course of establishing relationship. The purpose of negotiation is to establish a long-term corporation. If the both sides fail to build the trust between them, the transaction will end up in nothing. In contrast, western businessmen consider the final result of negotiation is to sign a contract to realize economic benefits. represent the company to make decision after being empowered by the company. Last, thanks all of them again

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Conclusion

With the globalization of the world economy, organizations are culturally diverse in handling all kinds of business activities, especially multinational cooperation. More and more business people have become aware of the strong impact from culture. And they should have a good understanding of the other business etiquette culture beforehand, which is beneficial for both sides of the business people. Only in this way will it be possible for them to expand their business and make it more prosperous.This thesis mainly tells us some principles of exchanging in business occasions,

which would be beneficial to those who want to do business with people who from different areas and cultures ,meanwhile ,what you should remember is to be courteous and thoughtful to the people around you, regardless of the situation. Consider other people's feelings, stick to your convictions as diplomatically as possible. Address conflict as situation-related, rather than person-related. Apologize when you step on toes. You can't go too far wrong if you stick with the basics you learned in Kindergarten. (Not that those basics are easy to remember when you're in a hard-nosed business meeting!).

With the development of society, the business relations are getting wider and wider. A variety of business contacts gradually formed a code of conduct and guidelines, which can help us survive in the society , coordinate human relations and human and social relations. It is also beneficial to promote communication and cooperation. The thesis will be helpful to us; especially to those who would like to engage themselves in international trade and business exchanges .

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Works Cited

[1]Martin, J. N. and Nakayama, T. K. 2004, Experiencing Intercultural Communication: an Introduction [M]. McGraw Hill: Boston.

[2]De Mente, B. L. 1994. Chinese Etiquette and Ethics in Business [M]. Lincolnwood, IL; NTC Publishing.Corp.

[3]Hsu, F. L. 1981.American and Chinese:Passage todifferences. Honolulu [M].University of Hawaii.

[4]Hall, E. T. 1976. Beyond Culture [M]. New York,NY:Random House. [5]胡文仲，1999, 文化与交际[M]. 北京:外语教学与研究出版社. [6]胡文仲，1999, 文化交际学概论[M]. 北京:外语教学与研究出版社. [7]胡文仲，2004, 超越文化的屏障[M]. 北京:外语教学与研究出版社. [8]郭桃桃，2004, 论跨文化交际中的文化障碍[M].湖南师范大学教育科. [9]贾玉新，2003，跨文化交流学[M]. 上海:上海外语教育出版社. [10]金正昆，1998, 商务礼仪教程[M]. 北京:中国人民大学出版社.

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Acknowledgment

At the point of finishing this paper, I would like to express my sincere thanks to all the people who have offered me generous help and valuable suggestions in the course of my writing this paper. My deepest gratitude goes first and foremost to my dear supervisor, whose guidance and useful advice have ensured the accomplishment. In the past Three years, although Miss Xu had never given me lessons and did not know me, she was quite outgoing and kind when we met at the first time, and then gave me much advice about the title and outline of my paper. Later, she not only walk through and modify each draft again and again, but send me some new inform from school in time. Without her consistent and illuminating instruction, this paper could not have reached its present form.

Last but not the least, my thanks would go to my beloved family, friends and my colleagues. The forth year may be my busiest year in my university. My loving family and friends offered their substantial support and relevant information to me on many aspects. Because in a foreign company, my colleagues generally told me many different customs and culture, which offered lots of first hand information about the topic of my paper. Finally, thank all of them again.

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