Case Analysis of Business Etiquette (1)
1. According to the original plan, Mr. Jin, a salesman of a lighting equipment factory, rushed to the sixth floor with a newly designed lighting equipment sample in his hand. Before the sweat on his face could be wiped, he went directly into the office of manager Zhang of the sales department. Manager Zhang, who is handling business, was shocked. ? Sorry, this is a new product designed by our company. Please have a look. ? Mr. Jin said. Manager Zhang stopped his work, took the lamp handed by Mr. Jin, and casually praised:? How beautiful! ? And asked Mr. Jin to sit down, poured him a cup of tea, and then picked up the light-emitting device and studied it carefully. Seeing that Mr. Zhang was so interested in the new product, Mr. Jin was relieved, so he leaned back on the sofa, crossed his legs, smoked and looked around Mr. Zhang's office leisurely. When Manager Zhang asked him why the power switch was installed in this position, Mr. Jin habitually scratched his scalp with his hand. Although Mr. Jin explained it in detail, Mr. Zhang was a little dubious. Talking about the price, Manager Zhang stressed: This price is much higher than our budget. Can you lower it? Mr. Jin replied:? Our manager said this is the lowest price and we can't go any further. ? Manager Zhang was silent for a long time and didn't speak. However, Mr. Kim is a little impatient. He involuntarily loosened his tie and stared at Manager Zhang, who frowned. Where is the advanced performance of this luminous body? Mr. Jin scratched his scalp again and repeatedly said:? Novel shape, long service life and power saving. ? Manager Zhang left the office on an excuse, leaving Mr. Jin alone. Mr. Jin waited for a while and felt bored, so he picked up the phone on the desk and chatted with a friend. At this moment, the door was pushed open, and it was not Manager Zhang but the office secretary who came in.
Question: Please analyze the case. What are the etiquette defects that Mr. Jin failed to negotiate?
Xiao Huang failed in the final interview.
Xiao Huang went to a foreign company to attend the last interview of assistant general manager. To be sure, she dressed up this time. A suit of avant-garde clothes, fashionable bracelets, unique rings, shiny necklaces and trendy earrings are the focus everywhere, which is unparalleled and stands out from the crowd. Besides, her opponent is just a plain girl, and her education is not higher than her, so Xiao Huang thinks she has a shoo-in. But the result was unexpected, and she was not recognized by this foreign company. The examiner said apologetically. You are really beautiful, and your clothes and accessories are pleasing to the eye, but I don't think you are suitable for the job of assistant. I'm really sorry. ?
Analysis:
Always pay attention to your clothes and accessories and distinguish between occasions. For accessories, less should not be more, otherwise it will give people a sense of publicity, depression, disorder and instability.
There are no masters here, only doctors.
A college student, clutching his left lower abdomen, ran to the infirmary and said to the doctor. Master, I have a stomachache. ? The doctor sitting in the consulting room said: There are only doctors here, but no teachers. Please go to the student canteen to find the master. ? The students blushed to the ears.
Comments:
The names of cultural people must be clear, so as to reduce embarrassment, which not only reflects their own cultural level, but also respects others. Of course, as a doctor, we should also pay attention to service attitude and etiquette. Be tolerant of customers' inappropriate language and criticize each other in a euphemistic tone.
4. Once a company recruited secretarial staff, because of the generous treatment, there were many applicants. Xiao Zhang, a graduate of Chinese Department, went for an interview with the best background materials: after four years in college, he published 30,000-word works in various journals, including novels, poems, essays, comments and political comments. She has also planned anniversary celebrations for six companies. She is fluent in English and her calligraphy is a must. Xiao Zhang has regular facial features and a tall and well-proportioned figure. During the interview, the recruiter waited for her to come in with the materials. Xiao Zhang, dressed in a miniskirt, revealing lotus root-like thighs, a navel dress and bright red lipstick, walked lightly to an examiner and sat down uninvited. Then he crossed his legs and smiled and waited for questions. Unexpectedly, the three recruiters exchanged glances with each other, and the examiner said, Miss Zhang, please go back and wait for the notice. ? Her face lit up: good! ? Pick up a small bag and run out the door.
