商务礼仪的英语论文
泉 州 师 范 学 院
毕 业 论 文
Etiquette on Business Intercourse
谈商务交际中的礼仪
Abstract: With the development of the society, businessmen face more and more exchanges and competition. Every enterprise must experience cooperation and competition. There is a saying that for a successful business enterprise, 18% of success demands profession technique, 82%demands valid of social interaction of communication. Establishing a good image in business activities and handling public relationship well in distracting environment have become the basic requirements of improving their competitiveness and better cooperation. Therefore, good business etiquette is an important means to establish mutual respect, trust friendly and good cooperative relations with other businessmen.
In addition, business etiquette is the basic standard principle in society and it also is necessary for businessmen to understand and master it when they deal with other bussinessmen. The levels of etiquette which people present directly reflect the qualities of the modern civilizations in his time as well as the symbol of the business organization‟s images. So the businessmen should pay much more attention on the etiquette of the business intercourse, includes the etiquette of business receptions, the etiquette of business invitations, the etiquette of business entertainments, the etiquette of business visitations and the etiquette of presenting gifts. However,in the business activities,different nations have different values and orientation. Also in business culture, different countries have different customs, different etiquette habits, etc. Moreover, the business etiquette is influenced by different culture and customs, it is not enough to learn the business etiquette, we should also understand and respect different cultural context, keeping firmly in mind the customers‟ the taboo topic, only by which can promote business communication effectively.
Key words: Business intercourse Business etiquette Culture
【摘要】
随着社会的发展,企业面临越来越多的交流和竞争。合作与竞争,是企业的必行之路。俗说,一个成功的企业,18%需要专业技术.82%需要有效的人际。在商务活动中树立良好的形象,在纷杂的环境下更好的处理公共关系,已经成为提高自身的竞争力和更好的合作洽谈效果的基本要求,因此具有良好的商务礼仪更是建立双方相互尊重,信任,宽容,友善的良好合作关系的重要手段。在商务交往中,商务礼仪是社会的基本准则,也是商业界人士在处理与他人的关系必备的。一个人的礼仪水平直接反映他所处的那个现代文明的素质,也反映一个商业组织的形象,因此商业界的人士在商务交往中应该更加注意商务接待礼仪,商务邀请礼仪,商务娱乐礼仪,商务拜访礼仪和礼品馈赠与接受这些商务礼仪。但是,在商务活动中不同民族对于不同价值观念有不同取向,在商务文化中,不同国家有不同的风俗习惯、不同的礼仪习惯等,而且商务礼仪也会受到不同国家的文化,风俗的影响,所以仅仅知道这些商务礼仪是往往不够的,我们也应了解,尊重不同的文化背景,牢记顾客禁忌的话题将能有效促进商务交流。
【关键词】
商务往来, 商务礼仪, 文化
Content
Introduction ................................................................................................................................... 1
1. An overview of etiquette on business intercourse ................................................................... 1
1.1The function of business etiquette....................................................................................... 2
1.2The types of business intercourse........................................................................................ 2
2. Etiquette of business reception ................................................................................................. 2
2.1 The behavior of reception personnel ................................................................................. 3
2.2 The etiquette of introduction .............................................................................................. 3
2.3 The etiquette of shaking hands .......................................................................................... 4
2.31 The occasion and object of shaking hands ................................................................ 4
2.32 The strength of shaking hands ................................................................................... 5
2.33 The taboos of shaking hands ...................................................................................... 5
2.4 The etiquette of exchanging cards ..................................................................................... 5
2.5 The etiquette of guiding people .......................................................................................... 7
3. Etiquette of business visit ......................................................................................................... 7
3.1. Making an appointment in advance ................................................................................. 7
3.2. Paying attention to appearance and behavior ................................................................. 8
3.3. Preparing cards .................................................................................................................. 8
3.4. Visiting customers .............................................................................................................. 8
3.5. Controlling the time of business visit ................................................................................ 9
4. Etiquette of presenting gifts in business activities .............................................. ……………9
4.1 Who- the object of receiving gifts .................................................................................... 10
4.2 Where- the place of presenting gifts ................................................................................ 10
4.3 When-the time of presenting gifts .................................................................................... 10
4.4 Which-how to present gifts ............................................................................................... 11
4.5 What -the choices of gifts .................................................................................................. 11
4.6. Etiquette of accepting gifts .............................................................................................. 12
4.61 Behaving naturally and gracefully .......................................................................... 12
4.62 Expressing gratitude ................................................................................................. 12
Conclusion .................................................................................................................................... 12
Bibliography ................................................................................................................................ 13
Acknowledgment ......................................................................................................................... 14
Introduction
As the Chinese economy is developing rapidly, the intercourse between countries is also becoming frequent little by little. Facing the fierce competition of business, a lot of businessmen wish to make more partners know about the reputation of companies and have a leading role in competitive business society. In order to build a good image and get more deals, companies should take the business etiquette of business intercourse into consideration and respect different culture backgrounds , such as the etiquette of business reception, the etiquette of business visit, the etiquette of presenting gifts in different countries.
