中西方商务礼仪(英文)

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第一篇:中西方商务礼仪(英文)

Different Business Etiquette between China and the

West

I.Introduction

Business etiquette is a kind of civilization accumulation of human being.It becomes fixed during the business communication, being handed down from generation to generation.It is also a kind of standard behavior observed by the businessmen in their communication.Different countries have different culture traditions, so their business etiquette is also different from one another.There are great cultural differences between the cultural cores of Confucian in China and the cores of Christian in the West, which leads to some differences in the business etiquette between China and West.II.The Influence of Cultural Differences on Business Etiquette Differences Between China and the West

Generally speaking, the differences on business etiquette between China and the West are influenced by several cultural factors, such as values, view of time, view of space, view of diet, verbal habits and nonverbal.The paper mainly focuses on time and space approach.2.1 From the approach of time

Thoreau once said,“If a man does not keep pace with his companions, perhaps it is because he hears a different drummer.”Now, we use the phrase “the beat of a different drummer”to explain any different pace of life.The attitudes toward time vary from culture to culture.And it is understandable that people of different cultures hold different views toward time.When it comes to international business, the view of time can be divided into two types, such as monochromic time and polychromic time.Countries that follow monochromic time perform only one major activity at a time, while countries obeying polychromic time perform several activities simultaneously.(Jeanette S.113)The United States is a monochromic culture.In monochromic culture, time is regarded as something tangible.Time is seen as linear and manageable.Therefore, people concentrate on the task at hand, taking time commitments seriously and being accustomed to short-term relationships.For example, in the West, time is a kind of precious and limited resource.The business people attend the business meeting on time.If someone was late, he would be considered to be lack of honesty.And the U.S.business people always expect to solve their business problems within twenty to thirty minutes.In monochromic cultures, it is considered a rude to do two things at once, such as reading a journal in a meeting or answering the telephone while someone is in your office.Schedules and keeping appointments are consistent with value of people in monochromic cultures.Chinese people are typical example of polychromic cultures.Chinese people are well adapted to doing several things at once and do not mind interruptions.In their opinion, people are more important than schedules to members of polychromic cultures.Their lifestyle is less organized than that of monochromic people.In their eyes time is just like a circle that does not have the end.So Chinese people are highly distracted and subject to interruptions.They consider time to be casual and flexible.For example, to most Chinese today, time simply flows from one day to the next.If a job is not done today, maybe it will be done the next day or the next.And the business meeting would generally last for several hours.Compared with the Westerners, few Chinese equate time with money.When foreign businessmen arrive in China, most Chinese will make them settle down in hotels and give them an opportunity to rest up.Because Chinese do not expect them to immediately rush into business.However, generally this arrangement will be politely but firmly rejected by visitors.When Chinese are involved in international business, they will get familiar with the Western concept“time is money”.But they do not automatically relate it to the pace of business.Besides, Chinese do not pay much attention to the appointment.Sometimes even if there is an appointment, the Chinese would not stick to it seriously.When people of different cultures interact, misunderstandings often arise as a result of different time view.For instance, in the Western countries, the business contact would be pre-arranged within three to four weeks.Business people pre-arrange the business contact at least two weeks in America.The appointment is holy to Americans.In the business communication, if someone asks to have a business contact at the last minute, he will be considered to make trouble or insult the others.On the contrary, the Chinese people pay more attention to relationship.In their business activity, if there is an important person need to be contacted, they could cancel the primary appointment to meet him.It is unacceptable to American business people.This example shows the cultural differences in time sense between China and the West.And it becomes increasingly important as modern business communications put more and more businessmen in daily contact.If we are to avoid misunderstanding, we need to know better about our own cultural biases and those of others.(Wen Yaoqing, 127)2.2 From the approach of space Space, is the physical distance between people when they are interacting.It is deeply influenced by culture.When people are having a conversation, the distance between them changes dramatically from one culture to another.Generally speaking, there are four zones when U.S.people interact: the intimate zone, the personal zone, the social zone, and the public zone.The intimate zone, less than 0.46 meters, is reserved for a close friend.And it appears briefly when the business colleagues shake hands.The personal zone, from 0.46 meters to 1.2 meters, is used for giving instructions to someone in an office.The social zone, from 1.2 to 3.6 meters, is used for impersonal and formal business meeting.The public distance, over 3.6 meters, is the most formal zone.(Lillian H.83)Americans tend to need more spaces than Chinese.When having a conversation with Chinese, Americans will back away for the Chinese partner is standing too close.Standing too close to someone in the United States may leave a bad impression on the others, as it implies the person is upset, overbearing, or he is making sexual advances.These negative positions should be avoided in the United States.In China, people prefer to stand close to each other and they think it is a normal and friendly way to communicate with each other.Besides, the arrangement of desks, chairs, and conference table also feature the different styles of communication.When the United States people are conversing, they prefer the face-to-face arrangement of chairs whereas the Chinese prefer side-by-side arrangement.They like this arrangement because they could avoid direct eye contact through it.IV.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.References

