In order to safeguard their own interests and reach an agreement on some issues, grass-roots civil servants often need to contact and discuss with people from other departments, other units and other industries on behalf of their own units and departments. More formal work negotiation can be called negotiation. The so-called negotiation, also known as talks, refers to the whole process of organized and prepared formal consultations and discussions between the parties concerned for their own interests, so as to make mutual understanding and accommodation, seek common ground while reserving differences and finally reach an agreement. From a practical point of view, negotiation is not a conversation between ordinary people, but a negotiation with full preparation, firm policies, clear goals, determination to win, superb skills and strategy. Although negotiation pays attention to rationality, interests, skills and strategies, it does not mean that people's thoughts and emotions are absolutely excluded. Etiquette is very important in any negotiation. The fundamental reason is that treating others with courtesy not only reflects one's education and quality, but also affects the thoughts and feelings of the negotiating opponents to some extent. Generally speaking, negotiation etiquette focuses on specific aspects such as negotiation place, negotiation seat, negotiation performance and signing ceremony. First, the venue of the negotiation In formal negotiations, the determination of the specific negotiation venue is very particular. It is not only directly related to the final result of the negotiation, but also directly related to the use of etiquette. Specifically, it is related to the classification and operating rules of the negotiations. (1) Classification of negotiations If the negotiations are divided according to the different places, the negotiations can be divided into the following four categories. 1. Preside over the negotiation. The so-called chairman's consultation refers to the consultation held at the location of the host unit. It is generally believed that such negotiations will often give the host side greater initiative. 2. Guests negotiate. The so-called guest negotiation refers to the negotiation held at the location of the negotiating unit. Generally speaking, this kind of negotiation will obviously make the negotiating object make full use of the landlord. 3. Host-guest negotiation. The so-called host-guest negotiation refers to the negotiation held in turn at the place where the negotiating unit is located. This kind of negotiation is fair to both sides. 4. Third place negotiation. The so-called third-place negotiation refers to the negotiation in a third place other than the location of the negotiating parties. This kind of negotiation is fairer and less intrusive than the subject-object negotiation. Obviously, the advantages and disadvantages of the above four types of negotiations are often different for both sides of the negotiations, so all parties will take the initiative to strive for a favorable choice. (2) Operating rules It is very important for all parties involved in the negotiation to determine the specific place of the negotiation. In terms of etiquette, there are two aspects that all parties concerned must pay attention to when determining the venue of the negotiation. 1. Negotiation venue. When talking about and choosing the negotiation place, we should neither let go of our opponents nor stick to our own opinions. The correct way is for all parties to express their opinions and finally decide through consultation. 2. Do a good job in site layout. In the process of negotiation, as the host, we should consciously arrange the negotiation site according to the division of labor in order to make the best of the friendship of the landlord. Two. Seats for negotiation When formal negotiations are held, the specific seats of the parties concerned at the negotiation site are very strict and have strong etiquette. Generally speaking, the arrangement of formal negotiations can be divided into two basic situations. (1) Bilateral negotiation refers to the negotiation between two parties. In general negotiations, bilateral negotiations are the most common. There are two main forms to choose from in the seating arrangement of bilateral negotiations. 1. Horizontal table type. Horizontal table seating arrangement means that the negotiation table is placed horizontally in the negotiation room, with the guests sitting facing the door and the host sitting behind the door. Except for the center of the two speakers, other people from all directions should sit on their own side from right to left and from high to low according to their specific status. The position on the right of the main negotiators of both sides can be the deputy in domestic negotiations, but it should be the translator in foreign-related negotiations. Vertical table seating arrangement means that the negotiating table is placed vertically in the negotiation room. The specific ranking is based on the direction when entering the door, with the guests seated on the right and the main person seated on the left. In other respects, it is similar to a horizontal table row seat (see Figure 24). (2) Multilateral negotiations Multilateral negotiations here refer to negotiations held by three or more parties. The seating arrangement of multilateral negotiations can also be divided into two forms. 1. freestyle. Freestyle seating arrangement means that all parties can sit freely in the negotiation without formal seating arrangement in advance. 2. Chairman's style. Chair-style seating arrangement refers to setting a chair position facing the main entrance in the negotiation room for the representatives of all parties to use when speaking. Other people from all walks of life will sit with their backs to the main entrance and face the position of chairman. After all the representatives have spoken, they must also step down and take their seats. 3. Performance of negotiation In formal negotiations, the performance of negotiators, especially the main speakers, often directly affects the atmosphere of negotiations. It is generally believed that in the on-the-spot performance of negotiators, the most critical issues are to pay attention to dress, keep manners and be polite to opponents. (1) Pay attention to dressing up. Grass-roots civil servants must pay attention to their own dress when participating in negotiations. This move is not to show off the market, but to show that he attaches great importance to negotiations. 