In general, it is likely to have business intercourse with people who come from different countries or have little common in with their customs, religions and other factors. To some degree, these factors will cause a significant effect on business etiquette. With a view to reduce the chance of being misunderstood and leaving both of parties in the embarrassed position on business intercourse ,show our sincere respect for and leave an good impression on cooperators, we should be aware of the importance of different business etiquette in different countries. Owing to the development of economy and the intercourse between different regions or countries, we are in urgent need of learning different business etiquette in business intercourse. This paper will mainly tell something important about business etiquette in business intercourse. Having a good command of the different business etiquette of different countries is closely related to whether we can have the big opportunity to build a good communication relationship with our cooperators. By learning and obeying a variety of business etiquette on different business occasions and in different countries, we can establish rather long-term relationship with our business partners who come from different countries.
1. An overview of etiquette on business intercourse
In modern commodity and market economy, business intercourse has become very common, therefore every of us should know and learn some knowledge about etiquette of business intercourse in different countries. However, the content of business intercourse is extremely abundant and the range is very extensive. The knowledge about etiquette of business intercourse is rather abundant, because each country has its own special etiquette.
The etiquette of business intercourse is a standard etiquette which is usually used in dealing with the relationship of business intercourse. In business intercourse, each of us should show respect for people by means of observing some rules which are established by people through social practices. The process of business etiquette is to tell us what we can do and how we should do in communicating with others. If we do in a decorous way, we will build a long and pleasant relationship with our future clients and customers. Putting yourself in other‟s shoes is a basic principle which is not only used in business intercourse, but also in making friends in our daily work and life.As a result, learning and using business etiquette represent people‟s inner
cultivation and quality and is an artist in the normal business interaction .When we communicate with others, it is of importance to be familiar with the skills of business etiquette and the different culture. Moreover, our quality will be improved and life will be beautified if we are in good command of these useful business etiquette of business intercourse .Besides these, it can quicken the social interaction, improve the personal relationship and purify the social atmosphere.
1.1The function of business etiquette
With the deep development of market society, all kinds of business intercourse are on the rise. Business etiquette has become more and more significant and plays a more important role in business intercourse. The function of business etiquette is to enhance quality and image, establish stable and friendly relationship and maintain the good image of enterprises and person. Moreover, business etiquette crystallizes feelings and conciliates personal relationship. If men who engaging in doing business observe the principles of business etiquette on their own initiative and restrict themselves, they will communicate well, respect for one another ,trust each other and promote business. So business etiquette is a combined embodiment of companies, culture and employers, only do we follow business etiquette, the image and culture of company will be improved to a more satisfying level.
1.2The types of business intercourse
Business intercourse is very common and plentiful in competitive society. It is divided into three kinds: business reception; business visit; present of gifts in business intercourse. In dealing with business, we often run into these business intercourses, it is very useful for us to learn some knowledge about business etiquette. The etiquette varies from countries to countries.
2. Etiquette of business reception
The etiquette of business reception is the behavior of business personnel who engaging in business reception activities should be observed. Increasing competition and a full range of interpersonal communication encourage us to change and perfect the current business etiquette in order to establish a suitable and modern commercial society's new etiquette. At the same time, the changing of social culture, economy and technology make the etiquette of business reception has become more and more significant.