Du, Li.(2004).Comparison of Wine Culture between China and the West.Culinary Science Journal of Yangzhou University,(l):l-4.Jeanette S.,Martin.Global Business Etiquette.Westport,CT:Praeger,2006.Lillian H., Chaney.Intercultural Business Communication.Upper Saddle River, NJ : Prentice Hall, 2004.Wen,Yaoqing.“Comparison analysis of multinational business culture”.《International business research》,4(2001):p121-30

第二篇:中西方商务礼仪差异

武汉纺织大学外经贸学院

商务礼仪(小论文)

课题名称:

完成期限: 2013年10月01日至 2013年10月31日

学院名称 外经贸学院专业班级 工商管理21102 学生姓名 江 津 学 号 1014221075 指导教师 陈晓燕 指导教师职称 副教授 学院领导小组组长签字

绪论„„„„„„„„„„„„„„„„„„„„„„„„„„„„„„„„„1

一、商务礼仪的内涵„„„„„„„„„„„„„„„„„„„„„„„„„„2

(一)礼貌„„„„„„„„„„„„„„„„„„„„„„„„„„„„2

(二)礼节„„„„„„„„„„„„„„„„„„„„„„„„„„„„2

二、中西语言文化差异„„„„„„„„„„„„„„„„„„„„„„„„„3

(一)中西方礼尚交往的区别„„„„„„„„„„„„„„„„„„„„3

(二)不同文化背景下的商务礼仪„„„„„„„„„„„„„„„„„„3

三、中西方文化背景的差异„„„„„„„„„„„„„„„„„„„„„„„3

(一)交际语言的差异„„„„„„„„„„„„„„„„„„„„„„„4

(二)餐饮礼仪的差异„„„„„„„„„„„„„„„„„„„„„„„4

(三)中西方服饰礼仪的差异„„„„„„„„„„„„„„„„„„„„4 结论„„„„„„„„„„„„„„„„„„„„„„„„„„„„„„„„„5 参考文献„„„„„„„„„„„„„„„„„„„„„„„„„„„„„„„6

绪论

中国一向是礼仪之邦,礼仪对每个中国人来说是非常重要的,无论是会见亲朋好友或者是在人与人的打交道上,都离不开礼仪。礼仪被认 为是一个人道德修养的表现,一个人若毫无礼仪可言,那么他在学习或工作时都将不会很顺利,因为没有人愿意和这样一个人相处。如今随着世界经济的发展,特别是全球经济一体化的不断形成,各国间的联系加强,商务往来增多,如何才能在众多企业中脱颖而出,除了需要卓越的能力外,还要掌握有效沟通及妥善人际关系,建立良好优雅的企业形象,此时,商务礼仪便起到了一个十分重要的作用。商务礼仪顾名思义就是商务活动中对人的仪容仪表和言谈举止的普遍要求,体现了人与人之间的相互尊重,同时也约束了商务活动中的某些方面。而在商务往来中,任何一个表现都可能会导致意想不到的结果,也许是一块手表,也许是一顿晚餐。学习商务礼仪最主要的是可以提高个人的素养。比尔盖茨曾讲过,企业竞争,是员工素质的竞争,进而到企业,就是企业形象的竞争,教养体现细节,细节展示素质。可见一个人的素养高低对企业的发展是多么重要啊!其次是为了交际应酬,因为商务活动中毕竟是离不开这个的,在不同的交往活动中我们会遇到不同的人,而面对不同的人怎样进行交往也是一门艺术,如何让人感到舒服,却又没有拍马屁的嫌疑是非常关键的。最后便是有助于维护企业形象。在商务交往中,个人便代表了整体,个人的所作所为,一举一动,一言一行,就是企业的典型活体广告。

东西方商务礼仪的差异

一、商务礼仪的涵义

商务礼仪是指在商务活动中的礼仪规范和准则。它是一般礼仪在商务活动中的运用和体现,在内容上比一般的人际交往礼仪更为丰富。同一般的人际交往礼仪相比,商务礼仪具有很强的规范性和可操作性,并且与商务组织的经济效益密切相关。商务礼仪具体表现为礼貌、礼节、仪表、仪式等方面。

(一)礼貌

礼貌是指人们在商务活动中展现出来的得体的风度和风范。礼貌是礼的行为规范,是指人在仪容、仪表、仪态、语言和动作上待人接物的表现。礼貌主要通过言语和动作表现对他人的谦虚和恭敬,它是一个人文化层次和文明程度的体现。良好的教养和道德品质是礼貌的基础,我们可以通过自觉的培养和必要的训练,养成良好的礼貌习惯。在日常生活和工作环境中,习惯的微笑、主动打招呼、善意的问候、得体的举止等都是礼貌的反映。商务交往中有礼貌的人往往热情大方、待人谦恭、行为举止得体,显得很有教养。在商务会面时,他会自觉地向对方问好,行致意礼或握手礼,说话彬彬有礼,一切礼仪的运用看上去自然和谐。

