1、1Abstract Business etiquette, a behavior science, is the norms in the business activities, , which plays an important role in the business communication .understanding Chinese and western etiquette and their distinctions is of great importance in promoting international business exchanges. With the
2、changing role China played in the international exchanges, we communicate and cooperate frequently with foreigners . It is the notable position that makes us have a more normative and courteous criteria in the international business communication, especially in the business activities with westerner
3、s. This thesis ,from the international business etiquette , lays emphasis on the comparison between Chinese and western business protocol, it mainly described the general definition of business etiquette, characteristics of business etiquette, embodiment in business interactions, influencing factors
4、 (Cultural factors) of Chinese and western etiquette and the relevant solutions of the differences. The thesis let us comprehend and receive different stages of Chinese and western business etiquette , “recognitionunderstandingcomprehension ”,through lots of examples, aiming to help us to apply thes
5、e theories into practice. The consequence of this study shows that in order to avoid the misunderstandings in business activities, especially in international business exchanges, not only should we know some basic business norms, but also we need to understand the distinctions of business etiquette
6、mainly caused by different cultures profoundly.Key words : business etiquette norm business exchange 2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
7、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 3Comparison between Chinese and Western business etiquette1. IntroductionBusiness
8、 etiquette is a code of conduct, which embodies mutual respect in the day-to-day business activities. It is also the norms for people who is engaged in commercial activities and business communications, in other words, how to master basic business activities, so you can meet the requirements for bus
9、iness; how to make yourself familiar with the norms and disclose your dignified demeanor ;how to avoid the embarrassing questions you encountered : such as dress wrong ,dining at a loss; how to eliminate a small matter ,which will have the unexpected negative image to the individuals or companies. O
10、nly have you know some knowledge of Chinese and English etiquette , all these problems can be easily solved .Therefore business etiquette helps to create good personal image and corporate image.Business etiquette is coordination and communication functions with cohesion emotional role. With the deve
11、lopment of society, the business relations are getting wider and wider, in a variety of business contacts gradually formed a code of conduct and guidelines, guidance on business conduct themselves in society, and as a code of society, coordinating human relations and human and social relations, so t
12、hat people are friendly to each other, respect the others premise, compliance with the protocol norms, in accordance with the protocol norms restrain itself, it is easy for people to have interpersonal communication. Therefore , emotional pool plays to the role, and establish mutual respect, mutual
13、trust, friendship and cooperation relations, whats more, it will help the development of various undertakings. Business etiquette is a behavior science, and should be trained seriously and systemically. Due to geographical and historical background, various kinds of differences occurs between the sy
14、stems, but the desire to reflect the aspirations is the same, and to abide by the norms and codes of conduct is consistent.Business etiquette is made up of significantly more important things than just knowing which fork to use at lunch with a client. Unfortunately, in the perception of others, the
15、devil is in the details. People may feel that if you cant be trusted not to embarrass yourself in business and social situations, you may lack the self-control necessary to be good at what you do. Etiquette is about presenting yourself with the kind of polish that shows you can be taken seriously. E
16、tiquette is also about being comfortable around people (and making them comfortable around you!)4People are a key factor in your own and your business success. Many potentially worthwhile and profitable alliances have been lost because of an unintentional breach of manners.Dan McLeod, president of P
17、ositive Management Leadership Programs, a union avoidance company, says, “Show me a boss who treats his or her employees abrasively, and Ill show you an environment ripe for labor problems and obviously poor customers relations. Disrespectful and discourteous treatment of employees is passed along f
18、rom the top.“( Dan McLeod：2008) Which strongly emphasize the importance of courtesy, therefore , its necessary to know etiquette, especially the business etiquette.2. Characteristics of business etiquette As regional and historical reasons, understandings of people from different regions and ethnic
19、varies , as the development of whole world .Chinese people have attached great importance to the foreigners , especially the westerners ,trading between the two regions is becoming more and more frequent ,establishing good relations with western people is of great importance ,therefore ,knowing the
20、business etiquette is essential . As Chinas reform and opening up the pace accelerated, peoples living and working in foreign exchanges increased. Understanding the content of foreign-related rituals and requirements, and mastering the skills of contacts with foreigners is particularly important.In
21、the business occasions , how to make business etiquette effect completely and how to create the best interpersonal relationships is closely related to the principles of business etiquette , which can be concluded into four aspects:(1) The principle of sincerity and respect Socrates had made a very f
22、amous statement: “ there must not be a gift to a friend, you have to contribute to your sincere love ,learning how to use legitimate means to win a persons heart .”(Voice of English ，2005 ) Which tells us that if you contact with the people , sincere respect for the ritual is the primary principle .