What should we do when we meet our guests at the first time in business reception? It is welcome. Welcome is the form of the most basic and important link in the social communication reception activities. It can express master‟s friendliness and courtesy. Especially meeting, what is the most important thing is to leave a good impression on the guest. The reason is that a first good impression tends to become a lasting impression and decides whether the business will succeed or fail. Moreover, a nice impression will become the long affection, caller‟s first impression depends on the proprieties and attitudes of desk clerk .Therefore, each enterprise supervisor and every employee should have a good knowledge of business reception etiquette to deal
with business.
2.1 The behavior of reception personnel
What do the qualities we should own as reception personnel? The reception personnel must be articulate, generous and have decent behavior. For women, they should avoid wearing too many decorations and cosmetic should be elegant as much as possible. Different countries have different requirements of clothes. In China, women should not wear revealing clothes. Because Chinese are conservative. If we go to Tessie country, we must not wear the cross. The reason is that people believe in Catholicism and the cross means ominous which makes them very unhappy and think that we don‟t respect their culture.
If the visitor is an important guest who has made an appointment in advance, we should determine the corresponding reception specifications and programs according to the visitor's status, identity. Receiving general visitors in the office ask us to listen more, speak less.
2.2 The etiquette of introduction
Business reception starts from introduction as all business activities begin from business reception. The introduction is an important means of building a lasting relationship between parties. It is divided into one-to-one introduction and one-to-many introduction. If considering the two parties are present, we can also divide the introduction into two ways: introduction of others and self-introduction. The first impression through introduction plays a critical role in the business intercourse. Therefore, it is of importance for businessmen to understand and abide by the relevant etiquette of introduction in business intercourse.
Self introduction is an important means of exhibiting yourself. A good or bad introduction directly affects our first impression on people. In business intercourse, some small etiquette should be paid attention in self introduction. For example,lf a salesman is meeting a new customer at the first time, he might begin talking by extending his hand and saying “Good Afternoon! I am....”If a businessman has been introduced earlier to a client at the first time, it is rather difficult to remember name for the client. Under normal circumstances,it is necessary for people to give his or her card to the other party before going on conduct self introduction ,because he or she will be understood very quickly through the information exhibited on cards.Then,people should introduce about his or her name,the name of his or her company and the matter. Keep in mind that when we first introduce our institutions and departments to the guests, don't forget to use full name.
Beside these, in interpersonal intercourse, we often need to build a friendly relationship with each other. As a receptionist,introduction of others is also a way of acquainting with people who meet each other at the first time. Introduction of other people usually not only can improve the cooperation and friendship, but also can reflect the ability of reception staffs. Introduction of others have its own etiquette. In traditional social situations,a man is always introduced to a woman and the young to the elder.However, in business intercourse, the sequence of introduction is generally decided by the position from high to low to introduce. If the other party is in lower
position, he should be introduced to the high-ranking people of the company..For example,if Mary , the vice director, and Jack,the vice directory for certain product, have met at the first time, you would introduce them by saying „Mary,this is Jack . If two people are in equal rank, a man should be introduced earlier to a woman, and a younger person to an older person. In a word, the other role of introducing other people is that when you conduct an introduction, you should give some related information about the two sides. For example,you can introduce your employer to the manager by saying“ Manager, let me introduce Mr. Aril to you,he is my secretary.‟‟The related information „he is my secretary‟ is given after introducing the name.The image of the reception staff represents enterprise‟s image, so when we establish a good image, we build the good image of our enterprise at the same time.
However, different countries are fond of different introductions which are influence by their culture. In China, people prefer to formal introduction under the influence of Confucianism. Take 张经理for example. If we want to introduce to other people in English,we should say ,this is Mr. Zhang, Manager of the company. However, English prefer informal introduction. They are very fond of using their first name in the procession of introduction. If we plan to introduce Maris Read to Rose Nia, we can say, Rose Nia, we would like to have a meeting with Maris Read. Not only these, but also Chinese pay more attention to use some subject words to introduce a person which sounds formal in business occasion. While Englishmen give more emphasis on objective words to introduce a person. If a traditionally manager introduces our secretary, we say: Mar has the beautiful and charming eyes instead of saying Mar has the best organized ability, it makes Mar in an embarrassing condition and appears the manager is impolite and sexist.