(二)礼节

礼节是指人们在社会交往过程中表示出的尊重、祝颂、问候、哀悼等惯用的形式和规范。礼节是礼的惯用形式,是礼貌的具体表现方式。比如现代商务交往中,初次见面要行握手礼、交换名片等礼节。礼节从形式上看,具有严格规定的仪式;从内容上看,它反映着某种道德原则,反映着对人的尊重和友善。在行握手礼时,长辈、上级、女士先伸手,晚辈、下级、男士才能伸手相握;交换名片时一般是地位低的先向地位高的递名片,对方人员较多时,先 将名片给职务高或年龄大的,分不清职务时,按照座次递送名片,这都是礼节。在国际交往中,由于各国的风俗习惯和文化的不同,礼节的具体表达具有明显的差异。例如,握手、点头、拥抱、鞠躬、合十、碰鼻子、折肚皮等,都是礼节的表现形式,而且不同国家、地区和民族的表达形式不同。礼节是社会交往中人与人之间约定俗成的“法”,是必须遵守的表示礼仪的一种惯用形式。因此,我们平时应十分注重不同礼节的具体运用,以避免出现“失礼”行为而影响商务活动的进行。

二、中西语言文化差异

(一)中西方礼尚交往的区别

近代历史上有两则故事,相信大家会比较熟悉。故事一是:李鸿章曾应俾斯麦之邀前往赴宴,由于不懂西餐礼仪,把一碗吃水果后洗手的水喝了。当时俾斯麦不了解中国的虚实,为了不使李鸿章丢丑,他也将洗手水一饮而尽,见此情景,其他文武百官只能忍笑奉陪。还有一个故事是:一个国民党军官携夫人去机场迎接来自美国的顾问。双方见面后,美国顾问出于礼貌说:“您的夫人真漂亮!”军官甚感尴尬又不免客套一番:“哪里,哪里!”在中国,这本是一句很普通的客套话,可是蹩脚的翻译却把这句话译成:where?where?美国顾问听了莫明其妙,心想:我只是礼貌地称赞一下他的夫人,他居然问起我他的夫人哪里漂亮?于是他只好说:“从头到脚都漂亮!”这两个故事都是由于中西文化差异闹出的礼仪上的笑话。通过以上两则小故事可体现出:了解中西方礼尚交往之间的习惯差异是很有必要的。往大处来说,一个国家无论是在政治上,还是在经济贸易中,了解对方国家的礼仪习惯,将有利于各国之间的交往。从小处来讲,一个人了解对方的礼仪民间习惯,是对对方的尊重,容易给对方留下一个好印象,以便交往的顺利进行。随着东西方文化的不断发展,东西方的礼仪正在相互融合,西方人逐渐地接受了东方文化中重情感等合理因素,东方人也逐渐地接受了西方文化中先进文明的礼仪和交往方式。

(二)不同文化背景下的商务礼仪

跨国商务活动中,不同文化背景下的理解和沟通是极其重要的。人们在进行跨文化交流时,很容易出现误解。虽然将一种语言翻译成另外一种语言时,基本上可以直接而准确传达信息,但是实践中也出现过因语言差异而造成国际商务活动失败的案例。例如,百事可乐公司的“七-UP”(七喜)牌汽水在上海一直销路不畅,经过调查才发现,这个品牌用上海方言来说即为“去死”,上海人当然是不会去买这“去死”牌汽水了。再比如,法国雪佛莱汽车公司对“诺瓦”牌轿车在拉美地区的销售状况很是沮丧,随后才发现该品牌在西班牙语中的意思是“不

走”。最终,雪佛莱公司只好改变销往拉美国家的汽车品牌。

所以从种种生活中的小例子可体现出:所以说,对商务活动中难以理解事情的分析,从文化背景角度上考虑往往能得出正确的结论。与其他领域相比,许多国家的商界对跨文化活动 较为敏感。来自《1995国家竞争报告》的研究显示,对跨国文化的理解程度最高的是瑞士,其下依次是新加坡、荷兰、马来西亚和瑞典,中国排在墨西哥之后列第十六位。在跨越文化鸿沟时,要有一双倾听的耳朵,敞开理解的胸怀,这样双方的沟通才不是一件难事。

三、中西方文化背景的差异

(一)交际语言的差异

日常打招呼,中国人大多使用“吃了吗?”“上哪呢?”等等,这体现了人与人之间的一种亲切感。可对西方人来说,这种打招呼的方式会令对方感到突然、尴尬,甚至不快,因为西方人会把这种问话理解成为一种“盘问”,感到对方在询问他们的私生活。在西方,日常打招呼他们只说一声“Hello”或按时间来分,说声“早上好!”“下午好!”“晚上好!”就可以了。而英国人见面会说:“今天天气不错啊!”

