第1个回答 2011-04-07
商务礼仪商务谈判商务谈判中的礼仪
中国经济的发展需要更多商务活动来交流信息，而商务礼仪
是商务人员进行活动时的基本素质，是一项准则，也是进行商务
活动的基本条件。
商务礼仪与一般社交礼仪很多共同之处，但它主要还是注重
各种商务活动过程中的礼仪规范。主要包括仪表仪容，仪态服饰；
日常交往礼貌礼节;涉外交往礼仪；谈判与商务活动礼仪；宴请、
舞会、会议会晤活动的礼节及商务人员必备的其他礼仪。商务人
员的礼仪在商务活动中有着不可替代的作用。
商务谈判是指双方促成交易，或为了解决双方的争端并取得
或维护各自经济利益进行的一种双边信息传播行为，是比较常用
的商务活动之一，需要在平等友好、互利的基础上达成一致的意
见，消除分歧。在圆满的商务谈判活动中，遵守谈判礼仪未必是
谈判取得成功的决定条件。但是，如果违背了谈判礼仪，却会造
成许多不必要的麻烦，甚至会对达成协议造成威胁。因此，在谈
判中，必须严格遵守谈判中的礼仪。
一、谈判准备的阶段
人际关系是公司的重要财产，与客户会晤时留下的第一印象，
往往影响到日后两者之间的关系。如果客户来您的公司拜访，您
应尽量到接待室迎接客户，再一起走到办公室，如果有可能，尽
量派人到机场或车站去接。如果访客已进人办公室，这时您正在
接电话，应立即起身致意，并以手势示意，请来客坐下。如果是
初次见面，在一步之距时，以握手表示欢迎。握手之后立即递上
名片。身为主人应先递上名片表示急于认识的诚意。在收下对方
的名片之后，应看一遍对方的姓名、职称以示尊重。看完后应将
名片慎重地放进皮夹或名片夹中。
商务谈判之前首先要确定谈判人员，双方谈判代表的身份、
职务。作为谈判代表要有良好的综合素质，谈判前应整理好自己
的仪容仪表，穿着要整洁、正式、庄重。男士应整洁干净，穿西
服、打领带，显得庄重大方；女士穿着也应稳重，宜化淡妆切忌
花哨艳丽。布置谈判会场宜采用长方形或椭圆形谈判桌。
二、谈判开始阶段
谈判双方谈判的第一印象十分重要，会见之初言谈举止要尽
可能创造出友好、轻松的谈判气氛。作自我介绍时要自然大方，
不可露傲慢之意。被介绍到的人应起立或点头微笑示意，并礼貌
回应。姿态动作也对把握谈判气氛起着很大作用，应两眼注视对
方，目光停留于对方双眼至前额的三角区域正方，这样使对方感
到被关注，觉得你诚恳严肃。切忌双臂在胸前交叉，那样会显得
傲慢无礼。询问对方要客气，多用“请”。接物时，如“名片”，
要双手接递。介绍完毕，不急于切入正题，可选择双方共同感兴
趣的话题进行交谈，稍作寒暄，以沟通感情，创造温和气氛。另
外，谈判之初是要摸清对方的底细，因此要认真听对方谈话，细
心观察对方举止表情，并适当给予回应，这样既可了解对方意图，
又可表现出尊重与礼貌。
三、谈判进行阶段
这是谈判的实质性阶段，要及时切入正题。谈判双方在将本
次谈判中的目标、要求、意图等简要，明确陈述。事先要准备好
有关问题，选择气氛和谐时提出，态度要开诚布公。对方回答时，
应认真倾听，不能随便打断对方的话，提问得到回答后应向对方
表示感谢，使整个现场始终彬彬有礼。谈判的语言能充分反映和
体现一个人的能力、修养和素质。因此，谈判用语既要准确明白，
又要文雅中听，也要避免出现引起误解的语汇和体态语。
在双方已经知道对方的谈判目标和意图后，也就明确矛盾之
所在，双方为了达到目标，获得利益，讨价还价是必然的，这时
容易因情急而失礼，但在这关键时刻更要注意保持风度，心平气
和，发言措词应文明礼貌，论证要有力，条理要清晰，表达要严
密，能简洁最好，但重点一定要突出，因此有必要在谈判前对可
能出现的问题有所预见和准备。
在各自预期的设想得到满意的结果，达成协议，谈判也就成
功结束了。这时应该换一些轻松的话题，或者说明接下来所安排
的活动，甚至还可以对自己在谈判中的一些失误表达下歉意。当
然，如果生意不成，也还是朋友，彼此仍应该以礼相待。这样也
是一种沟通，也是一个好的结果。
四、谈后签约阶段
签约仪式谈判过程的最后阶段。应到礼仪不到位很可能使谈
判功亏一篑。签约场所应安排在庄重的场所，并得到对方的同意。
签约仪式前，应组织专业人员做好各种文本的准备工作。双方参
加谈判的全体人员都应出席，如缺席，应得到对方的同意。双方
共同进入会场，相互握手致意，分立在各自方代表签约人外侧，
其余人排列站立在各自方代表身后。应设有助签人员要协助签约
人。双方代表先在己方文本上签字，然后由助签人员交换，签约
人再在对方文本上签字。签字完毕后，双方代表应同时起立，交
换文本，并相互握手，祝贺合作成功，其他随行人员则应报以热
烈的掌声，并可以安排香槟酒添加喜悦和祝贺气氛。签字仪式结
束，应让双方最高领导及宾客先退场。
馈赠礼品的礼仪。谈判人员在相互交往中馈赠礼品，除了表
示友好、进一步增进友谊和今后不断联络感情的愿望外，更主要
的是表示对这次合作成功的祝贺和对再次合作能够顺利进行所做
的促进。因此，要针对不同对象选择不同礼品馈赠，其寓意性是
很强的。礼物的价值应视洽谈内容及洽谈的具体情况而定。
以上就是本人对于商务谈判过程中的各阶段应注意的礼仪做
的一点终结，由于篇幅所限不能详细举例论述。总之，多了解商
务谈判礼仪可以使商务活动者在谈判的任何时候任何场合应付自
如。本人希望此文能给商务人员在进行谈判时有一点点帮助，能
有抛砖引玉之效。
Business etiquette business negotiations etiquette in business negotiations
The development of the Chinese economy needs more business activities to exchange information and business etiquette
Is the business personnel activities of the basic quality, is a standard, also carry on business