2.3 The etiquette of shaking hands
Shaking hands is a way of communication and shows friendliness, trust and respect. In business intercourse, shaking hands is a reflection of friendliness and cooperation. Similarly, shaking hands also has its own etiquette.
2.3.1 The occasion and object of shaking hands
The occasion of shaking hands also has its own etiquette. We should shake hands in these following several occasions, such as, meeting or taking leave to visitor; after visiting someone, introducing parties who know each other.
In fact, Chinese have a habit of nodding and shaking hands to show their friendliness. Different country has different habits. Like Europeans, they love to hug and kiss which is unaccepted by the traditional cultural countries to welcome guests; Australia Maori greet by touching their noses; French are accustomed to shaking hands or knee ; Indian like to touch the foot rite, especially the younger generation meet elders; But the Japanese take off their hats and bow to show courtesy. In the final analysis, the culture has an influence on habit. But as communication between countries is increasing constantly, we have learned to respect different habits of people who come from different countries. In a word, when you are in Rome do as Rome does- respect the etiquette habit of host country. If an Indian has a visit to European ad he did not respect European countries‟ etiquette, it is possible to make a
fool of oneself and cause jokes, especially in the big occasions like summit meeting.
2.3.2 The strength of shaking hands
There are some rules about how much force we should used in shaking hands. There are some differences in China and foreign countries. Please look at the case: Chinese delegates and United States representatives first meet in Beijing, when shaking hands, these Chinese representatives shake gently with hands, United States representatives are very glad. Because they all think weakness shows Chinese representatives have no confidence in negotiation and they have much chance in succeeding .But when negotiating, United States representatives was surprised to find that Chinese representatives are not only not weak, but very confident, and have good skills in negotiating. Afterwards they know, shaking hands gently at the first time of meeting is China's habits and has no relation with confidence or competence. It seems essential for businessmen to understand different culture etiquette between different countries. In general, the Americans and Russians have a firm handshake, and handshake of the European is lighter, and the Arab shake hand lightly with only a slight fluctuation move. After several rounds in the negotiations, the strength of handshake between rivals can become stronger to express their trust and hope. Unwilling to shake hand, can express their dissatisfaction and disappointment about the decision or behavior. As for how much strength we should use in shaking hands, the international business does not have uniform standard. But according to diplomatic practice, the strength of shaking hands is generally controlled at 2 kg.
2.3.3 The taboos of shaking hands
As the old saying goes, "winds are different within 100 miles; customs are various within 10 miles." Different customs and habits are different in countries and culture background. In order to make business success, we must follow practice--do as the Romans do. So when shaking hands, we should pay attention to the following taboo ;
1). We should not glance around when shaking hands with the foreigners. The first taboo we should pay more attention is that you can not greet others while shaking hands with some people. Especially in western countries, people will regard this as an absent-minded and impolite behavior, even look down upon them. No one is willing to cooperate with people of that kind.
2). Shaking hands with his left hand will often cause a lot of trouble in the international business intercourse. As in some countries where people believe in Muslim, left hands and right hands are distinguished clearly. For example, if one uses his left hand to be engaged in doing works, such as signature, shaking hands, taking food and so on, he will be treated as an indecent, rude person; even people consider he is insulting others deliberately.
3). When we need to shake hands with many people, especially in the negotiation, dinner table, we should abide by the principle "the near to the far”. A special attention should be paid is that we should avoid make our hands become the form of a cross.
In a word, shaking hands is an important etiquette in the international business
intercourse which delivers the enthusiasm and friendly. In a sense, the etiquette of shaking hands not only represents the personal image, but also the image of enterprise, sometimes even the image of the nation.
2.4 The etiquette of exchanging cards
Cards are a communicative way in business intercourse. By exchanging cards, we can know some information: name, address, position, telephone number and so on. In business intercourse, exchanging cards has some etiquette.
Firstly, the etiquette of delivering cards. We should exchange cards before or after meeting when having a meeting. Don‟t exchange cards during the meeting or communication. When delivering cards, we must observe some rules: delivering it to the people who are superior. If one‟s status is inferior, he should deliver cards actively. When one visits some people, he doesn‟t deliver cards until the superior introduce them.