(二)餐饮礼仪的差异

中国人有句话叫“民以食为天”,由此可见饮食在中国人心目中的地位,因此中国人将吃饭看作头等大事。中国菜注重菜肴色、香、味、形、意俱全,甚至于超过了对营养的注重,只要好吃又要好看,营养反而显得不重要了。西方的饮食比较讲究营养的搭配和吸收,是一种科学的饮食观念。西方人多注重食物的营养而忽略了食物的色、香、味、形、意如何,他们的饮食多是为了生存和健康,似乎不讲究味的享受。

在餐饮氛围方面,中国人在吃饭的时候都喜欢热闹,很多人围在一起吃吃喝喝,说说笑笑,大家在一起营造一种热闹温暖的用餐氛围。除非是在很正式的宴会上,中国人在餐桌上并没有什么很特别的礼仪。而西方人在用餐时,都喜欢幽雅、安静的环境,他们认为在餐桌上的时候一定要注意自己的礼仪,不可以失去礼节,比如在进餐时不能发出很难听的声音。

(三)中西方服饰礼仪的差异

古今中外,着装从来都体现着一种社会文化,体现着一个人的文化修养和审美情趣,是一个人的身份、气质、内在素质的无言的介绍信。从某种意义上说,服饰是一门艺术,服饰所能传达的情感与意蕴甚至不是用语言所能替代的。在不同场合,穿着得体、适度的人,给人留下良好的印象,而穿着不当,则会降低人的身份,损害自身的形象。在社交场合,得体的服饰是一种礼貌,一定程度上直接影响着人际关系的和谐。影响着装效果的因素,重要的一是要有文化修养和高雅的审美能力,即所谓“腹有诗书气自华”。二是要有运动健美的素质。健美的形体是着装美的天然条件。三是要掌握着装的常识、着装原则和服饰礼仪的知识,这是达到内外和谐统一美的不可或缺的条件。西方人注重身份,把衣服变成象征,中国注重韵味。如果说西方服饰文化刻意追求表现人体美,而完全忽视了服饰伦理,那么,中国服饰文化由于受到传统的伦理价值观念的影响还或多或少地保留着一些道德上的体统。而最能代表我们国家的是中山装,西方代表装是西装。

结 论

商务礼仪乃商务人员交往之艺术,只有在商务交往中做到“约束自己,尊重他人”才能使商务活动在更轻松更愉快地氛围中顺利进行。可以说,正确运用商务礼仪既是一个人内在修养和素质的外在表现,又是企业展示形象,塑造企业文化的一种艺术。因此,只有正确掌握商务礼仪才能有助于提高我们自身素质修养。从而,更好改善人际关系,通过自身良好的礼仪展示,树立良好的企业形象。

参考文献:

[1] 汪洪梅.礼仪在商务活动中的作用分析[J];科技信息(学术研究)2007(33)[2] 吕维霞.现代商务礼仪及其发展的新特点[J]国际商务;对外经济贸易大学报 2004(03)[3] 郭 华.浅谈商务礼仪在商务活动中的作用[J];黑龙江科技信息 2009(26)

第三篇:中西方餐饮文化商务礼仪

中西方餐饮文化商务礼仪

不同的名族和国家存在着各具特色的饮食文化,具有浓郁的名族性和多样性的特点。从跨文化的角度揭示中西方餐饮文化的差异和不同,可以使人们理解其深刻的文化内涵,探究其文化底蕴,提高跨文化意识。

餐饮文化由于地域、环境、风俗习惯等因素的影响,会出现在原料、口味、饮食习惯上的不同程度的差异。中西文化之间的差异造就了中西饮食文化的差异,而这种差异来自中西方不同的思维方式和处世哲学。中国人注重“天人合一“,西方人注重“以人为本”。

中国餐饮文化的历史源远流长。古有民以食为天、丰衣足食之说,今有人是铁,饭是钢,一顿不吃饿得慌的俗语。人们把饮食文化作为生活的重要部分,常以饮食的好坏来衡量生活水平的高低。而盛大的节日也都与饮食相关联。由此可见,自古以来,中国人对饮食的重视一直延续至今。

另一方面,作为东方礼仪之邦,重视宴席座次礼仪、受礼仪是中国人数千年的传统。据有关史料记载,至少在周代,我国饮食礼仪就已经初步形成,经过不断地发展变化,逐渐形成体系,并对西方餐饮文化产生一定影响。

