第3章 建立业务关系(10)

宴会上的礼仪：

① 如果主人宴请客人，主人应当先于客人到达。在中国的酒席上，主人与客人需要交替围坐在圆桌周围。主人最好用手示意客人应坐的位置。右手边的座位比左手边的座位重要。最重要的客人要坐在主人的右手边。

② 在中国的宴席上，我们通常用筷子，同时我们也应当为外国客人准备刀叉，因为有些外国人不善于使用筷子。

③ 主人方代表通常应先举杯，为两公司间的友谊和未来的商务合作干杯。 ④ 在宴席期间，主人方应注意照顾离其最近的客人并对菜肴进行一些讲解，包括原料、口味和烹制方法。

3. International Business Conference

3.1 Establishing a Target for the Negotiation

The purpose of the negotiation is to reach an agreement between two parties. The successful results of the negotiations mainly depend on the determined objectives. Therefore, in order to get the expected result, the negotiators should set three different targets before the negotiation: the best target; the intermediate target; the acceptable target. Another important task before the negotiation is to gather a great variety of information about your counterparts for your decision making, such as cultural difference, their background, family status, their strengths and weakness, their negotiation style and professional experience, etc. 3.2 Organizing a Negotiation Group

3.2.1 The Scope of the Negotiation Group

Please keep your negotiation group as small as possible, which is the one of the basic principles. Generally speaking, the negotiation group is composed of 3 to 5 negotiators. The following points are the reasons to keep the negotiation group compact.

1. Large group means large expenses.

Business travel, especially international travel, is rather expensive. Flight, meals, accommodation, transportation and formality fees can make the business travel for even a small team very expensive. Large group may also make the arrangement more complex and increase the difficulty.

2. It is more difficult for large group to reach an agreement.

Keep the negotiation group small enable the chief negotiator to adjust the negotiation plan timely and efficiently and make the whole team consolidate.

3. Large negotiation group may disrupt the operation of the company.

Each negotiator has his own regular assignment in the company. Large team may disrupt the operation of the company. In order to keep the company running as usual, we’d better make the negotiation group compact.

3.2.2 The General Structure for Negotiators

A negotiation group should include the following personnel: ① Technical personnel

They are familiar with production, performance of products and technical