Secondly, the etiquette of receiving cards. When people offer cards, we should stand to accept them with courtesy and express thank you to them. If possible, read it quietly and speak their positions, job departments or say some words to show your admiration. Moreover, when receiving people‟s cards, we should deliver our cards and say some words: like “please take care, keep contact”.
Finally, don‟t spam cards everywhere. The reason is that this kind of behavior will leave a bad impression on people and they think we look down upon them. Don‟t ask someone for cards at the first of meeting. They will regard us are frivolous persons. Don‟t put other‟s cards casually. We can put cards in the inside pockets of suits. Keep in mind: don‟t throw it on the table. Because it shows we don‟t care about it at all. Moreover, gentlemen had better not ask ladies for cards. It will cause trouble and misunderstood.
However, business people from different countries have different etiquette to obey. Chinese people and the western people have a lot of common ways in offering and receiving business cards in business occasions.Chinese people put more emphasis on using of business cards than the westerner. Chinese people like listing all their titles, even some titles which have no relation with his business in their cards to display he or she is a person of importance in business.For example, a sales manager will list which position he is taking charge in his business card. However, according to the western business practices ,they only mark the primary title on one card to make the card simple. What‟s more,some misunderstandings in naming titles exist between the east and the west.In Japan, if a people whose card signs the title a president of the company and she was always warmly received. On the contrary, if a people whose card signs the title a directory of the company, he will receive less warmth. However, in American, English „director‟ is equal to „vice president‟ in English.In Asian countries,exchanging business cards is a thing we have to do in business intercourse.At a sales meeting ,presenting a card at the beginning is tradition between a sales representative and a client in China.However, in other western country, they will exchange their cards only when necessary. They will not hand out the card during a meal,nor give out cards during a private dinner.They think it blurs the business or social lines of the situation.
2.5 The etiquette of guiding people
Guiding people is to take the guests to the destination. The receiver should know how to guide guests and the sitting posture.
The way of guiding people to the corridor: is the receiver walks in front of the guests and keep distance about two or three steps , cooperate the pace, let a guest go inside;
The way of guiding people to the staircase: when guiding guests to the upstairs, guests should walk in front of the receiver; when guiding guests to downstairs, guests should walk behind the receiver. Whether the guests go upstairs or downstairs, receiver should pay attention to their safety;
The way of guiding people to the elevator: the receiver should go into the elevator first, and close it after guests enter the elevator door. When arriving, the receiver press the “open” twist, then let a guest first walked out of the elevator.
The way of guiding people to the sitting room: when guests walk into the sitting room , receiver gestures them to their seats which has been arranged for them. We can leave after they have a seat.
3. Etiquette of business visit
Business visiting refers to two approaches: the first approach is that we go to friend's house or office related to business in person; the other approach is sending someone in order to meet the access to someone's activities. There are three main kinds of visits: routine visit, courtesy call and private visit. But no matter which kind of visit, it has to follow certain etiquette. Moreover, with the development of modern society, interpersonal relationship, social organizations, individuals and enterprise's intercourse are increasing gradually. The form of communication tends to be diversified as social activities are more frequent.
China's reform and opening up is deepening step by step along with increasing economy‟s competition, each company's foreign contact is more and more frequent, so naturally, the fact that business visit become more and more important in business intercourse is an inevitable result. People who are engaged in the business promote the understanding and establishment of friendship through mutual exchanges. The business visit in business intercourse is not merely the "you come to me. To a large extent, it needs the mutual exchange between enterprises and individual to establish friendly and harmonious cooperation partnership. Although we should maintain our own interests in business, but also should behave kindly and friendly to gain a competitive role in a leading position
In a word, business visit is a two-way activity in business intercourse. Investors or invitees should abide by the corresponding etiquette.
