? Paper Keywords: business etiquette business negotiation image building language skills

? Abstract: Nowadays, business etiquette plays an increasingly important role in business negotiation. This paper discusses the application of etiquette in negotiation from two aspects: image building and language skills.

Business etiquette is a code of conduct that reflects mutual respect in business activities, and it is the general requirement for people's gfd and etiquette in business activities. Its main functions in business negotiation are: first, to improve the personal quality of Chinese business people. Second, it helps to establish good interpersonal relationships. Bad manners and irregularities in negotiation sometimes screw things up. The third is to maintain the image.

The application of business etiquette in business negotiation is mainly reflected in two aspects:

First, image building.

The image design of business people is very important, because the personal image of business people represents the corporate image, product image and service image, and also represents the national image, local image and national image in cross-cultural communication. So, how should we design our personal image? Generally speaking, the most important thing is personal orientation. In communication with people, especially in the first communication, the first impression is very important. There are two keys here: one is accurate role positioning; The second is personal aesthetic taste. Specifically, you need to master six elements:

1. tool

Appearance. The focus is on the head and hands. The head and hands are very important. Nose hair should not be too long, and there should be no dandruff. Generally, there should be no odor on the body, and men's hair should not be too long.

Step 2 show

This is people's second language, and the expression should match the language. Look natural, don't pretend; Look friendly, not hostile. Friendship is a kind of self-confidence, feelings should be benign interaction, and both sides should communicate equally.

behave oneself well

Behave gracefully, that is, behave gracefully. Elegant behavior is actually a habitual natural behavior based on self-confidence and good cultural connotation. Manners should be civilized, especially in public. We must establish the concept that individuals represent the collective. For example, we can't arrange our clothes at will in public, and we can't dispose of our waste in public. Manners should be elegant and standardized, and there should be standing and sitting posture.

put on

Clothing also represents personal accomplishment, which is an aesthetic taste and a vivid embodiment of enterprise norms. First, business people should wear suits; The second is to foster strengths and avoid weaknesses. Therefore, in business communication, the key issue of clothing should first suit my identity, and then learn different clothing combinations to give people a harmonious aesthetic feeling.

talk with each other

First, we should pay attention to the volume of transactions. Too loud will appear uncultured. A deep voice has two advantages. First, it conforms to the specifications. Second, it is more pleasing to the ear. Second, choose the content carefully and speak from the heart. The question to be discussed is your idea first. You should know what to talk about and what not to talk about. Thirdly, the use of polite expressions is also very important in business conversation.

Be kind to others

Among them, there are three basic matters concerning personal image and corporate life. First, honesty; Second, obey the law; Third, punctuality. Time is life, time is benefit, and time must be observed in business communication.

Second, language skills.

1. Good at expression

As a tool of human communication, language inevitably involves mutual communication and dialogue between language users. People use language to communicate with others, establish and maintain interpersonal relationships, use language to influence others' behavior, express their subjective judgment and evaluation of things, or explore ways to change others' views, and so on. Successful business negotiation is the result of the excellent use of language art by both parties.

Strong pertinence: in the process of business negotiation, the language should be targeted, and the answers should be organized and targeted. At the same time, we should skillfully use the following language skills:

(1) Give feedback, that is, show the speaker that you are listening carefully and whether you understand.

(2) Request to repeat a certain point, that is, request the speaker to repeat what he did not hear clearly.

(3) Check the details, that is, check whether you have heard clearly. According to different commodities, negotiation contents, negotiation occasions and negotiating opponents, language should be used in a targeted manner.

Euphemistic refusal: Try to use euphemistic language in negotiation, which is easy to be accepted by the other party. Let the other party believe that this is their own point of view. In this case, if the negotiating opponent feels respected, he will think that opposing the plan is opposing himself, so it is easy to reach an agreement and win the negotiation.

Flexibility: In the process of negotiation, you will often encounter some unexpected embarrassing things, which requires negotiators to have flexible language adaptability and be able to take appropriate emergency measures to get out of trouble skillfully. When your opponent forces you to make a choice immediately, you can look at your watch and politely tell the other person, "Excuse me, please wait a moment, I have to call my friend." So, you have won a moment of thinking very gracefully.

Silent language: In business negotiations, negotiators express their silent language through non-pronunciation organs such as posture, gestures, eyes and expressions, which is usually called body language. Non-language often plays an important role in the negotiation process. Common forms are: making eye contact with the speaker, smiling and nodding, and showing puzzled expression when you don't understand; When you feel strange, act surprised. In some special cases, silence is sometimes needed, and correct silence can achieve unexpected results.

2. Listen more and talk less

The biggest weakness of inexperienced negotiators is that they can't listen to each other patiently. They think that their task is to say their own situation, say what they want to say, and refute each other's objections. In fact, successful negotiators will spend more than 50% of their time listening. They listen, think and analyze, and constantly ask questions to each other to ensure that they understand each other completely and correctly. They listened carefully to everything the other party said, not just what they thought was important or wanted to hear, so they got a lot of valuable information and increased their bargaining chips. Speaking is a task, listening is an ability, and listening is a necessary condition for any successful negotiator. In the negotiation, we should try our best to encourage the other side to talk more, let the other side answer questions and let the other side talk more about their own situation, so as to get to know each other as much as possible.

Clever answer

In business communication, the eloquence of business people is very demanding. Business people don't have to be glib and witty, but they must have good logical thinking ability and clear language expression ability. They must keep proper manners in conversation and always be polite to others on the premise of self-denial and respect for others, and the same is true in negotiation.

Business people must master negotiation skills if they want to succeed. In fact, business negotiation is a kind of dialogue. The two sides explain their own situation, state their views, listen to each other's suggestions, make quotations, make counter-suggestions and counter-offers, make concessions to each other, and finally reach an agreement. Only by mastering negotiation skills can we grasp the initiative in the dialogue and obtain satisfactory results.

Strengthening etiquette cultivation and paying attention to etiquette everywhere can make you reach both ends. Make you respect others and win their respect at the same time, so as to make the relationship between people more harmonious and make people's living environment more pleasant, thus promoting the development of individuals, enterprises and countries.

References:

Gerry Johnson Enterprise strategy course [M]. Beijing: Huaxia Publishing House, 2008

[2] He Muhui. Modern social etiquette [M]. Hangzhou: Zhejiang University Press, 2009.