新闻传播学

技术学院

学生毕业设计（论文）报告

系 别： 外国语言文学系

专 业： 应用英语（国际经济与贸易） 班 号： 学 生 姓 名： 学 生 学 号：

设计（论文）题目： The Function of Table Etiquette in

Business Negotiation

指 导 教 师：

设 计 地 点：技术学院 起 迄 日 期：

技术学院外国语学院 毕业论文

毕业设计（论文）任务书

专业应用英语（国际经济与贸易） 班级 英语072 姓名

一、课题名称：The Function of Table Etiquette in Business Negotiations 二、主要工作目的： 培养学生综合运用所学的基础理论和专业知识，提高分析与解决实际问题的能力，使学生在踏上工作岗位前受到一次提出问题、分析问题和解决问题的综合训练。因此，要求在写毕业论文过程中，注意培养学生工作的能力，从问题提出开始，通过调研、文献检索和阅读、方案设计与比较、综合分析及毕业设计报告等环节，培养学生分析问题与解决问题的能力，培养学生严谨的科学意识；正确的思想方法；认真负责的态度；脚踏实地、埋头苦干的作风；不畏艰难、勇于攻坚的勇气以及相互帮助、团结协作的团队精神，提高适应社会的综合素质。 三、工作内容和要求：

1． 毕业论文的前置部分 1.1

题名：毕业论文的题名要求以最恰当，最简明的词语反映论文中最重要的特定内容的逻辑组合，做到文、题贴切。题名的中文字数不超过20个字，外文题名不超过10个实词，中外文题名应一致，题名一般取居中编排格式。

1.2

摘要及关键词：摘要中文字数约200字，英文摘要字数大约200个单词，关键词的个数为3-8个。关键词的排序，通常按研究的对象，性质和采取的手段排序。

1.3 目录：由毕业论文各部分内容的顺序号，名称和页码组成。 2. 毕业论文的主体部分 2.1 论文主体不少于3000个英文单词，内容正确无误，有一定的创新性或个人见解，按学

校规定的统一格式撰写。

2.1 引言（Introduction）：主要说明研究工作的目的，范围，对前人工作的评述及理论分

析，预测结果和意义等。

2.2 正文（Body）： 是毕业论文的核心部分，占据主要篇幅。正文部分必须做到客观真实，

合乎逻辑，层次分明，语言流畅。

正文中的图，附注，参考文献，一律用阿拉伯数字分析依次编排序号。 2.3

结论（Conclusion）

2.致谢（Acknowledgements）

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四、主要参考文献：

[1]. http://hi.baidu.com/%CD%F1pp/blog/item/1e3305b7885f28f230add1d1.html [2]. http://www.cnoverseas.com/bbs/viewthread.php?tid=57959 [3]. http://www.gpexhibit.com/Show_GP.asp?id=608

[4]. 维萨 （Visser）著 刘晓媛 译 餐桌礼仪[M] 新星出版社.2007

学 生（签名） 2009 年 8 月 2 日

指 导 教师（签名） 2009 年 8 月 2 日 教研室主任（签名） 2009 年 8 月 2 日 系 主 任（签名） 2009 年 8 月 2 日

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毕业设计（论文）开题报告

设计（论文）题目 The Function of Table Etiquette in Business Negotiations 一、选题的背景和意义： With the entry into WTO, China has many close connections with other countries in the world, so the business communications and negotiations between them are becoming more and more frequent. However the etiquette is different because of different cultures and countries, so the understanding of the etiquette is necessary especially the table etiquette. In this society, a lot of businesses people may lose their business partners because of a lack of table etiquette at dinner table. This society is full of severe competitions, if a business people and his corporation want to win over their customers, they need to know the function of the etiquette and use it in business negotiation flexibly and the personnel quality and the ability of one competition will be upgraded. 二、课题研究的主要内容： This article introduces the readers about the different table etiquette of different countries such as China, British and France. At the same time, this article distinguishes its differences and analyzes its different functions and gives readers some advice in order to give them help in business negotiations. 三、主要研究（设计）方述： The article uses some examples and illustrations to show readers different table etiquette and tell them the importance and different functions of this etiquette used in business negotiations. What‟s more, this article uses the comparison and contract to make the readers clear those diverse characters of etiquette in order to make business people to use them flexible to win over their customers as many as possible. 第 3 页 共 19 页