3.1 Making an appointment in advance
We should make an appointment in advance because unexpected visitors may cause inconvenience and nuisance, and others think if they are free or the time conflicts with other things and have enough time to arrange some things, For example: what kind of clothes they can wear or how they get to the destination before having a
visit to them in office or hotel or which file they need to prepare. In business intercourse, different country has different culture, so people should choose the appropriate time to pay their visit, in order to have a successful visit.It would be better to avoid going to the office at Monday morning and Friday afternoon because people often are busy in their jobs during these two periods of time in business occasion.Moreover, it is the first step for business people to know each other.In addition, people shouldn‟t pay their visit at the taboo date .For example,people should avoid paying their visit at the important festival of the religion of the other side and the thirtieth of every month.People make their appointment by telephoning and mailing and sending invitation and tell them the time and the purpose of their visit. When discussing the proper time,people often offer some optional hours to the other parties to choose.This way can confirm the time of visiting is a good way to show their respect.
3.2 Paying attention to appearance and behavior
In order to show the reverence to customers, visitors should pay more attention to their appearance and behavior. Gentlemen should wear business suits; Ladies should wear coordinates or overskirts which are not short. Moreover, dressings we wear should be changed according to the occasion. Before stepping into the office or house, visitors should wipe sole and keep them clean, don't bring dirt things into the office or house. In the summer, don‟t take off the shirt, trousers; in the winter, visitors should also take off a hat, sometimes should also take off the coat and scarf, and don't say "cold", in case it causes customers misunderstandings. Moreover, visitors pay much attention to hygiene. Wrappers peel and core should be put in dustbin rather than throw them anywhere. In sickness, especially infectious disease, people should not visit relatives and friends. The offer is normally phrased as a question, such as “Would you like a cup of coffee? The guest is expected to answer honestly, and if they say no,then the host will not offer any drink.If they accept the drink, they will be expected to drink it all before leaving.
3.3 Preparing cards
For gentlemen, their cards can be put in the pockets of their suits or business card holders. For ladies, they can put cards in the handbags where it is easy to find out.
What the most important is that we should do a research and glean some information of guest, such as know his characteristics, the sale volume, credit and the reputation in business.
3.4 Visiting customers
When a chief executive is visiting customers, some manners should be taken care of:
He should introduce the name of his own company, his name and position to the receptionists; tell them about the name and job department of people who you want to visit. Even though they have made an appointment before seeing .
He expresses his thanks to the person who has brought you to the meeting room. When taking a seat,, the superior should sit in the highest place, and he should sit in the lowest .
Express honor and thank you for daily care to the person who is being visited Introduce the directors of company
The superior exchange cards with each other after greeting
The accompany personnel avoid acting main role in meeting and the superior is in charge of the communication. If the superior has known the customer who the subordinate do not know, he is obligated to introduce customers to subordinates.
3.5 Controlling the time of business visit
There is a proverb that time is gold. This indicates that time is as precious as gold. Every businessman is busy, so in business visit, we treat time as gold and ask ourselves some questions: What do we discuss? What purpose do we want to achieve? Don‟t make the visitation like running “marathon”. If there is nothing to talk about, don‟t stay too long, maybe one hour, half hour is the best choice. It is impolite to kill time in other‟s office or house. If the host looks tired, maybe we should take leave of him. When we are ready to leave, express our sincere gratitude for his enthusiasm and say “Goodbye ,Thank you so much for everything or Thank you for all of your help in doing that'‟ and so on to express his or her thanks before leaving.Sometimes,the guest will make a return invitation to the host in order to leave a good impression on the host.He or she often says „Please be my guest next time when you come to China "or“ We hope you come to China next spring,so we can have further discussion on our cooperation. More importantly, don‟t whisper in the elevator or corridor after coming out of the company or office. The reason is that people will think they have do something wrong that cause us unsatisfied.
Besides these etiquette, every nation has their own practice when one is paying a visit in business occasion.In Chinese culture,the first thing we should do is to make an appointment before business visit in order to make sure whether the host is free or not.Business person who come from Western country is afraid of interrupting schedule unexpectedly which have been prepared well because of the increasingly fast pace of life and work, so they are in habit of making all appointments in advance. After discussion,the two sides may decide on the time and place. Once the appointment is made, it must be rigidly observed and rarely changed. On occasional times, they make an oral appointment like “I will go to your office tomorrow.” On the contrary, Westerners expect the visitors to come straight rather than go through lengthy preparations. In addition, after finishing the business affairs, westerners often indulge a couple of minutes‟ small talk while preparing for leaving. On the other hand, the Chinese guest often stands up suddenly and moves to the door and says farewell to the owner without giving notice in advance. The hosts always insist that the guests stay longer.some fixed conversational formulas preceding leave-taking are;“请留步”,“不要送了”,“再见”.And the common way for the host to respond:“请慢走",“请走好”.