Question: Can Xiao Zhang wait for the employment notice? Why? If you were Xiao Zhang, how would you prepare for this interview? Comments: Xiao was not admitted because she lacked the basic etiquette of the interview; Specifically, her unreasonable performance is as follows: 1, the clothing is too fashionable, avant-garde, irregular and solemn, giving people a frivolous feeling; 2, the makeup is too bright and exaggerated. 3, the behavior is arbitrary, uncivilized and elegant. ? Sit down uninvited? And then what? Cross your legs? Waiting gives people the feeling that they lack basic self-discipline.
Wang Feng studied very hard in college and got excellent grades. He won a special scholarship almost every year, so his classmates gave him a nickname? Superman? . After graduating from college, Wang Feng successfully obtained the opportunity to study for a master's degree in the United States, and successfully entered an American company after graduation. Eight years later, Wang Feng has now become the department manager of the company. On National Day this year, Wang Feng returned to China to visit relatives with his wife and children. One day, watching a musical in the Grand Theatre, I just sat down and found three people coming towards them. One of them held out his hand and shouted as he walked. Hey! This is not? Superman? Really? Why did you come back? At this time, Wang Cai recognized that the speaker was his high school classmate Jia Zheng. Jia Zheng didn't go to college, so he went to the south to do business and made some money. Now he has returned to Shanghai and registered a company.
Boss. Today, I happened to accompany two business partners from Hong Kong to a musical. This business partner is an old Hong Kong couple he has been dating for many years. At this point, Wang Feng and Jia Zheng are both happy and excited. After Jia Zheng called loudly, he remembered that there was a lady standing beside Wang Feng, so he asked who was the lady beside Wang Feng. Wang Feng then remembered to introduce his wife to Jia Zheng. After Wang Feng's introduction, Jia Zheng stepped forward happily and gave Wang Feng's wife a hug. At this time, Jia Zheng also remembered that it was time to introduce his business partner to his old classmates.
Question: The meeting etiquette on the above occasions is in line with etiquette. If yes, please point out and explain what the correct way is.
Comments: The main areas inconsistent with etiquette are:
You can't call each other by their nicknames in public.
It is not easy to greet people loudly in public, which affects others.
Introduce each other's passing guests in time, and don't neglect the accompanying personnel.
Hugging the opposite sex is not suitable for China. It's best to shake hands.
6. On Sunday, a young couple took their lovely baby shopping. The baby looked at the dazzling array of goods and pointed with his little finger, showing a cheerful expression. When I came to the children's toy counter, the salesman greeted the children's parents with a smile. What do you two want to buy? Do you want to buy a toy for your child? The couple looked at the marked price of the goods, shook their heads apologetically and wanted to leave with their children in their arms. Suddenly, the baby began to cry: I want toys! I want toys! ? The couple had to pay for their smile, persuasion and persuasion, but to no avail. The salesman seemed to realize something, and immediately picked out several advanced electric toys, turned on the switch to make the toys move for the children to see, and kindly asked: Baby, which toy do you want? Aunt will get it for you. ? The child stopped crying at once and simply said: robot dog! ? At this time, the salesman took a look at the young couple, saw that they were hesitant, exchanged eyes, and finally bought the robot dog with money.
Please answer: (1) What negotiation strategy did the salesman use? Why is it successful?
(2) What are the characteristics of this strategy? What is the application in business negotiation?
Answer: (1) Salespeople adopt the strategy of combining rigidity with flexibility; I found each other's weak links, children, and touched customers emotionally by inducing children's needs.
(2) This strategy is characterized by taking advantage of the other person's emotional weakness and being patient and good at expressing friendly attitude in order to gain the other person's goodwill. In business negotiation, this strategy is suitable for those opponents who are tough, arrogant and have obvious emotional weaknesses.
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Case Analysis of Business Etiquette (Ⅱ)
Case 1
According to the original plan, Mr. Jin, a salesman of a lighting equipment factory, rushed to the sixth floor with a newly designed lighting equipment sample in his hand. Before the sweat on his face could be wiped, he went directly into the office of manager Zhang of the sales department. Manager Zhang, who is handling business, was shocked.
? Sorry, this is a new product designed by our company. Please have a look. ? Mr. Jin said.