技术学院外国语学院 毕业论文

四、设计（论文）进度安排： 时间（迄止日期） 6.24---6.28 6.29---7.25 7.26---8.2 8.3---8.10 8.11---8.15 8.16----8.20 8.21-----8.23 8.24----8.26 8.27 工 作 内 容 报论文选题，与指导教师商定选题，签定任务书 搜集，整理与论文有关的资料，拟定提交论文提纲 论文提纲商定后，开始撰写 撰写并提交论文初稿 修改论文初稿 提交论文二稿，与指导教师讨论论文中仍然存在的问题 论文定稿，打印，评审，送审 答辩准备， 26 日论文答辩 论文终稿打印，毕业论文装订归档，与电子稿一起上交 五、指导教师意见： 文章主要介绍商务会谈餐桌礼仪的功能，对目前从事国际商务活动工作具有一定的指导意义。文章思路清晰，条理清楚，同意开题。 指导教师签名： 2009 年 8 月 10 日 六、系部意见： 同意开题。 系主任签名： 2009 年8 月10 日

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Contents

Abstract……………………………………………………………………6 0. Introduction………………………………………………………………7 1. Chinese Domestic Business Negotiations .........................7 1.1Table Etiquette of China…………………………………………………7 1.2The Function of Chinese Etiquette………………………………………8 2. Business negotiations between China and Foreign……………………………10 2.1 Table Etiquette of British………………………………………………10 2.2 Table Etiquette of France………………………………………………11 2.3 The Taboo on Table………………………………………………………11 3. The Different functions of Different Table Etiquette…………………………13 4 Conclusion………………………………………………………………………14 Bibliography………………………………………………………………16 Acknowledgements……………………………………………………………17

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技术学院外国语学院 毕业论文

The Function of Table Etiquette in Business Negotiation

Abstract This article introduces the readers about the different table etiquette of

different countries such as China, British and France and points out some attentive points to raise their interests towards table etiquette. At the same time this article distinguishes their differences and analysis their different functions and on the basis of this, the writer tells readers the importance of table etiquette from opposite and gives them some useful advice in order to give them help in business negotiations. And it uses some examples and illustrations to show readers different table etiquette and tell them the importance and different functions of the etiquette been using in business negotiations. What‟s more, this article uses the approach of comparison and contract to make the readers clear that diverse character of this etiquette in order to make business people to use them flexible to win their customers as much as possible.

Key words: Table etiquette; business negotiation; function

餐桌礼仪在商务谈判中的作用

摘要: 本篇文章向读者介绍了中国，英国，法国的不同的餐桌礼仪并分别简要地指出它们的

注意事项，提醒人们关注餐桌礼仪。同时本篇文章还区别和分析了它们的特点，在此基础上作者从反面告诉读者这些餐桌礼仪的重要性并给读者提出了一些对他们的商务谈判有所帮助的建议。本文使用了举例和描写得手法向读者展示了不同的餐桌礼仪，并告诉他们在商务谈判中所起到的作用。另外本文还利用对比和比较的手法使读者明白不同餐桌礼仪的特点以便他们能在在商务谈判中正确灵活地使用。 关键词：餐桌礼仪, 商务谈判,作用

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0. Introduction

With the entry into WTO, China has many close connections with other countries in the world, so the business communications and negotiations between them are becoming more and more frequent. However the etiquette is different because of different cultures and countries, so the understanding of the etiquette is necessary especially the table etiquette. In this society, a lot of businesses people may lose their business partners because of a lack of table etiquette at dinner table. This society is full of severe competitions, if a business people and his corporation want to win over their customers, they need to know the function of the etiquette and use it in business negotiation flexibly and the personnel quality and the ability of one competition will be upgraded.

