中西方商务礼仪差异论文英文备课讲稿.doc

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1、Good is good, but better carries it.精益求精，善益求善。中西方商务礼仪差异论文英文-AbstractBusinessetiquette,abehaviorscience,isthenormsinthebusinessactivities,whichplaysanimportantroleinthebusinesscommunication.understandingChineseandwesternetiquetteandtheirdistinctionsisofgreatimportanceinpromotinginternationalbusinesse

2、xchanges.WiththechangingroleChinaplayedintheinternationalexchanges,wecommunicateandcooperatefrequentlywithforeigners.Itisthenotablepositionthatmakesushaveamorenormativeandcourteouscriteriaintheinternationalbusinesscommunication,especiallyinthebusinessactivitieswithwesterners.Thisthesis,fromtheintern

3、ationalbusinessetiquette,laysemphasisonthecomparisonbetweenChineseandwesternbusinessprotocol,itmainlydescribedthegeneraldefinitionofbusinessetiquette,characteristicsofbusinessetiquette,embodimentinbusinessinteractions,influencingfactors(Culturalfactors)ofChineseandwesternetiquetteandtherelevantsolut

4、ionsofthedifferences.ThethesisletuscomprehendandreceivedifferentstagesofChineseandwesternbusinessetiquette,“recognitionunderstandingcomprehension”,throughlotsofexamples,aimingtohelpustoapplythesetheoriesintopractice.Theconsequenceofthisstudyshowsthatinordertoavoidthemisunderstandingsinbusinessactivi

5、ties,especiallyininternationalbusinessexchanges,notonlyshouldweknowsomebasicbusinessnorms,butalsoweneedtounderstandthedistinctionsofbusinessetiquettemainlycausedbydifferentculturesprofoundly.Keywords:businessetiquettenormbusinessexchange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

6、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；本文从国际间商务礼仪入手，对中国和西方的商务礼仪的异同点予以概述和比较，主要论述了商务礼仪的有关概念、中西方商务礼仪的主要特征、中西方礼仪在商务活动中的不同体现、影响中西方商务礼仪的主要因素（文化因素）及相关的解决办法。用大量的实例来反映礼仪差异，让读者从“初步认知初步了解了解”各个不同阶段对中西方商务礼仪进行理解和接受，并将它用于实践。研究结果表明，为了避免商务活动中，尤其在国际商务交往中的误解，除了了解一些基本的

7、商务规范，更需要深层次地了解由不同文化间产生地商务礼仪差异。关键词：商务礼仪规范商务交往ComparisonbetweenChineseandWesternbusinessetiquette1.IntroductionBusinessetiquetteisacodeofconduct,whichembodiesmutualrespectintheday-to-daybusinessactivities.Itisalsothenormsforpeoplewhoisengagedincommercialactivitiesandbusinesscommunications,inotherwords

8、,howtomasterbasicbusinessactivities,soyoucanmeettherequirementsforbusiness;howtomakeyourselffamiliarwiththenormsanddiscloseyourdignifieddemeanor;howtoavoidtheembarrassingquestionsyouencountered:suchasdresswrong,diningataloss;howtoeliminateasmallmatter,whichwillhavetheunexpectednegativeimagetotheindi

9、vidualsorcompanies.OnlyhaveyouknowsomeknowledgeofChineseandEnglishetiquette,alltheseproblemscanbeeasilysolved.Thereforebusinessetiquettehelpstocreategoodpersonalimageandcorporateimage.Businessetiquetteiscoordinationandcommunicationfunctionswithcohesionemotionalrole.Withthedevelopmentofsociety,thebus

10、inessrelationsaregettingwiderandwider,inavarietyofbusinesscontactsgraduallyformedacodeofconductandguidelines,guidanceonbusinessconductthemselvesinsociety,andasacodeofsociety,coordinatinghumanrelationsandhumanandsocialrelations,sothatpeoplearefriendlytoeachother,respecttheotherspremise,compliancewith

11、theprotocolnorms,inaccordancewiththeprotocolnormsrestrainitself,itiseasyforpeopletohaveinterpersonalcommunication.Therefore,emotionalpoolplaystotherole,andestablishmutualrespect,mutualtrust,friendshipandcooperationrelations,whatsmore,itwillhelpthedevelopmentofvariousundertakings.Businessetiquetteisa

12、behaviorscience,andshouldbetrainedseriouslyandsystemically.Duetogeographicalandhistoricalbackground,variouskindsofdifferencesoccursbetweenthesystems,butthedesiretoreflecttheaspirationsisthesame,andtoabidebythenormsandcodesofconductisconsistent.Businessetiquetteismadeupofsignificantlymoreimportantthi

