【導(dǎo)讀】Zhangwanqun

　　

【正文】 mosphere, it will naturally shorten their distance and help to find a bination, which both of the parties are able to accept and get a benefit. To portray a good image and promote the trade to succeed For the second effects, the parties may not understand well that the personal image is often the delegate of the enterprise image. There is mon phenomenon: In the mercial activities, a party often judges the other party by their first impression, which contains the behaviors and talk, even more influence the degree of interaction between them via analyzing the edible degree of their represented enterprise. Thus it can be seen that all the negotiators’ noble morality and sentiment, refined and courteous speech and deportment, profound knowledge, appropriate courteous will leave the others with a profound impression in the mercial activities. It also seems to give the enterprise a high opinion, then reduce the resistance of the negotiation. To deepen an understanding and promote the friendship. Finally promote the trade to succeed. In business negotiation, all the parties are likely to protect their own economic benefits. As a result, it will inevitably course some conflicts. This kind of conflict always occurs between the enterprise and individual. Due to the mercial activities, which does not like a kind of confrontation .They have not to make the problem which in the trading bee a kind of attack for an enterprise or individual. They are requested to make a distinction between the individual and the matters. During the business negotiation, the two parties always are locked in a stalemate. Therefore, it is necessary for them to pay attention to the ceremony and propriety standard. Founding out an agreement for both the parties to reach by their understanding and municating. To build up a friendship that bees a conger cooperation partner via the trading. However, considering the way that they get along with others is sincerely and a good etiquette, even if the trade between them failed, they also can municate with each other and build up a longterm friendship, then found other opportunities to cooperate. In view of the negotiation is done between the individual and individual, so the negotiation process is an interpersonal munication process. The interpersonal relationship often is critical in the negotiation. There is no any reputation for the negotiator or an enterprise with a low moral character, even no acplishment. It is hard for this kind of person to get succeed. But if the patties can treat each other sincerely and respect, there will be an ideal effect for the negotiation. In a word, it is meaningful for both the parties to pay attention to the etiquette while they are negotiating. Conclusion: There has been much research in the field of negotiation, and there is fortunately now a good deal of information around that can guide us in our quest to bee better negotiators. Most likely, as with many of the other skills mentioned in the paper, we have to learn how to negotiate through trial and error. Most likely, we have developed particular individual styles that we are fortable with. However, research has shown that there are certain ways of negotiating that are simply more productive than others. Most important to us here, perhaps, is the fact that the research on effective versus less effective international negotiation styles seems to support certain aspects of the etiquette of the business negotiation, while discouraging other aspects. Negotiators as members of society are led easily into attitudes of cultural bias. The only way to overe that bias is to create awareness of one39。s own etiquette cultural system by understanding how other people behave in another system. The negotiator, from his knowledge of his opponent39。s etiquette culture and his sensitivity to it, can adapt his behavior to the situation and serve the interests of the interaction. The more and better the munication, the greater the amount of information shared or extracted, and the greater the buildup of trust, the more likely is the possibility of creating the satisfaction that negotiators are exchanging at the end of the day. In order to be effective the negotiators operate as detectives searching for clues to the values and interests of their counterparts. They avoid assumptions about partner concerns。 they look for what does matter to the partner rather than what should matter. In short, they must be careful not to allow cultural stereotypes to determine his or her relations with local businesspersons.