4. Etiquette of presenting gifts in business activities
The exchange of gifts in business intercourse can make people feel valued and show our hearts and regards. It is not only a kind of polite behavior, but also can
improve the friendship. However, How to choose a gift? Presenting gifts, we not only abide by some basic etiquette- five “W”, that is “Who, When, Which, What”, but also pay more attention to different culture and customs. Or it will tend to have counterproductive effect.
Another point we should take into account is that in giving gifts to others must have the correct intention or understanding, we can't deem we want to bribe others or want others to send gifts in return. Such gifts will be caused to the other party psychological pressure and refuse. For example, President has a visit to Russia and presented to Russia‟s President a disk which is about the antifascist songs with video picture by made in China. It tells the story that the former Soviet Union people rose up against the German‟s invasion of the magnificent achievement and show scene of the main battle. The Soviet Union's some officials said, we can feel the Chinese people understand the Soviet Union and they have showed their deep friendship to us.
4.1 Who- the object of receiving gifts
When in Rome do as the Romans do. It is benefit for you when you are dealing with others. There is a need for us to spend some time knowing the status, hobby, and custom of recipients before we go to visit, because it can avoid making mistakes and misunderstood. Here some customs you should bear in mind: Frenchmen will be very angry when people give them chrysanthemum. The reason is that chrysanthemum is usually used in funeral by Frenchmen; In Arab, people never present gifts to the wives of clients and wine is not regard as a gift; In Britain, the recipients is not favor of gifts which are embossed with company‟s mark. In Japan, they especially like brandy and frozen steak. Pairs of gift is considered good luck. Any gifts don‟t related to four, because Japanese the pronunciation of the "four" and "die" is the same. As a consequence, we have to lay a lot of emphasis on varieties of culture difference and take them into consideration with much care so that some unnecessary misapprehension will be avoided effectively.
4.2Where- the place of presenting gifts
In presenting gifts to others, the specific place should be taken into account. For example, official gifts usually are presented in the office. A few companies don‟t take notice of these factors and take official gifts to the recipients‟ house secretly. As a result, presenting gifts causes some unnecessary misunderstood and makes the recipients feel unpleasant instead of giving a boost to the relationship.
4.3 When-the time of presenting gifts
The guest should send gifts if he wants to go to visit someone. The specific time of presenting gifts will be influenced by culture of different countries. For example, in western countries, I am now the guest, I came to your house and am a guest, I visit you, and gifts should be taken out before the meeting. By doing this, it is easy to give other people a good impression. In South Korea, gifts will be presented at the beginning of meeting. In German, people will present gifts at the end of meeting as Latin American countries do .Moreover,we must be particular about the intervals of presenting gifts. The frequency or long intervals of presenting gifts are not appropriate. Some people think they certainly can win others' feeling if we send gifts
frequently. In contrast, people will have a feeling of being uncomfortable; even think over why we often send gifts frequently. In addition, courtesy demands reciprocity, somebody else must also favor to you. So presenting gifts too frequently also increases their financial burden. Generally speaking, the most suitable opportunity to present gifts is in the important festivals and celebrations.
4.4 Which-how to presenting gifts
In business intercourse, there are a number of methods in presenting gifts. The method of presenting gifts can show sincerity to the recipients to some extent. When presenting, three ways we can choose: first, sending gifts personally; second, entrust someone to send gifts; third, gifts are mailed out. However, it is more suitable for the chief department executive to send gifts in official activities. The reason is that it can add much value to gifts and show our regard.
In addition, when preparing gifts for foreigners in international foreigners, we should pay some attention to the packages which westerners often care a lot about. Many of countries used to package gifts with color paper. On the contrary, Western countries are fond of packaging gifts with light color paper. Chinese people don‟t take notice of it so that the level of gifts has been reduced a lot. In Japan, they have a habit of using color soft paper to pack gifts without ring decoration ".