1. Decorative instruments. Before taking part in the negotiation, you should carefully modify your personal image, especially choose a dignified and elegant hairstyle. Generally colored hair should not be dyed. Men should usually shave. 2. Make up carefully. When attending formal negotiations, women usually have to make up carefully. However, the makeup during the negotiation should be elegant, fresh and natural. Don't wear heavy makeup. 3. Dress code. The dress of grass-roots civil servants in formal negotiations must be simple and solemn, and must not be "modern and avant-garde" or unconventional. Generally speaking, dark suits, skirts, white shirts and black shoes are the most formal choices. During the whole negotiation process, every negotiator should keep calm consciously. Specifically, maintaining balance at the negotiating table should mainly consider the following two aspects. 1. Calm down. At the negotiating table, every successful negotiator should be calm, calm, calm and calm. I didn't mean to make my negotiators angry, and I don't want to find my own life. It is an attitude that any clever negotiator should keep calm all the time in the negotiation. 2. Strive for a win-win situation. Negotiation is often a dispute of interests, so all parties to the negotiation hope to safeguard or strive for their own interests to the maximum extent in the negotiation. However, in essence, truly successful negotiations should end in compromise, that is, the parties concerned make concessions to each other. In other words, negotiations should not aim at "life-and-death", but should make all parties concerned mutually beneficial, gain from each other and achieve a win-win situation. In the negotiation, only pay attention to competing for profits without knowing how to give benefits to others properly; If you only care about the realization of your goals and expect the other party to get nothing, it is neither elegant nor really win the negotiation. (3) Courtesy of the opponent In the negotiation process, grassroots civil servants must be polite to the negotiating opponent. Specifically, we should pay attention to the following two points. 1. In the negotiation, it must be understood that the relationship between opponents is "the two countries are at war and each is the main one". It is either self-deception or daydreaming to expect the negotiating opponents to show mercy to themselves or even "connect with foreign countries". Therefore, to correctly handle the relationship between one's own personnel and negotiating opponents, we must treat people and things differently. In other words, friends belong to friends and negotiations belong to negotiations. Outside of negotiation, opponents can become friends. In negotiation, friends will also become opponents. The two should not be confused. 2. Be polite. In the process of negotiation, grass-roots civil servants must not be impulsive, rude, indifferent, presumptuous or disrespectful to their negotiating opponents, whether in good times or in bad times. In any case, negotiators should be humble, polite and friendly to their opponents. Even if there is a serious interest dispute with the other party, don't make personal attacks, abuse, sarcasm and disrespect for the other party's personality. Four. Signing ceremony Signing ceremony usually refers to the formal ceremony held by both parties to a contract or agreement when the contract or agreement is formally signed. Holding the signing ceremony is not only an open and fixed negotiation result, but also a formal commitment of all parties concerned to fulfill the contract and agreement. (1) Ordering from the etiquette point of view, when the signing ceremony is held, you must be serious under the conditions of your ability. Among them, the most striking thing is the seating arrangement at the signing ceremony. Generally speaking, when holding a signing ceremony, there are three basic forms of seating arrangement, which are suitable for different specific situations. 1. Parallel type. When holding a bilateral signing ceremony, a parallel row of seats is the most common form. Its basic practice is: the signature table is placed horizontally indoors. All the people attending the ceremony were arranged side by side behind the signing table, and the signatories of both sides sat at the middle door, with the guests on the right and the host on the left. The seating arrangement of the relative signing ceremony is basically the same as that of the parallel signing ceremony. The main difference between the two is that the row of seats opposite will move the annex seats of the bilateral signing ceremony to the opposite side of the signatory. Chair seating arrangement is mainly suitable for multilateral signing ceremony. Its operating characteristics are: the signature table must still be placed horizontally indoors, and the signature seat must still be located behind the table opposite the main entrance, but only one is provided, and the seat is not fixed. When the ceremony is held, all parties, including the signatory, should sit with their backs to the main entrance and face the signature seat. When signing, the signatories of all parties shall take their seats on the signing desk in the prescribed order, and then return to the original place to sign. (II) Basic Procedures When operating the signing ceremony, grass-roots civil servants can follow the following basic procedures. 1. Announce the start. At this point, the personnel of all parties concerned should step into the signing hall one after another and formally take their positions. 2. Sign the document. The usual practice is to sign the words that should be kept by yourself, and then sign the words that should be kept by others. According to the etiquette standard, each signatory should be the first when signing his own reserved text. Therefore, each signatory must sign the text that will be kept by himself first, and then give it to the other party for signature. This practice is often called "rotation system". It means that all parties concerned should have the opportunity to take the lead once in turn in the specific arrangement order of written signatures to show that all parties are completely equal. 3. Exchange text messages. At this time, the signatories of all parties should warmly shake hands, congratulate each other and exchange pens just used as a souvenir. The whole audience should applaud warmly to congratulate them. 4. Drink to celebrate. Generally speaking, after exchanging texts, people from all parties concerned should have a glass of champagne on the spot and drink a toast with people from other parties. This is a common practice in the world to increase the festive color of the signing ceremony.