随着时代的变迁,饮食文化正向多元化发展。自清代以来,一些西餐礼仪被引进。中西餐餐饮文化的交流,使得餐饮礼仪更加科学合理。

在中国,圆形餐饮颇受欢迎。因为圆形的可以坐更多人,而且大家可以面对面坐,一家之主的身份并不像西方长形餐饮上很清楚地通过他的座位而辨认。客人应该等候主人邀请才可坐下。主人必须注意不可叫客人坐在靠近上菜的座位。此为一大忌。必须等到所有人到齐才可以开始任何形式的进餐活动———即使有人迟到也要等。进餐期间,主人必须承担一个主动积极的角色———敦促客人尽情吃喝是完全合理的。中式菜肴大多数不会只有一种材料,通绿色蔬菜做伴菜,如芹菜或青椒,衬托粉红色的猪肉。一顿饭不会只有一款菜肴,通常同时常有其他伴菜或配料衬托主菜,以做出色香味俱全的菜肴,例如烹煮猪肉,会以爽脆的端上两款、甚至四款菜肴,且每款菜肴都要色香味俱全,端上次序则以菜肴的搭配为配。

除了汤之外,席上一切食物都用筷子。可能会提供刀具,但最好是用筷子大前题,通常同类的菜肴会同时端上,不会前后分别端上,总之整顿饭都要讲求协调的搭。筷子是进餐的主要工具,因此千万不可玩弄筷子。不可用筷子敲击其他物品,更不可以用筷子对人指指点点或打手势示意。绝对不可吸吮筷子或把筷子插在米饭中,这是大忌,被认为是不吉利的。再有,不可用筷子在一碟菜里不停翻动,应该先用眼睛看准你想取的食物。当你用筷子去取一块食物时,应尽量避免碰到其他食物。吃完饭或取完食物后,要将筷子放回筷子座。一席中式餐饮如果没有茶便称不上正式了。为此,尽可能贮存不同品种的茶,以便照顾到客人不同的品茶需要。有关茶的问题,应该注意一些事宜。座位最近茶壶的人应该负责为其他人和自己斟茶———斟茶的次序按照年岁,由最长者至最年青者,最后为自己斟。当他人为你斟茶时,礼节上应该用手指轻敲桌子,这样做是对斟茶者表示感谢和敬意。

一席中式餐饮如果没有茶便称不上正式了。为此,尽可能贮存不同品种的茶,以便照顾到客人不同的品茶需要。有关茶的问题,应该注意一些事宜。座位最近茶壶的人应该负责为其他人和自己斟茶———斟茶的次序按照年岁,由最长者至最年青者,最后为自己斟。当他人为你斟茶时,礼节上应该用手指轻敲桌子,这样做是对斟茶者表示感谢和敬意。

西餐菜单上有四或五大分类,分别是开胃菜、汤、沙拉、海鲜、点心等。应先决定主菜。主菜如果是鱼,开胃菜就选择肉类,在口味上就比较富有变化。西餐的第一道菜是头盘,也称为开胃品。开胃品的内容一般有冷头盘和热头盘之分。味道以咸和酸为主,数量少,质量较高。和中餐不同的是,西餐的第二道菜就是汤。大致可分为清汤、奶油汤、蔬菜汤和冷汤等4类。鱼类菜肴一般作为西餐的第三道菜,也称为副菜。通常水产类菜肴与蛋类、面包类、酥盒菜肴品都称为副菜。肉、禽类菜肴是西餐的第四道菜,也称为主菜。最有代表性的是牛肉或牛排。蔬菜类菜肴可以安排在肉类菜肴之后,也可以和肉类菜肴同时上桌,所以可以算为一道菜,或称为一种配菜。蔬菜类菜肴在西餐中称为沙拉。西餐的甜品是主菜后食用的,可以算做是第六道菜。它包括所有主菜后的食物,如布丁、冰淇淋、奶酪、水果等。西餐的最后一道是上饮料,咖啡或茶。

使用刀叉时,从外侧往内侧取用刀叉,要左手持叉,右手持刀。切东西时左手拿叉按住食物,右手拿刀切成小块,用叉子往嘴里送。用刀的时候,刀刃不可以朝外。进餐中途需要休息时,可以放下刀叉并摆成“八”字形状摆在盘子中央,表示没吃完,还要继续吃。每吃完一道菜,将刀叉并排放在盘中,表示已经吃完了,可以将这道菜或盘子拿走。如果是谈话,可以拿着刀叉,不用放下来,但不要挥舞。不用刀时,可用右手拿叉,但需要作手势时,就应放下刀叉,千万不要拿着刀叉在空中挥舞摇晃,不要一手拿刀或叉,而另一只手拿餐巾擦嘴,也不要一手拿酒杯,另一只手拿叉取菜。任何时候,都不要将刀叉的一端放在盘上,另一端放在桌上。