Activities of the fundamental conditions.
Business etiquette and general social etiquette much in common, but it is main or attention
All business activities during the process of etiquette. Mainly includes instrument appearance, bearing accessories;
Daily interactions polite manners; Foreign contacts and etiquette; Negotiation and business etiquette; Banquets,
PROM, conference meeting the etiquette and business personnel activities necessary other etiquette. Business people
Member of the etiquette in the commercial activity having the effect that cannot replace.
Business nogotiation is to both sides transaction, or in order to resolve disputes and achieved
Or to uphold their economic interests of a bilateral information communication behavior, it is commonly used
One of the business activities, need on equality friendly and mutually beneficial basis of meaning agreed
See, eliminate differences. In a business negotiations, abide by negotiation etiquette is not necessarily
Negotiations succeed decision conditions. But, if has violated the negotiations, but will build etiquette
Into many unnecessary trouble, even threaten to reach an agreement. Therefore, in the talk
Convicted, must strictly observe negotiations of etiquette.
A, negotiation ready to stage
Interpersonal relationship is an important property of the company, and customers first impressions of meeting,
Often affect future the relation between them. If the customer to your company to visit, you
Should try to meet customer reception room, go again to the office, if possible, do
Quantity sent people to airport or station to pick up. If visitors into the office, then already you are
Pick up the phone, shall be immediately arose, and gestures as regards, please visitors sit down. If it is
First met in one step, is welcomed by a handshake. After a handshake immediately
Business card. As a master shall first pass rush to know the sincerity of the card says. Take each other in
Card, should watch it again after their name, title in order to show respect. After see shall
Card carefully in the wallet or card holder put.
Business negotiation must first determine negotiators, both sides negotiators identity,
Duties. As negotiators to have good comprehensive quality, the talks should clean up yourself
Appearance, dress neat, officially, grave. Men should shipshape, wear west
Clothing and tie, appear solemn generous; Lady wearing also should avoid by all means is sedate, YiHua simple make-up
Flowery is gorgeous. Decorate negotiation hall appropriate USES rectangle or oval table.