13、ngsthanjustknowingwhichforktouseatlunchwithaclient.Unfortunately,intheperceptionofothers,thedevilisinthedetails.Peoplemayfeelthatifyoucantbetrustednottoembarrassyourselfinbusinessandsocialsituations,youmaylacktheself-controlnecessarytobegoodatwhatyoudo.Etiquetteisaboutpresentingyourselfwiththekindof

14、polishthatshowsyoucanbetakenseriously.Etiquetteisalsoaboutbeingcomfortablearoundpeople(andmakingthemcomfortablearoundyou!)Peopleareakeyfactorinyourownandyourbusinesssuccess.Manypotentiallyworthwhileandprofitableallianceshavebeenlostbecauseofanunintentionalbreachofmanners.DanMcLeod,presidentofPositiv

15、eManagementLeadershipPrograms,aunionavoidancecompany,says,Showmeabosswhotreatshisorheremployeesabrasively,andIllshowyouanenvironmentripeforlaborproblemsandobviouslypoorcustomersrelations.Disrespectfulanddiscourteoustreatmentofemployeesispassedalongfromthetop.(DanMcLeod：2008)Whichstronglyemphasizethe

16、importanceofcourtesy,therefore,itsnecessarytoknowetiquette,especiallythebusinessetiquette.2.CharacteristicsofbusinessetiquetteAsregionalandhistoricalreasons,understandingsofpeoplefromdifferentregionsandethnicvaries,asthedevelopmentofwholeworld.Chinesepeoplehaveattachedgreatimportancetotheforeigners,

17、especiallythewesterners,tradingbetweenthetworegionsisbecomingmoreandmorefrequent,establishinggoodrelationswithwesternpeopleisofgreatimportance,therefore,knowingthebusinessetiquetteisessential.AsChinasreformandopeningupthepaceaccelerated,peopleslivingandworkinginforeignexchangesincreased.Understandin

18、gthecontentofforeign-relatedritualsandrequirements,andmasteringtheskillsofcontactswithforeignersisparticularlyimportant.Inthebusinessoccasions,howtomakebusinessetiquetteeffectcompletelyandhowtocreatethebestinterpersonalrelationshipsiscloselyrelatedtotheprinciplesofbusinessetiquette,whichcanbeconclud

19、edintofouraspects:(1)TheprincipleofsincerityandrespectSocrateshadmadeaveryfamousstatement:“theremustnotbeagifttoafriend,youhavetocontributetoyoursincerelove,learninghowtouselegitimatemeanstowinapersonsheart.”(VoiceofEnglish，2005)Whichtellsusthatifyoucontactwiththepeople,sincererespectfortheritualist

20、heprimaryprinciple.Onlyyoutreatotherssincerelyandcourteously,canyoucreateaharmonioushappyrelations,forgoodfaithandrespectarecomplementarytoeachother.Sincerityisapracticalandrealisticapproachtocommunicatewithotherpeople,especiallyinthebusinessactivities,itcanbedirectlyreflected.Sincereandrespectforth

21、efirstperformancewithsomepeople:donotlie,nothypocrisy,donotinsultpeople,thesocalled“cheatingonce,forlifenofriends.”alsothepracticalreflectionofbusinessdealing.Sincerededication,befruitfulharvest,onlysincererespectforthetwosidescanbeaffiliated,friendshipforalongtime.(2)TheprincipleofmoderateequalityI

22、nthesocialfield,ritualbehaviorisalwaysexpressedasthetwosides,forinstance,ifyoutreatyourbusinessguestssincerelyandthoughtfully,otherswouldshowtheidenticalcourteousrespondtoyourhospitality,andtheywouldbecomethepotentialregularcustomers.Ifyouperformedimpatientlyandhasty,thereisnodoubtthatyouwouldgetthe

23、sameresponse.Thepurposesofthisprotocolmustemphasizetheprincipleofequality,equalexchangesbetweenthetwoparts,forequalityisthefoundationtoestablishemotionwithotherpeople.Ifyouwanttomaintainagoodinterpersonalrelationshipwithyourbusinesspartnersoryourcustomers,youshouldlocatemodestyinthefirstplace,becaus

24、eitistheessentialwaytomakemorefriends.Moderateprinciplerequiresustomeasurethecriteriaofetiquette,inaccordancewithspecificcircumstance,specificsituationandtheexerciseofthecorrespondingritual.Forinstance,whendoingbusinesswithsomepeoplebothwarmandurbanearerequired,onecannotberudeandfrivolous,livelyandm

25、odest,butlethargicandsophisticated.(3)Self-confidenceandself-disciplineTheprincipleofself-confidenceisamentalhealthprincipleinthesocialoccasion,especiallyinthecommercialcontact.Onlysomeoneisself-confident,canhemasterthingsfreely.Self-confidenceisaveryvaluablepsychologicalquality,peoplewhohavefullcon