1. Chinese Domestic Business Negotiations

1.1Table Etiquette of China

China is a country famous for its diet and etiquette and the Chinese pay an important attention to diet and etiquette. Since ancient times, the diet etiquette has become an important part of the diet culture naturally.

We have rich Chinese table etiquette. Let‟s take the etiquette of taking a seat as an example.

We should ask the guest to take a seat firstly on the most important seat, and then ask the elder to take seats in proper order beside the guests by entering the chair from left side. After this the guests should not touch the chopsticks, not make a sound, also not get around, if the guests have any problem ,he or she need to notify the host. Second. The etiquette of having a meal

(1). The guests and the elder often asked to eat firstly when dining. If the dishes are far away from you at the dinner table, you ought to get them a little. It‟s not impolite to make a sound when eating or drinking the soup by soupspoon little by little. It‟s discourteous to blow the soup when it‟s too hot. You can have it when it becomes cool. The action which sending out a clearly sound when chewing the crisp food also not suitable.

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(2)It‟s not suitable to belch when dining, nor make other sounds. If you can‟t help sneezing at the dinner table, you must say such as “I‟m really sorry” “please forgive me” to show the apology.

(3)If you want to clamp the food to the elder or the guests using the common chopsticks is a best choice, you can also deliver the dishes to guests or elders. According to our Chinese nation's custom, this modest attitude is able to show our respect and express our inner feeling to others.

(4)When you meet the fishbone or bone it‟s not right to spit or throw it everywhere, you must attain them by your hands and put them in your dish slowly.

(5). Do not bury to eat, one should chat with others besides them by talking about some charming topics at suitable time to activate atmosphere.

(6). Do not to pick the teeth on the dinner table obviously; you can do this by using a napkin or a hand to block your mouth.

(7) When finishing the dine, the guests need to express their thanks to the master, at the same time the guests should ask the master to be their guests in the future to express their appreciations.

1.2 The Function of Chinese Etiquette

As a behavior criterion, the etiquette can make people‟s life more orderly and the interpersonal relationship more harmonious, it is playing a vital role in many aspects in today‟s society. In some degree, it is not only the request of the society life to individual; it also represents the civilized degree of a nationality.

The Chinese nation is known as nation of the etiquette which is playing a positive role in the process of historical evolution of the Chinese culture. Today, the economic globalization and the network of the information share lead human to a space which extends infinitely and concentrates unceasingly, that is global village. In this village, it appears more and more frequent situation between contact and communication and understanding become more importantly. Therefore the etiquette is indispensable, it not only becomes people's necessary basic quality, but also it becomes an important condition of success in society communication, commercial activity and causes. Now let‟s talk about a vital etiquette -------the table etiquette and

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its function in business negotiation.

Chinese table etiquette dates from Duke Zhou and eventually forms a set of diets etiquette which everybody accepts today generally by passing through a lot of year‟s evolution. This is just the inheritance and the development of ancient system.

Chinese's successful commercial negotiations between two Chinese people are often linked with one word, which is “Treating”. It is determined by Chinese culture. So in China, every business people believes that “everything can deal at the dinner table” ，so they are not worried about the business negotiation between domestic business people. At the end using the table etiquette becomes especially important.