If possible, the gifts which we want to present to the foreigners have to be packaged properly. The more formal international business intercourse is, the more attention we should be paid.
4.5 What -the choices of gifts
Gifts are essential in business intercourse. It is a souvenir and literature. If our customers are interested in gifts which we have presented, the relationship ties will be bind tensely. Business gifts and private gifts are different. Presenting gifts in the business intercourse, we don’t use "vote for the good" as the standard of the choice and think “the more money we cost, the more the receptionists will be interested in. Such as the large amount of cash and gold and silver jewelry are not used as business gifts, because if we send those things, people will hold we want to bribery .Of course, some fudge items or an outlet of goods, medicine and nutrition also cannot be used as gifts to present to others, these gifts will have a backfire effect. At the same time, we should know the identity, hobbies, ethnic customs, religious beliefs and cultural background, etc before sending gifts, so that some unnecessary troubles can be avoided. Moreover, we pay more time and energy on the color, pattern, number and packaging of gifts. In the choice of business gifts, the products of the company or business related items are the best. For example, in western countries, people are more fond of singular number .They send all kinds of flowers with different colors rather than only a kind. Moreover, some country has some taboo about color. It is generally thought that white is the symbol of purity, black embodies solemn and respect, yellow is the sign of harmony ,the red and blue shows good fortune. Many countries think black as a funeral. Belgian is forbidden to use blue.
Another point we should keep in mind is that uniqueness, fashion and consider if
gifts are not heavy and convenient to be carried.
4.6 Etiquette of accepting gifts
Business personnel accept gifts also need to accord with some etiquette:
4.6.1 Behaving naturally and gracefully
When someone presents give gifts to us, the first point you should take into account is that whether we can accept or not? If we can‟t accept it, we must explain to the giver, express thanks and ask him to take it back. If we can accept it, the appropriate behavior of accepting the gift should be natural and graceful. We should receive gifts with two hands. And then gifts will be present in left hand, shakes hand with right hand. If present is so large that we can‟t grasp it, we can put gifts on the table, and then shook hands with each other. Moreover, the time of detaching is under the influence of culture. In China, the receiver doesn‟t take apart the gifts before the giver leave. Chinese will refuse again and again before they receive gifts in order to show they are not greedy and will present gifts to giver in return. However, in American, they take apart gifts when giver is here and express they are interested in them. Also they will write a note to thanks.
4.6.2 Expressing gratitude
In accepting gifts, we are likely to forget the simple and important step -expressing gratitude to the giver. We may praise gifts, like its configuration is so creative and unique, I never see such an elegant box, and even get very excited. "Thank you" is the key to express my gratitude, but we are often ignorant of it; It will take you a lot of time to find such a exquisite pen, I don‟t know how to express my gratitude .You are so kind.
Let the giver know that we are very fond of gifts. We really can find some sweet words or at least is a happy ambiguity words. We can thank the giver for efforts which he has made: "you are so considerable and generous, you remember I like collecting ancient maps."
Conclusion
Etiquette is a very important factor to determine the success or failure in business. It has become an accepted bend to test the business people‟s upbringing.
As people‟s communication becomes more and more frequently, more and more attention to the details of contact in business intercourse should be paid. In a market economy condition, there is an undeniable fact that if you have “etiquette”, you can travel the world, but if not, you are unable to move during the business intercourse, such as business invitation, business entertainment, business visit and presenting gifts. It is of importance to increase etiquette knowledge and practice good etiquette. In addition,having a good knowledge of different culture or customs have an effect on reducing or eliminating misunderstanding, conflict and improve the business communication . We should pay attention to mutual respect, develop empathy and seek similarities. Only in this way can we not only achieve success in business but also maintain good and long relationship with partners and customers.
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Acknowledgment
I would like to give my sincere thanks to the people who help me to finish my graduating essay, especially Miss Wang. She is very patient and amicable to help me, make good suggestions. What I learn from her is attitude towards essay which is very important, it decides whether or not you can do well in writing essay.
Besides, I would like to give my gratitude to my parents who give an opportunity to study again; all the other teachers that taught me in the past two years in Quangzhou Normal University., and my lovely friends accompany me in my college life.