Manager Zhang stopped his work, took the lamp handed by Mr. Jin, and casually praised:? How beautiful! ? And asked Mr. Jin to sit down, poured him a cup of tea, and then picked up the light-emitting device and studied it carefully.
Seeing that Mr. Zhang was so interested in the new product, Mr. Jin was relieved, so he leaned back on the sofa, crossed his legs, smoked and looked around Mr. Zhang's office leisurely.
When Manager Zhang asked him why the power switch was installed in this position, Mr. Jin habitually scratched his scalp with his hand.
Although Mr. Jin explained it in detail, Mr. Zhang was a little dubious. Talking about the price, Manager Zhang stressed: This price is much higher than our budget. Can you lower it?
Mr. Jin replied:? Our manager said this is the lowest price and we can't go any further. ?
Manager Zhang was silent for a long time and didn't speak.
Mr. Jin was a little impatient, but he couldn't help but loosen his tie and stare at Manager Zhang, who frowned.
? Where is the advanced performance of this luminous body? Mr. Jin scratched his scalp again and repeatedly said:? Novel shape, long service life and power saving. ?
Manager Zhang left the office on an excuse, leaving Mr. Jin alone. Mr. Jin waited for a while and felt bored, so he picked up the phone on the desk and chatted with a friend. At this moment, the door was pushed open, and it was not Manager Zhang but the office secretary who came in.
Question:
1. Please analyze the case. What are the etiquette defects of Mr. Jin's business that failed to negotiate successfully?
2. How should Mr. Jin pay attention to personal etiquette in business activities?
Analysis: 1. From the beginning, Mr. Jin excitedly boarded the sixth floor, and Mr. Zhang, who he is going to visit, is the head of his business, so he should pay great attention to etiquette:
(1) went straight into the sales department without wiping the sweat on his face.
The office, first of all, does not pay attention to its external image, which is right.
A disrespect from others. You will leave a bad impression on others here.
Impression.
(2) Mr. Zhang took the lamp handed by Mr. Jin and praised it for its beauty and generosity.
Please sit Mr. King down and pour him a cup of tea. I'm Mr. Kim
I should say thank you, but he didn't. Obviously, there is no etiquette.
And left some unpleasant places to others.
Mr. Jin leaned back on the sofa and smoked with his legs crossed.
Looking around manager Zhang's office leisurely. This is also a kind of disrespect.
Heavy, first of all, people didn't ask you to sit down, didn't tell you where it was.
Being able to sit is also a matter of etiquette, and so is smoking and watching casually.
It's impolite.
Mr. Jin is used to scratching his scalp with his hands. Include the following numbers
Loosen your tie yourself. He can't take his habitual actions.
Go to a business discussion.
⑤ Manager Zhang is still a little dubious. It's time to ask him where else.
Need an explanation?
When it comes to price, Mr. Kim should not have such a firm attitude.
Make peace with both sides and explain why you can't make concessions. It's Mr. Kim again
Scratching his scalp and repeatedly saying:? Novel in shape and long in service life,
Save electricity. ? Obviously, the attitude here has a feeling of impatience.
Easily offensive.
7. Mr. Jin waited for a while and felt bored, so he picked it up casually.
Chatting with a friend on the phone on the public desk. This should be installed.
Wait quietly for a while, it's too damaging to the image.
2. Personal image, neat and decent dress, and civilized behavior language.
Watch industry tourism
A company negotiates cooperation projects with foreign investors. After inspecting the company, foreign investors are very satisfied and ready to invest10 million dollars. After the negotiation, the foreign businessmen found that there were sputum marks on the elevator of the company's office building. After returning to China, they wrote back and refused to sign the contract.
Q: What do you think this letter should say? What do you think of this problem? analyse
The letter said: people who don't care about the environment are not trustworthy, and enterprises who don't care about the environment are not worthy of cooperation.
How to treat it: in the practice of international communication, caring for the environment is an important principle, which emphasizes that we should not just stay in words, but also implement it in action. Only by developing good behavior habits in daily life will there be no problems at critical times.
Case 3
When Mr. Smith, the general manager of a foreign company, learned that the cooperation with the emerging trading company was progressing smoothly, he decided to take his wife to China Company for further consideration and sightseeing. Xiao Li accompanied Zhang of Xinxing Trading Company to meet him. When I met him at the airport exit, after introduction, Manager Zhang warmly shook hands with the managers of foreign companies and asked 1, how did Xiao Li introduce himself?