For example, in the business negotiations of Chinese pattern, the order of seating is fastidious and the traditional stipulation is “the left is the most senior”. That is to say, the situation of people who sits on the left is senior than the right. Thereby according to Chinese custom, at the table in the business negotiation the main discussed people of opposite party should be arranged to the left of the sponsor side in order to be convenient for bilateral communication. If the sponsor side has not realized this question of seating order, then the opposite party may consider that the sponsor side can not distinguish primary and secondary and that they have no sincerity on business negotiation and it may lose the opportunity of the cooperation imperceptibly. Moreover, the slang says “it can‟t call a banquet without liquor”, therefore the Chinese thought that if there is short of the liquor during the negotiation, on the one hand that reflects the master is not considerate ,on the other hand it suggest that the success ratio of this negotiations has been reduced. According to Chinese's custom, if someone want to reach an business agreement, the famous cigarette and the famous wine is necessary on the table. Moreover, the kind of dishes must be abundant such as some animals which fly in the sky, run on the ground and swim in the river, the more precious the more sincerity. Therefore China's has once been evaluated as one of the most luxurious nations. Actually this is based on our several thousand years‟ culture. On one hand it indicates the level of the people‟s life in our country has been enhanced, on the other hand it also reveals the importance of table etiquette in business negotiations.

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China is an ancient nation which owes five thousand years history. Its people usually are mild-mannered, cultivated, graceful and well-behaved. Without question the civilized country is famous for its courteous etiquette. Everything the Chinese did and everything the Chinese said manifest their culture. Therefore, there are a lot of advances to learn Chinese table etiquette: the first one is helpful for enhancing one‟s individual culture; and the second one is that it can beautify ourselves even our life； the third one is that it can administer to improve one‟s ability in social communication and change their interpersonal relationship; From enterprise's point of view, it can beautify the enterprise image and enhance the reputation of the enterprise and the degree of satisfaction of customers and finally achieves the goal that boost the economic efficiency and the social efficiency of an enterprise.

2． Business negotiations between China and Foreign

2.1 Table Etiquette of British

(1)．When one takes a seat, his body must be straight and the elbow should not be placed on the tabletop, she cannot raise the foot. The distances between the dinner table and her body should be convenient for using the tableware. The tableware on the table should not be touched optionally and the table napkin should be placed on the knee gently. The table napkin is available to scratch the mouth or the hand, not available to scratch the tableware or to wipes the face. When one smears the mouth, certainly he must use table napkin cleaning and avoid using own handkerchief. You should better not have to squeeze the table napkin in the neckband.

(2). When one eats by the knife and fork, he should hold the folk in the left hand and the knife in the right hand from outside to inside. And when cutting the foods one should use left hand to withhold the food and use the knife to cut the food into pieces then delivered them to mouth. The edge of knife should not be put outward because that represents one have finished eating or one is not satisfied with the food. When someone wants to talk with others, he needs not to put down his folk and knife. And if he wants to take a napkin to clean his mouth or hands or wants to take a cup, he must put down all he holds. And at any time, one is not allowed to place one end of a knife

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or a folk on the edge of plate, another on the table.

(3). When you drink soup, sipping is sensible and when eating, it‟s polite to chew foods gently. If the soup is very hot, you can wait it become cool and then enjoy it. Do not blow and eat at same time. When finishing the soup, you should keep the spoon in bowl and the handle of spoon points to yourself.

(4). When your tone touches the stabs or bones, you can spit them gently on the folk and put them in the plate in the condition of using the napkin to cover your mouth rather than spit directly. When there is a few foods left in the plate, do remember not use the fork and fingers, but a piece of bread to finish the foods in plate. When eating the noodles, must use the fork to curl up the noodles first and then send the noodles to the mouth.

(5). Do not eat the entire block bread, the bread should be broke into pieces and then be send to people‟s mouth generally, When you need to wipe the butter or the jam, you should cut the bread into pieces first. 2.2 Table Etiquette of France

(1). The basic principle of using tableware is from outside to inside, if necessary another set of knife and fork will be made up after the waiter takes away the finished dishes.

(2). When you eat meats (for example beefsteak) should cut from one corner, if you do not want to eat some vegetables in the dish, you need to remain them together in the plate instead of throwing them away.

(3). If you want to slip something like bones, you take them out softly by using fork or by fingers and then continue to eat.

(4). When you finish eating, it‟s need not to wipe mouth and hand with heavy strength but wipe them lightly with one corner of napkin.

(5). The sitting posture should maintain whether the chair is comfortable or not, do not depend on the back of chair. When you eat, two arms should cling to the body in order to not disturb the people besides you.