23、 Only you treat others sincerely and courteously ,can you create a harmonious happy relations, for good faith and respect are complementary to each other. Sincerity is a practical and realistic approach to communicate with other people ,especially in the business activities , it can be directly refl
24、ected .Sincere and respect for the first performance with some people :do not lie ,not hypocrisy ,do not insult people ,the so called “cheating once ,for life no friends.” also the practical reflection of business dealing . Sincere dedication, be fruitful harvest, only sincere respect for the two si
25、des can be affiliated, friendship for a long time.5(2) The principle of moderate equalityIn the social field ,ritual behavior is always expressed as the two sides ,for instance, if you treat your business guests sincerely and thoughtfully , others would show the identical courteous respond to your h
26、ospitality ,and they would become the potential regular customers . If you performed impatiently and hasty ,there is no doubt that you would get the same response .The purposes of this protocol must emphasize the principle of equality, equal exchanges between the two parts, for equality is the found
27、ation to establish emotion with other people. If you want to maintain a good interpersonal relationship with your business partners or your customers , you should locate modesty in the first place ,because it is the essential way to make more friends. Moderate principle requires us to measure the cr
28、iteria of etiquette , in accordance with specific circumstance , specific situation and the exercise of the corresponding ritual .For instance ,when doing business with some people both warm and urbane are required ,one can not be rude and frivolous ,lively and modest ,but lethargic and sophisticate
29、d.(3) Self-confidence and self-discipline The principle of self-confidence is a mental health principle in the social occasion , especially in the commercial contact .Only someone is self-confident ,can he master things freely. Self-confidence is a very valuable psychological quality, people who hav
30、e full confidence will not discourage when they encounter difficulties , on the contrary , they will counterattack when they are reduced to a rattrap, they are also willing to show their helping hand to people who are involved in jeopardy. People who are not confident enough will run into snags ever
31、ywhere , even despair of their life . In the process of social interaction and business communication , establishing a sense of moral values and norms of self-cultivation in the mind to our behaviors .Achieving the balance of self education ,self management and self-confidence correctly , placing a
32、rational and active attitude to fulfill the great obligation the life leaves us , refusing self-righteous and arrogant . Nothing great can be achieved without these traits.(4) honesty and tolerance Honesty stresses the principle of credibility , Confucius , a great philosopher , made the statement :
33、 people cant live without credit , if you affiliate with your friends, honesty should be laid in the first place; Which also emphasize the principle of keeping promises. Trustworthiness is the virtue of the Chinese nation , in particular ,it is necessary to stress punctuality , and people should not
34、 delay when they go to the fixed appointments, meetings , talks and conferences, etc. One should not make promise so easily ,unless you are really sure about it ,or else you would end with a bad image of dishonest , especially in the business activity , honesty is of great importance . Tolerance is
35、a great human thinking , the idea of tolerance is a magic weapon to create a harmonious interpersonal relationship in interpersonal exchanges .Tolerate others ,understand others and do not always pursue perfection. For a famous saying goes : failure is the mother of success . All in all ,if you cons
36、ider things from others 6position , I think you have found the best way to win friends ,to win business guests. 3. Comparison between Chinese and Western business etiquetteWith the increasingly close business contacts , people conduct in the business exchange reflected more frequently in the past ,t
37、he actions and manners in business interactions can be best and directly embodied during their communications ,therefore , learning and understanding the appropriate business behaviors between Chinese and foreigners become special significant .3.1 Chinese etiquette in business occasionConfucius, one
38、 of Chinas greatest thinker, established a system of ethics, morals, hierarchies and behaviors, setting the rules for people dealing with other people, and establishing each persons proper place in society, which have very profound influence in the interaction of our ancestors , especially in the fi
39、eld of business communications.1）Chinese courtesies have always been formal to follow strict rules, although sometimes Chinese people seem to be impolite according to Western norms in public places. If you want to understand Chinese well and be more propitious in doing business with Chinese people ,
40、 some behaviors should be especially noticed:When you first meet a Chinese person, they might seem unfriendly, but that is because they are taught to not show emotions in public, because it is thought to be unacceptable. Chinese like being formally introduced to a person by another person. When bein
41、g introduced to a person, shake their hands. A smile, a wave, a nod, or a bow are good. At the same time kissing and hugging are bad. You can only do this when you are very familiar with that person . At your friends house you will be given tea automatically. If your friend asks you if you want tea,
42、 that probably means that they dont want to serve you tea, but they want to seem hospitable. You should know what to do. When you leave your friends house, they will “see you off”, meaning that they will accompany you to your car, or elevator. When you get to know your friend very well, all formalit
43、ies change, and they will say “ I wont be seeing you off “ and in turn you must quickly say That never crossed my mind!” Personal space varies from country to country. The Chinese have less personal space than the westerners, so if you find that they are really close, it is normal. You might step ba
44、ckward, but they might just take a close step. If you are in China, and pushed in a 7line, dont feel bad, the Chinese arent use to standing in lines, and you arent required to be polite to strangers. Chinese dont like when you point your index finger to point, use this only to call a person( use you
45、 open palm to point), snap fingers, and whistle. At the same time, westerners dont like when you slurp your soup, or when you eat and talk at the same time , Yet the Chinese dont mind. Chinese consider gifts as an important part to show courtesy. It is appropriate to give gifts on occasions such as
46、festival, birthday, wedding, or visiting a patient. If you are invited to a family party, small gifts like wine, tea, cigarettes, or candies are welcomed. Also fruit, pastries, and flowers are a safe choice. As to other things, you should pay a little attention to the cultural differences. Contrary
47、to Westerners, odd numbers are thought to be unfortunate. So wedding gifts and birthday gifts for the aged are always sent in pairs for the old saying goes that blessings come in pairs. Though four is an even number, it reads like death in Chinese thus is avoided. So is pear for being a homophone of
48、 separation. And a gift of clock sounds like attending others funeral so it is a taboo, too. As connected with death and sorrow, black and white are also the last in the choice. Gift giving is unsuitable in public except for some souvenirs, your good intentions or gratitude should be given priority
49、to but not the value of the gifts, otherwise the receiver may mistake it for a bribe.To sum up, do in Rome as Rome does, but you need not worry about these cultural barriers, since most Chinese are hospitable and amiable and will not mind your nonproficiency.2）Whats more, some other courteous actions always occurs in the communication ,which can be evidently embodied in business interaction.(1) Greetings and IntroductionsThe Chinese usually do not like to do business with strangers, and will make frequent use of go-betweens. Whenever possible, try to