不要在餐饮上化妆,用餐巾擦鼻涕。用餐时打嗝是大忌。取食时,拿不到的食物可以请别人传递,不要站起来。每次送到嘴里的食物别太多,在咀嚼时不要说话。就餐时不可以狼吞虎咽。对自己不愿吃的食物也应要一点放在盘中,以示礼貌。不应在进餐中途退席。确实需要离开,要向左右的客人小声打招呼。饮酒干杯时,即使不喝,也应该将杯口在唇上碰一碰,以示敬意。当别人为你斟酒时,如果不需要,可以简单地说一声“不,谢谢!”或以手稍盖酒杯,表示谢绝。

有人说,中国文化思想内核是“群体意识”,西方文化的思想内核则是“个体意识”。所以西方人即使请客吃饭,也是各点各的菜、各喝各的酒,以免吧自己的意志强加于人。中国文化则认为个人的意志,必须服从群个体的共同意志。其目的既然意在人情,意在血缘,则其方式礼仪,自认也就以和为贵了,因此中国人爱聚餐、喜共食、讲和合。

①两种不同的饮食观念

对比注重“味”的中国饮食,西方是一种理想饮食观。这种理性使之在自然科学上、心理学上、方法论上实现了突飞猛进的发展,但却大大阻碍了如饮食文化的发展。西餐讲究营养、菜色的搭配,讲究餐具与服务,但滋味上各种原料互不相干、调和,各是各的味,较为单一。

而在中国的烹调术中,对美味追求几乎达到极致。这也是中餐在世界各地广受欢迎的主要原因。遗憾的是,当我们把追求美味作为第一要求时,我们却忽略了食物最根本的营养价值。“名义食为天”的后半句是“食以味为先”,就是这种对美味的追求,使不够营养成为中国哲学丰富的辩证法思想,一切以菜的味的美好、协调唯独,度以内的千变万化就决定了中国菜的丰富和富于变化,决定了中国菜菜系的特点。

②饮食方式的不同

中西方的饮食方式有很大不同,这种差异对名族性格也有影响。

在中国,任何一个宴席,不管是什么节日的,都只会有一种形式,就是大家团团围坐,共享一席。筵席要用圆桌,这就从形式上造成了一种团结、礼貌、共趣的气氛。美味佳肴放在一桌人的中心,它既是一桌人欣赏、品尝的对象,又是一桌人感情交流的媒介物。虽然从卫生的角度看,这种饮食方式有明显的不足之处,但它符合我们名族“大团圆”的普遍心态,反映了中国古典哲学中“和”这个范畴对后代思想的影响,便于集体的情感交流,因而至今难以改革。

西式宴席上,食品和酒尽管非常重要,但实际上那是作为陪衬。宴会的核心在于交谊,通过与邻座客人之间的交谈,达到交谊的目的。与中国饮食方式的差异更为明显的是西方流行的自助餐,这种方式便于个人之间的情感交流,不必将所有的话摆在桌面上,也表现了西方人对个性、对自我的尊重。但各吃各的,互不干扰,缺少了一些中国人聊欢共乐的情调。③餐饮上用语的差异

中西方在请客吃饭上的文化差异也要注意,否则会引起笑话。

中国人热情好客,请客吃饭时一般都要菜肴满桌,但无论菜多么丰盛,嘴上总要谦虚的说:“没什么好吃的,菜做的不好,随便吃点。”然而,当英美人听到这样的客套话,会觉得很反感:“没什么吃的,又何必请我?菜做得不好,又为什么要拿来招待我?”按照中国的习俗,为了表示礼貌,习惯上会一再劝客人多吃点,而中国人往往是“言不由衷”,明明肚子饿,嘴上却说:“我饱了,不用了。”

而英美人招待客人一般没那么讲究,简简单单三四道菜就可以了。用餐时,一般主人会说:“Help yourself, please!”英美人待客尊重个人意志,讲究事实就是,一再问客人要不要食物或者强塞食物给客人,是很不礼貌的。所以,当主人给你添菜或问你要什么时,如果你想吃的话,可以直接了当的回答说要。在客人在用餐期间,一定要赞美主人所准备的食物好吃,称赞主人的手艺好,否则不管你吃得多饱,主人都不会高兴。

所以,中西方餐饮文化差异归根结底还是感性和理性之间的差异。文化促进饮食的形成,饮食反映出各国的文化。但是,这种差异似乎在随着科学的发展和世界的交流而变得模糊。中西方餐饮文化相互影响,相互结合,使两者更趋于完善、科学。

第四篇:商务礼仪 英文

Business negotiations etiquette Abstract

Business etiquette is a manifestation of mutual respect of conduct in business activities.Core business etiquette is an act of criteria, used to constrain all aspects of our daily business activities.The central role of business etiquette is to reflect the mutual respect between people.As business leaders identity negotiators, in business negotiations should follow the etiquette of negotiations three elements that focus on instrumentation demeanor, attention to language arts, to comply with etiquette disciplines.In the event a successful business negotiation, negotiation etiquette is not necessarily comply with the success of the negotiations decision criteria.If you violate negotiations etiquette, but it will cause a lot of unnecessary trouble, even be a threat to reach an agreement Key words:

Business etiquette

Business negotiations

Business negotiation, which means refers to negotiate in social life, the parties to meet their needs and safeguard their own interests, the two sides properly carried out to solve a problem.Business negotiations, is the negotiation of a transaction for the realization of active buyers and sellers of goods or services on a variety of trading conditions The role of business etiquette in business negotiations 1.Regulate behavior in business dealings, people interaction, interaction, mutual cooperation.If you do not follow certain norms, the two sides on the basis of lack of collaboration.Among the many commercial specifications.Etiquette can make people understand what should be proud of what not to do, what to do and what not to do, and help determine the self-image, respect for others, to win the friendship.2.Etiquette is an information transfer information, this information may be expressed by respected, friendly, sincere and so emotional, so that people feel warm.In business activities.Proper etiquette can get each other's goodwill, trust.Thus helps to develop their career.3.Promote feelings in business activities, along with in-depth exchanges.The two sides will probably have some emotional experience.It is expressed as the emotional state of two kinds: one empathy, another emotional rejection.Etiquette is easy to make mutual attraction, promote feelings, leading to the establishment and development of good relationships.Conversely, if not speak etiquette, vulgar, then it is easy to generate feelings of exclusion, resulting in interpersonal tensions.To each other creating a bad impression.4.Establish the image of a man etiquette, it will establish a good personal image in front of everyone;members of an organization etiquette, it will establish a good image for your organization, won the public's admiration.In addition to a modern market competition beyond competitive products.Even more apparent in the image of the competition.One has a good reputation and image of the company or business, it is easy to gain the trust and support of all sectors of society, can be in an invincible position in the fierce competition.So, business people always pay attention to etiquette, both good qualities embodied individuals and organizations, but also the need to establish and consolidate a good image.Business negotiations etiquette(1)Business etiquette before preparing negotiations 1.Pay attention to the choice of the negotiations.The two sides agreed to negotiate the time to go through the party alone can not decide, otherwise it is rude.To select the most favorable time for one's own negotiations.Avoid mind at a low ebb when, after continuous hard work, the market is not conducive to their next negotiations.2.Pay attention to the choice of the place of negotiations.Negotiating the best place to fight in their own familiar environment.If we failed to do, or at least should be selected in the two sides are not familiar with neutral venues.To carry out several rounds of negotiations, venue should turn swaps, to ensure fairness.3.Preparation of negotiators.First, negotiators choice.Select negotiators to meet in the business etiquette of the principle of reciprocity, that is, one's own negotiators to negotiate with each other to represent the identity and position of a peer;secondly, apparel choice negotiators.Men's best to wear a suit or tunic, skirt or suit ladies should wear formal clothing, etc., to each other in order to mature, full of sincerity impression.4.Negotiations reception preparations.Negotiators from the shuttle, to place and time to negotiate arrangements, hotel reservations, dining and entertainment, the entire process must be carefully prepared, deliberately, always reflect the negotiation opponent's respect and courtesy, to show a good image of the company, lay the foundation for the success of the negotiations.5.Ready to negotiate data.First, before the negotiations on the subject of negotiations, content, agenda fully prepared to draw up plans, objectives and the subject of negotiations.Secondly, a detailed collection and negotiations related materials, such as party strength, political and legal system and market themes, etc.Also, negotiators gather basic information, such as work experience, hobbies, social customs and other aspects of content.(2)Etiquette In business negotiation