2.3 The Taboo on Table

With the development of the world economy and the era of globalization,

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international exchange become more and more frequent, the people of all countries and regions become closer. In this new situation, mastering the knowledge of all kinds of customs, taboos, especially the taboo on the table, can help business people show respect to each other and improve interpersonal friendship and display their own style of etiquette.

Due to different national cultures, food taboos can be divided into two categories: national taboo, religious taboo. For example, the national taboo: Americans do not eat lamb and garlic; the British do not eat dog and animal's head; Russians do not eat sea cucumbers, jellyfish, fungus; the Japanese do not eat preserved eggs. While the religious taboos are one of the most stringent it can not be violated absolutely, business negotiators in particular, should pay more attention to this point. In business negotiations, negotiators of two sides will eat together inevitably, at this time it‟s wise to avoid those taboos so that make the other party feel that they receive the respect, the same as their cultures and countries and finally the agreement can be reached.

For other examples, (1). Islam's taboo on food and drink is as follows: animals died by themselves, the flowing blood, the dead animals killed not in the name of Allah. The death of first kind is because of old age and being poisoned, so it‟s dangerous for human consumption; the flowing blood is inedible filthy substance; and Islam consider that Allah is the creator of all things, the animal is killed not according to Allah‟s order are inedible. (2). In the Christian the blood is a symbol of life, so its followers do not eat blood. (3). The pigs, cattle, sheep meat are not allowed to eat in Catholic fasting period is to commemorate the crucifixion of Jesus Christ in the death of the saint, and his spirit of sacrifice their lives to justice.

If on the table the negotiators order the above dishes according to their willingness, then the other party can say anything but thinking and discussing in their brain. From this we can be able to judge the degree of respect ion of others‟ religious, even if the negotiation is successful this time, then the next opportunity to co-operate may be very small.. Therefore, it‟s very important to understand other countries and their customs, rituals, taboos so as to use the table etiquette correctly.

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3. The Different functions of Different Table Etiquette

Because of the various history and culture of different countries, the reasonable distinctions are in the customs of communications and dining between countries, especially the contact among commercial public figure and main administrative people. More often than not, a little mistake can cause overall to lose. However the table etiquette is one of the most important for them. Therefore, it‟s very necessary for these people to grasp the table etiquette of every country.

There is a story in modern history: Hongzhang Li (an officer of Qing Dynasty) once accepted the invitation of Bismarck who was an outstanding politician and diplomat in Germanic history

Due to ignorance Western etiquette, Li drank a bowl of water used to wash their hands after eating fruit. While Bismarck did not understand China at that time, he slip down that kind of water in order not to make Li feel embarrassed. From this story we can see the friendly relationship between China and Germany firstly, and secondly, it reveals that every etiquette should be understand and respected. If Bismarck pointed out Li Hongzhang's mistake on time, the awkward atmosphere would be appear and both parties would not have a happy dinner

The table etiquette is a kind of attitude and a culture .it can incarnate one‟s diathesis toward the reorganization of western traditions of culture and authorization. Along with the development of society, business people have a wider communication area. In this area, more and more regulations such as table etiquette is restricting human‟s behavior to build a friendly cooperation relationship between them. The function of table etiquette as follows

First, it can improve individual quality of business people. The market competition finally is the competition of personnel quality. To commercial negotiators the performance of their qualities is their culture in business negotiation. Details can show one‟s culture as well as their qualities, let‟s take smoking for example, the person who has rich culture will not smoke in front of bystanders on the table because it will leave a bad impression on foreign commerce negotiators.

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Second, to create a good atmosphere, to narrow the distance between the two sides On the dinner table, if an enterprise treat customers warmly and thoughtfully, decently and generously, think what the opposite‟s needs, respect their dining customs religious taboos, help them solve their problems, they will find the enterprise is in good faith and they are prepared to cooperate with this company. In a relaxed and harmonious atmosphere of dinning, the distance of two sides can be shortened and they will find a common topic and finally come to an agreement.