26、fidencewillnotdiscouragewhentheyencounterdifficulties,onthecontrary,theywillcounterattackwhentheyarereducedtoarattrap,theyarealsowillingtoshowtheirhelpinghandtopeoplewhoareinvolvedinjeopardy.Peoplewhoarenotconfidentenoughwillrunintosnagseverywhere,evendespairoftheirlife.Intheprocessofsocialinteracti

27、onandbusinesscommunication,establishingasenseofmoralvaluesandnormsofself-cultivationinthemindtoourbehaviors.Achievingthebalanceofselfeducation,selfmanagementandself-confidencecorrectly,placingarationalandactiveattitudetofulfillthegreatobligationthelifeleavesus,refusingself-righteousandarrogant.Nothi

28、nggreatcanbeachievedwithoutthesetraits.(4)honestyandtoleranceHonestystressestheprincipleofcredibility,Confucius,agreatphilosopher,madethestatement:peoplecantlivewithoutcredit,ifyouaffiliatewithyourfriends,honestyshouldbelaidinthefirstplace;Whichalsoemphasizetheprincipleofkeepingpromises.Trustworthin

29、essisthevirtueoftheChinesenation,inparticular,itisnecessarytostresspunctuality,andpeopleshouldnotdelaywhentheygotothefixedappointments,meetings,talksandconferences,etc.Oneshouldnotmakepromisesoeasily,unlessyouarereallysureaboutit,orelseyouwouldendwithabadimageofdishonest,especiallyinthebusinessactiv

30、ity,honestyisofgreatimportance.Toleranceisagreathumanthinking,theideaoftoleranceisamagicweapontocreateaharmoniousinterpersonalrelationshipininterpersonalexchanges.Tolerateothers,understandothersanddonotalwayspursueperfection.Forafamoussayinggoes:failureisthemotherofsuccess.Allinall,ifyouconsiderthin

31、gsfromothersposition,Ithinkyouhavefoundthebestwaytowinfriends,towinbusinessguests.3.ComparisonbetweenChineseandWesternbusinessetiquetteWiththeincreasinglyclosebusinesscontacts,peopleconductinthebusinessexchangereflectedmorefrequentlyinthepast,theactionsandmannersinbusinessinteractionscanbebestanddir

32、ectlyembodiedduringtheircommunications,therefore,learningandunderstandingtheappropriatebusinessbehaviorsbetweenChineseandforeignersbecomespecialsignificant.3.1ChineseetiquetteinbusinessoccasionConfucius,oneofChinasgreatestthinker,establishedasystemofethics,morals,hierarchiesandbehaviors,settingtheru

33、lesforpeopledealingwithotherpeople,andestablishingeachpersonsproperplaceinsociety,whichhaveveryprofoundinfluenceintheinteractionofourancestors,especiallyinthefieldofbusinesscommunications.1）Chinesecourtesieshavealwaysbeenformaltofollowstrictrules,althoughsometimesChinesepeopleseemtobeimpoliteaccordi

34、ngtoWesternnormsinpublicplaces.IfyouwanttounderstandChinesewellandbemorepropitiousindoingbusinesswithChinesepeople,somebehaviorsshouldbeespeciallynoticed:WhenyoufirstmeetaChineseperson,theymightseemunfriendly,butthatisbecausetheyaretaughttonotshowemotionsinpublic,becauseitisthoughttobeunacceptable.C

35、hineselikebeingformallyintroducedtoapersonbyanotherperson.Whenbeingintroducedtoaperson,shaketheirhands.Asmile,awave,anod,orabowaregood.Atthesametimekissingandhuggingarebad.Youcanonlydothiswhenyouareveryfamiliarwiththatperson.Atyourfriendshouseyouwillbegiventeaautomatically.Ifyourfriendasksyouifyouwa

36、nttea,thatprobablymeansthattheydontwanttoserveyoutea,buttheywanttoseemhospitable.Youshouldknowwhattodo.Whenyouleaveyourfriendshouse,theywill“seeyouoff”,meaningthattheywillaccompanyyoutoyourcar,orelevator.Whenyougettoknowyourfriendverywell,allformalitieschange,andtheywillsay“Iwontbeseeingyouoff“andin

37、turnyoumustquicklysayThatnevercrossedmymind!”Personalspacevariesfromcountrytocountry.TheChinesehavelesspersonalspacethanthewesterners,soifyoufindthattheyarereallyclose,itisnormal.Youmightstepbackward,buttheymightjusttakeaclosestep.IfyouareinChina,andpushedinaline,dontfeelbad,theChinesearentusetostan