1.Negotiations seating etiquette.Business negotiations by the number of groups involved in the negotiations can be divided into bilateral negotiations and multilateral negotiations.Bilateral negotiations on multi-use rectangular table, usually host and guests sit opposite, each side.Negotiating table generally transverse to the door, guests sit door, back door and sit hosts.Sitting among the parties responsible person, in accordance with his position followed by the remaining staff sit around, based on respect for the principle of the right;multilateral sentenced to use more short rostrum, referring to the negotiations to set up a room facing the main entrance of the podium, then all other parties back to the main entrance, facing the podium were seated.Representatives of the parties came to speak in turn.In addition, subject to seating arrangements, the best place to seat and seat licensing arrangements hostesses be guided seats to avoid sitting in the wrong position.2.Negotiations meet etiquette.First of all, pay attention to the beginning of the meeting etiquette.More formal negotiations occasions, etiquette rules introduced is first introduced high status.After the introduction of low status, in principle, if the equal status, long after the first child's compliance.Was introduced to smile to indicate what should stand up and use some polite language, such as “Nice to meet you”, “heard a lot” category.If equipped with business cards can be handed a timely manner.In addition, the attitude etiquette should also pay attention when they meet.Such as watching each other, eyes should stay in each other's eyes to the forehead of the Triangle area, make each other feel concerned about your attitude earnest and sincere.Gestures should be natural, especially not cross his arms over his chest, so there is a sense of frivolous arrogance.3.Negotiations language etiquette.First, articulate.When negotiators to negotiate tight around the target, used some of the euphemistic language, encountered difficulties in the negotiations, requiring the flexibility to take appropriate emergency means out of the woods, as the other side asked to make a difficult question to answer immediately, you can look under the table, and then said: “I'm sorry, please wait accordance with the agreement, the need at this time to return a phone call to a friend..” so you will be able to multi-fight to one-consider the time clock;followed.Clever use of the silent language.With a smile and a nod, showing not understand when people confused agree unclear when such expressions such as: Finally, talk less and listen more.By listening, we can get a lot of valuable information to each other, understand each other intentions, find a solution to the problem.4.Negotiations under field etiquette.Business negotiations not only confined to the conference table, the more difficult negotiations, the more the need to focus on private exchanges, which can not only compensate for the lack of a table, or even have an impact on the success of the negotiations.For example, when the negotiations very difficult times, in accordance with the appropriate etiquette, arrange some recreational activities, such as receptions, balls and call, and these contacts is what you ample opportunity to showcase the company's image.If we can win the goodwill of the other party, contribute to the success of the negotiations.(3)Business etiquette final stage of negotiations 1.Signing ceremony.From the liturgy is concerned, when signing ceremony.Must be solemnly , seriously.One of the most notable was undoubtedly hold the seating arrangement problem signing ceremony.One parallel is the most common time of the signing ceremony of bilateral form.Its basic approach is: signing table at the indoor side of the door horizontally.The ceremony was attended by all personnel of both side by side after the signing table, the two sides signed center staff sat side door , passenger side right hand side , the main party left.Second, the relative type, with parallel rows of seats signing ceremony is basically the same.The main difference between the two, but the relative style row seat to attend the signing ceremony of bilateral suite seats moved across the signatory.Third, the President of style, mainly applicable to multilateral signing ceremony.Their operating characteristics are: signature tables still in the room horizontally , I still need to sign in the face of the main entrance of the table , but have just one , and not fixed its seat occupant.When the ceremony , people of all parties , including the undersigned included, all should be back to the main entrance , facing seats on the signature Um.When signed , the parties signatory to the order prescribed should turn took seats at the table to sign the signature , then that should be returned to the original place table.2.Gifts etiquette.After negotiations negotiators gifts.In addition to the desire to be friendly and deepen the friendship, the more important is the success of the cooperation congratulations.But the gift can not be rushed.In general, you want to determine the value of a gift or as a guest under the circumstances of each gift.Should pay attention to the actual meaning and emotional value of the gift, not worth.Also, pay special attention to each other's customs, does not violate each other's religious beliefs.In addition, European and American people give each other gifts of time, both sides must face himself open gift wrap, and expressed appreciation and sincere.In short.With the development of society.Business etiquette has become a modern social and economic interaction is required.For business negotiation and other business associations have an important role, has become our traditional cultural inheritance and development of etiquette in business dealings.Famous etiquette expert Professor Jin Zhengkun said: “Courtesy is respect for others, respect for the instrument in the form of the foot.” To better into the modern business dealings, we must pay attention to business etiquette training and education, in order to better play its positive role.References :

1、《商务谈判礼仪中的形象塑造与语言技巧探讨》

2、《谈商务谈判礼仪》

3、《小议商务谈判礼仪中“以左为尊”和“以右为尊"》

4、《企业商务谈判中的谈判技巧》

5、《浅谈商务谈判中的礼仪》

6、《浅议商务礼仪与商务谈判》

7、《浅析国际商务谈判礼仪》

8、《文化差异对商务礼仪的影响》

9、《浅谈礼仪在商务谈判中的运用》

10、《礼仪在商务谈判中的作用》

11、《商务谈判点击》

第五篇: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

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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

i

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, “Show 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.”(Dan McLeod:2008)Which strongly emphasize the importance of courtesy, therefore , it’s necessary to know etiquette, especially the business etiquette.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

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

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 “start well and end well” sometimes before, so it is very important 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 “When people use language, they do more than just try to 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 ”Hu Jian“(胡建),the General Manager of ABC Company, as ”General Manager Hu Jian“(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 ”Chairperson“ instead of ”Chairman“ in many modern businesses activities.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

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: ”Hands 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 “go-between” to get linked for initial business contacts, even though they may also get 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

phrased as a question, such as“Would 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, “Would you like something to drink?”, the typical answer is“随便(just any)“.Sometimes, the host will offer a cup of tea to the guest without asking.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, ”Negotiation 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, ”Negotiation 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 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 ”Let us begin anew一remembering on both sides that civility is not a

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 ”first 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, ”start with matters of principle, after the details".Americans favor a linear way of 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 7

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

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.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.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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