2. Xiao Li introduces the order for others
3. Manager Zhang's handshake sequence
Analysis 1. Xiao Li should introduce himself first: Dear Mr. and Mrs. Smith: Hello! I'm Xiao Li from Xinxing Trading Company.
2. The order in which Xiao Li introduces others: Because it is business communication, we should follow the following order:
(1) Introduce Manager Zhang to the Smiths first;
Introduce Mr Smith to manager Zhang.
(3) Introduce Mrs. Smith to Manager Zhang. If it is a social activity, you can introduce Ms. Smith first.
3. The order of general manager Zhang's handshake: the same as the order of introduction. Introduce who shakes hands with whom.
Business Etiquette Case Series III
Business etiquette case set 6
Case 5 1:
Seat storm
A branch company is preparing to hold an important meeting, inviting the general manager of the head office and some directors of the board of directors, and inviting local government officials and important people in the same industry to attend. Due to the large number of important people present, the leader decided to decorate the conference table with a U-shaped table. The branch leader sits at the bottom of the long U-shaped cross head. Other participants were seated on both sides of the U-shape. At the meeting place on the day of the meeting, all the guests entered the meeting place and found their seats according to the arranged seating chart. When the meeting officially started, the branch leader sitting on the horizontal table declared the meeting closed. At this time, they found that there was something wrong with the atmosphere of the meeting. Some distinguished guests whispered to each other and got up to leave on the pretext of something. The branch leaders don't know what happened or what went wrong, which is embarrassing.
Thinking about the problem:
1. Why do some distinguished guests stand up and leave after whispering to each other?
2. Why are branch leaders so embarrassed? What's rude?
Case 5 1:
signing ceremony
July 15 is the day when Guoneng Power Company and American Palide Company reached an agreement through many negotiations and prepared to formally sign it. Guoneng Electric Power Company is responsible for the on-site preparations for the signing ceremony. Guoneng Electric Power Company took the conference room on the 10th floor of the company headquarters as the signing site, placed flowers in the accounting room, temporarily laid a dark green tablecloth on the rectangular signing platform, and placed the national flags of China and the United States. The American flag is placed on the left of the signing desk, and the China flag is placed on the right. Signed words are placed in duplicate in a black plastic folder, and pens and ink-absorbing stationery are placed on both sides respectively. The air conditioning temperature of the conference room is controlled at 20℃. Director Chen of the office checked the signature site and everything was normal. He asked Miss Zhang in the office to inform the chairman and general manager of Guoneng Power Company and other our signatories to wait in the conference room and go downstairs to prepare for the customers.
At nine o'clock in the morning, the general manager of the United States and his party took a limousine and drove into the office building of the headquarters of Guoneng Power Company on time. The driver skillfully parked the car in front of the building, and Director Chen greeted them at the door. He saw a female guest sitting on the co-pilot. Director Chen opened the car door for the female guests in the front row in a skillful and elegant posture, and made a good posture of protecting the roof, while politely greeting each other. Then, director Chen walked quickly to the right back door, ready to use the same action to meet the guests in the back row. Unexpectedly, the female guests in the front row have already opened the back door to meet the male guests in the back row before him. Director Chen hurried forward to say hello, but it was obvious that the female guests and the male guests in the back row were unhappy. Director Chen guided the guests into the hall and came to the elevator, telling them that the chairman was waiting in the conference room. After the elevator reached the tenth floor, Director Chen held down the elevator control switch, invited the merchants to go out first and then go out by themselves, and then guided the guests to the conference room. When the guests entered the conference room, the signatories of Guoneng Power Company waiting in the conference room immediately stood up and applauded. Chairman Liu quickly stood up from his seat and took the initiative to shake hands with other guests. Unexpectedly, I glanced at the conference room and seemed to be an American guest. Discuss the problem:
(1) Is there a problem with this signing activity arranged by Guoneng Power Company? Please judge.
(2) Does Director Chen have any shortcomings in the arrangement of greeting etiquette and his own welcome process? o
(3) What are the main reasons why foreign guests are unhappy and change their minds temporarily?