Second, negotiations began to stage
The negotiations both sides talks first impression is very important, at the beginning of the meeting with manners to fulfill
The possibility of creating a friendly, relaxed negotiations atmosphere. Introduce yourself to natural and easy,
Thou shalt not uncover arrogance of idea. Was introduced to should stand up or nodded and smiled to hint, and polite
Response. To grasp the negotiations stance action also plays a big role, atmosphere to be two eyes gaze
Fang, remain in the person in the eye to eye the forehead triangle area, so that make the other party feeling square
To be noticed, and think you sincere serious. Avoid by all means in the chest, arms crossed that will appear
Insolent. Ask the person to polite, multi-purpose "please". Connect thing, if the "card",
To pick deferred hands. Introduction, don't rush to cut, can choose the sense of mutual interest
Interesting topic for conversation, make a bit in communicating, ice, create gentle atmosphere. another
Outside, at the beginning of the negotiation is to touch each other number, so to listen carefully to the other conversations, fine
Other heart observation, and appropriate manner expression response to, such already can get to know each other intentions,
And show respect and civility.
Three, negotiation stage
This is substantial stage of negotiations to timely cut down to talk. The negotiations both sides in this
Times the target, requirements, negotiations are briefly, explicitly stated intention, etc. Prior to ready
Related problems and put forward harmonious atmosphere when choice, open attitude. Each other to answer it,
Should seriously listen, not to interrupt the other words, ask questions should be answered to each other after
Thank, make whole site always politely. Negotiation language reflects the and
Reflect a person's ability, training and quality. Therefore, both to negotiate terms accurately understand,
And elegant, also want to avoid heard misunderstanding of vocabulary and body language.
In both parties already know each other's negotiating objectives and intention, is clear about the paradox
Place, both sides in order to reach our goal and obtain benefits, bargaining is inevitable, then
Easy, but because of the feeling be nasty and discourteous in this crucial time we must keep poise, more heart flat gas
And, should be polite speech wording, prove to powerful, structured to clearly, expression to strictly
Closely, can concise best, but key must, therefore, it is necessary to prominence in the negotiations to can before
Can the problems have foreseen and preparation.
The idea of in their respective expected satisfactory results reach an agreement, the talks have become
Work is over. Then should change some light topic, or explanations then arrangement
Activity, even some of yourself in negotiations under the mistake expression apologies. when
However, if the business goes, or friend, each other, they still should be polite. It also
Is a kind of communication, is also a good result.
After four, talk about signing stage
Signing ceremony for the last stage of the negotiation process. Should to etiquette does not reach the designated position is likely to talk
Convicted the lip. Signing places should be arranged in a grave sites, and get the consent of the other.
Signing ceremony before, should organize professional completes various text preparation work. Both sides and
Add the crew of negotiations should attend, such as absent, should be each other's consent. Both sides
Common into the venue, separation, shake hands in their respective representative contractor outside,
The rest of the people lined stand behind in their respective representative. Should have help sign personnel to assist signed
People. The negotiators sign on your own text first, then by help sign personnel exchange, signed
One sign in each other the text again. After the signing, the parties representative shall also rose, hand in
The letters, and congratulations, shaking hands with each other, other crew are successful cooperation should be with heat
Fierce applause, and can arrange champagne add joy and congratulate atmosphere. Signing ceremony"
Beam, should let both sides the tallest leadership and guests first exits.
Gift of etiquette. Negotiators in mutual contacts, besides table gifts
And friendly, further enhance friendship and future constantly contact feelings wish outside, the more important
This is expressed in the successful cooperation can cooperate again congratulations and smoothly
To promote. Therefore, to select different according to different objects, the gift is implicated
Strong. Present value should inspect negotiate the specific circumstances of content and negotiate and calm.
Above is my business negotiation process for the various stages of manners should be paid attention to
A bit of an end, space constraints permit cannot detailed this example. Anyhow, know more business
Business etiquette can make declarations talks any time in negotiations activists from any occasion deal with
If. I hope this can give business personnel in negotiations, can have a little help
A thoughtful effect.本回答被网友采纳