38、dinginlines,andyouarentrequiredtobepolitetostrangers.Chinesedontlikewhenyoupointyourindexfingertopoint,usethisonlytocallaperson(useyouopenpalmtopoint),snapfingers,andwhistle.Atthesametime,westernersdontlikewhenyouslurpyoursoup,orwhenyoueatandtalkatthesametime,YettheChinesedontmind.Chineseconsidergif

39、tsasanimportantparttoshowcourtesy.Itisappropriatetogivegiftsonoccasionssuchasfestival,birthday,wedding,orvisitingapatient.Ifyouareinvitedtoafamilyparty,smallgiftslikewine,tea,cigarettes,orcandiesarewelcomed.Alsofruit,pastries,andflowersareasafechoice.Astootherthings,youshouldpayalittleattentiontothe

40、culturaldifferences.ContrarytoWesterners,oddnumbersarethoughttobeunfortunate.Soweddinggiftsandbirthdaygiftsfortheagedarealwayssentinpairsfortheoldsayinggoesthatblessingscomeinpairs.Thoughfourisanevennumber,itreadslikedeathinChinesethusisavoided.Soispearforbeingahomophoneofseparation.Andagiftofclocks

41、oundslikeattendingothersfuneralsoitisataboo,too.Asconnectedwithdeathandsorrow,blackandwhitearealsothelastinthechoice.Giftgivingisunsuitableinpublicexceptforsomesouvenirs,yourgoodintentionsorgratitudeshouldbegivenprioritytobutnotthevalueofthegifts,otherwisethereceivermaymistakeitforabribe.Tosumup,doi

42、nRomeasRomedoes,butyouneednotworryabouttheseculturalbarriers,sincemostChinesearehospitableandamiableandwillnotmindyournonproficiency.2）Whatsmore,someothercourteousactionsalwaysoccursinthecommunication,whichcanbeevidentlyembodiedinbusinessinteraction.(1)GreetingsandIntroductionsTheChineseusuallydonot

43、liketodobusinesswithstrangers,andwillmakefrequentuseofgo-betweens.Wheneverpossible,trytouseestablishedrelationships,oranintermediaryknownbybothsides,tomakethefirstcontact.Chineseprefertobeformallyintroducedtosomeonenew.ThisappliestobothChineseandforeigners.TheChinesemayseemunfriendlywhenbeingintrodu

44、ced.Theyaretaughtnottoshowexcessiveemotion,thusthereferencetoChineseandotherAsiansasinscrutable.Alwaysstandupwhenbeingintroducedandremainstandingthroughouttheintroductions.WhenbeingintroducedtoChinese,theacceptedformofgreetingisthehandshake,evenamongChinese.Chinesemayalsonodorslightlybow(UnliketheJa

45、panese,theChinesebowfromtheshouldersratherthanthewaist).Onewouldthenpresentabusinesscard.(2)BusinessCardEtiquetteUsebothhandswhenpresentingbusinesscardsandbesurethewritingfacesthepersontowhomyouarepresentingyourcard.Cardsshouldalsobereceivedwithbothhands.Donotimmediatelyputthecardinapocketorbag-this

46、isconsideredrude.FollowwiththestandardIampleasedtomeetyou,ornihaoinChinese.Whenseated,placecardsonthetable.Thisshowsrespectandisalsoanexcellentwaytoremembernames.BusinesscardsshouldbeprintedinEnglishononesideandChineseontheother.BesuretousesimplifiedChinesecharactersforChina,nottheclassicalcharacter

47、susedinHongKongandTaiwan.IftravelingtoChinaandTaiwanorHongKong,itisagoodideatoputthedifferentcardsinseparateboxestoavoidmix-ups.RememberthatChinaisthePeoplesRepublicofChinaandTaiwanistheRepublicofChina(3)Titles&FormsofAddressTheChinesewillstatetheirlastnamefirst,followedbythegivenname(maybeoneortwos

48、yllables).Forexample,LiuJianguo,inChinesewouldbeMr.JianguoLiuusingtheWesternstyle.Nevercallsomeonebyonlyhisorherlastname.Unlessspecificallyasked,donotcallsomeonebyhisorherfirstname.Addressingsomeonebyhisorhercourtesyorprofessionaltitleandlastnameconveysrespect.InChinesethenameprecedesthetitle.Forexa

49、mple,LiuXianshengforMr.Liu,andLiuJingliforManagerLiu.Womensnamescannotbedistinguishedfrommensnames.Chinesewomenusetheirmaidennamesevenaftermarriage,butmayindicatemaritalstatusbyusingMrs.,Ms,Miss,orMadam.Mrs.WangmightbemarriedtoMr.Liu.ChinesewhofrequentlydealwithforeignersortravelabroadonbusinessmayadoptaWesternfirstname,suchasDavidLiu.TheymayrequestthattheybereferredtoasDavid,oncearelationshiphasbeenestablished.Donotuse