Etiquette
In Business Negotiation
Etiquette in Business Negotiation
The two goals of negotiations:
a.
Creating strong deals
b.
Building good relationship
Etiquette plays an important role in helping
achieve the goals.
1. Etiquette for Greeting and Send-off
Greeting etiquette creates an opportunity to
start a good relationship with the other party
from the very beginning.
Send-off etiquette may lay a smooth path for
future cooperation.
Both are important part of the etiquette in
business negotiation.
1. Etiquette for Greeting and Send-off
1. Determine the level and size for greeting
and send-off
They are determined by three factors:
1)
the rank and the purpose of the negotiators;
2)
the relationship between the negotiators;
3)
the usual practice.
(to have someone in the same business with the
same or similar rank, title and status in
charge of the greeting and send-off.)
1. Etiquette for Greeting and Send-off
2. Know well about the arrival and departure time
(accurate information on their arrival time and be at the
airport, train station or seaport ahead of time is so
important, which means the beginning of the process
of trust building)
On the day of departure, the following aspects should
be paid attention to:
a. Be sure to arrive earlier at the hotel where the guests
stay.
1. Etiquette for Greeting and Send-off
b. Accompany the guests to the airport, train station or
Seaport when they are ready; or go directly to the
airport, train station or seaport to see them off.
c. Before they get aboard, shake hands and say goodbye.
d. Wave at the guests when the plane, train or ship
begins to move.
e. Stay there until the plane, train or ship disappears
from your sight.
3. Prepare for the reception
(arrangement of accommodation; arrangement of
schedule of the next day)
2. Business Meeting Etiquette
Three types of meeting in business negotiation:
a.
Courtesy
b.
Political
c.
Transactional
1.
Informal meeting
(more relaxed and not necessarily take place in
the office or meeting room)
2. Business Meeting Etiquette
According to Neil Payne, the following aspects
should be taken into consideration.
a. Business etiquette demands that the person
calling the meeting should be the most senior
or the one with the most direct or urgent
interest in the topic at hand.
b. The chair should decide the time, place and
agenda.
2. Business Meeting Etiquette
c. The chair must make the purpose of the
meeting clear to the attendees.
d. Punctuality is a must.
e. The chair should strive to ensure the meeting
stays within a set framework or agenda so
that it is kept as short and effective as
possible. He must keep disagreements and
the like a minimum.
2. Business Meeting Etiquette
f. The chair should appoint someone to record
the proceedings, documenting major decisions
or action points.
g. If the outcome of the meeting affects those
who were not present, it is considered proper
business etiquette to inform them.
2. Formal meeting
(management meetings, board meetings and
negotiations ----- a set of format)
2. Business Meeting Etiquette
According to Payne, there are ten etiquette
guidelines for formal meeting:
a. Prepare well for the meeting, as your
contribution may be integral to the
proceedings.
b. Dress well and arrive in good time.
c. Always remember to switch off your mobile
phone.
2. Business Meeting Etiquette
d. If there is an established seating pattern,
follow it.
e. Acknowledge the chair and other participants
in the introduction or opening remarks.
f. When discussions are under way, it is good
business etiquette to allow senior figures to
contribute first.
g. Never interrupt anyone--- even if you disagree
strongly.
2. Business Meeting Etiquette
h. When speaking, be brief and ensure what you
say is relevant.
i.
Always address the chair unless it is clear
that others are not doing so.
j. It is a serious breach of business etiquette to
divulge information to others about a
meeting.
2. Business Meeting Etiquette
What are underlying principles of the
business meeting etiquette guidelines?
Good manners
Courtesy
consideration
3.Etiquette at Dinner Party and Dress Code
1. Dinner party etiquette
a.
Upon invitation (inform the host of your
decision)
b.
Being time conscious (arrive on time or early)
c.
On arrival (take off your hat and overcoat)
d.
Seating (take the seat assigned by the host)
e.
Getting ready to eat (do not begin to eat or
drink before the host does)
3.Etiquette at Dinner Party and Dress Code
f. Communication (communicate with someone
next to you)

Toasting (raise your glass when the host and
the guest of honor clink their glasses)

Taking off your coat (don’t take off your coat
no matter how hot it is)

At table (pay attention to table manners)
3. Etiquette at Dinner Party and Dress Code
2. Dress Code
a.
Formal business dress (both men and women
should always wear a suit)
b.
Business casual (certain kinds of casual
dresses are acceptable, women have to wear
hosiery)
c.
Casual (some casual dress is acceptable,
women must wear hosiery)
4. Etiquette for Signing Agreements
Signing the agreement is a useful common
practice and a ritual as well.
4. Etiquette for Signing Agreements
1. Preparation of signing ceremony
a.
Determine the signer (determined by the
contracting parties)
b.
Documentation preparation (a final version
of the agreement; stationery needed; national
flags arranged)
c.
The arrangement of signing hall (a large
rectangular table; two chairs; document of
the agreement; stationary and national flags.)
4. Etiquette for Signing Agreements
2. Procedure of Signing Ceremony
a.
Participants from both parties enter the signing hall
at the same time.
b.
The signers take their seats and others stand behind
their signer.
c.
The signers sign their own copy first.
d.
The assistants of both sides pass on the signed copy
to the signer of the other party for signature.
e. Exchange the signed copy and shake hands.
f. Champagne is served to celebrate the signing of the
agreement.