Third, create a good image to promote the success of the transaction.

In business negotiations, the two parties may not know each other, while the personal image often represents the image of their company. A common phenomenon in business activities is that a person often judge others through their appearance, behavior and to analyze the credibility of the enterprise he or she represent, thereby it will effect the degree of their contact. What‟s more, in the process of dining the approach of showing understanding of other sides „culture practices and food taboos will gain an unexpected harvest. From this little dinner table in negotiation, the negotiators‟ polite words and behavior will create a good image to promote the success of the negotiation.

Fourth, deepen understanding, promote friendship. In business negotiations, the two sides want to protect their economic interests, it was inevitable that some conflict will happen，but the conflict between companies and people is caused by business activity instead of confrontation. When there is no agreement on an issue appeared in negotiation at dinner table, we also need to pay attention to etiquette rules and find a solution which an be accepted by two sides by understanding and communicating rather than put down tableware and leave angrily Even if the transaction is not successful, but owe to the faith ness and politeness, two sides can also find another avenue for cooperation.

4. Conclusion

Under the careful guidance and strict demand of my teacher Mr.Wang-xiaoxiang, this article has been finished. From the choice of the theme of this article and the

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argumentation of the project to the concrete design and modification, non can not penetrated the teacher‟s selfless dedication. In the process of three years of learning and living, I learn a lot from my teacher. So I will take this opportunity to express my deep gratitude and the highest regard to my teacher Mr. Wang.

One cannot walk far without going step by step. The accomplishment of this paper also owe to my other teachers‟ responsibility. They make me master and use my major knowledge and present in my paper. It is precisely because of their help and support, my thesis can successfully complete. I also want to take this opportunity to express my sincere gratitude to the all teachers of Foreign Language Department and Changzhou College of International Technology for their hard cultivation.

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Bibliography

1.http://hi.baidu.com/%CD%F1pp/blog/item/1e3305b7885f28f230add1d1.html

2. http://www.cnoverseas.com/bbs/viewthread.php?tid=57959 3. http://www.gpexhibit.com/Show_GP.asp?id=608

[4]. 维萨 （Visser）著 刘晓媛 译 餐桌礼仪 [M]

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技术学院外国语学院 毕业论文

Acknowledgements

Grateful acknowledgements are bestowed to my supervisor Mr. Wangxiaoxiang who gave me considerable help by means of suggestion, comments and criticism. His encouragement and unwavering support has sustained me through frustration and depression. Without his pushing me ahead, the completion of this thesis would be impossible. I also want to take this opportunity to express my highest regard to Mrs.Xingdifeng, the director of Foreign Language Department. In her intensive arrangement, we got a great achievement. In addition, I deeply appreciate the contribution of the learning and living environment supported by Changzhou College of International Technology. Without the advanced condition I can hardly complete my paper. At last I wish our lovely teacher cultivate more and more excellent students and have pupils everywhere.

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毕业设计（论文）成绩评定表

一、指导教师评分表（总分为70分）

序 号 1 2 3 4 5 6 7 考 核 项 目 工作态度与纪律 调研论证 外文翻译 设计（论文）报告文字质量 技术水平与实际能力 基础理论、专业知识与成果价值 思想与方法创新 合计 指导教师综合评语： 指导教师签名： 年 月 日 满 分 10 10 5 10 15 15 5 70 评 分 二、答辩小组评分表（总分为30分）

序 号 1 2 3 4 5 考 核 项 目 技术水平与实际能力 基础理论、专业知识与成果价值 设计思想与实验方法创新 设计（论文）报告内容的讲述 回答问题的正确性 合计 答辩小组评价意见（建议等第）： 答辩小组组长教师签名： 年 月 日 满 分 5 5 5 5 10 30 评 分 三、系答辩委员会审定表

1． 审定意见 2．审定成绩（等第）_____ ___ 系主任签字： 年 月 日

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