The following is a case analysis of business etiquette that I have collected for you. I hope it can help you!
A case analysis of business etiquette
1. A certain lighting equipment According to the original plan, Mr. Jin, the salesman of the factory, excitedly climbed to the sixth floor with samples of the company's newly designed lighting equipment in hand. Without even wiping the sweat off his face, he walked directly into the office of Manager Zhang of the business department. Manager Zhang, who was handling business, was startled. "Sorry, this is a new product designed by our company. Please take a look." Mr. Jin said. Manager Zhang stopped what he was doing, took the illuminator handed over by Mr. Jin, and casually praised: "It's so beautiful!" He asked Mr. Jin to sit down, poured a cup of tea and handed it to him, then picked up the illuminator and studied it carefully. stand up. Mr. Jin was relieved to see Manager Zhang was so interested in the new product. He leaned back on the sofa, crossed his legs, and looked around Manager Zhang's office leisurely while smoking. When Manager Zhang asked him why the power switch was installed in this position, Mr. Jin habitually scratched his scalp with his hands. Although Mr. Jin gave a more detailed explanation, Manager Zhang was still a little skeptical. When talking about the price, Manager Zhang emphasized: "This price is much higher than our budget. Can it be lowered?" Mr. Jin replied: "Our manager said that this is the lowest price and cannot be lowered by one cent. "Manager Zhang was silent for a long time without speaking. Mr. Jin, however, was a little out of sorts. He couldn't help but loosen his tie and stared at Manager Zhang. Manager Zhang frowned and asked, "How advanced is the performance of this kind of illuminator?" Mr. Jin scratched his scalp again and kept repeating. Fu said: "New style, long life and energy saving." Manager Zhang excused himself and left the office, leaving Mr. Jin alone. After waiting for a while, Mr. Jin felt bored, so he casually picked up the phone on his desk and started chatting with a friend. At this time, the door was pushed open, and it was not Manager Zhang who came in, but the office secretary.
Question: Based on the case analysis, what are the etiquette flaws that caused Mr. Jin’s business to fail?
2. Xiao Huang’s final interview failed
Xiao Huang went to a foreign company for the final round of interviews as a general manager assistant. To ensure nothing went wrong, she dressed up carefully this time. With her avant-garde clothes, fashionable bracelets, unique rings, shiny necklaces, and trendy earrings, every part of her body is the center of attention. She is simply unparalleled and stands out from the crowd. Moreover, her opponent was just an average-looking girl with no higher education than her, so Xiao Huang believed that she had a chance to win. But the result was unexpected. She was not recognized by the foreign company. The examiner said apologetically: "You are indeed very beautiful, and your clothing and accessories are all pleasing to my eye, but I think you are not suitable for the job of an assistant. I am really sorry."
Analysis:
p>We should always pay attention to our clothes and accessories, and distinguish the occasion. For accessories, it is better to have less but not too much, otherwise it will give people a feeling of being flamboyant, depressing, messy and unceremonious.
3. There are no masters here, only doctors.
A college student from a certain university ran to the infirmary, covering his left lower abdomen with his hand, and said to the doctor sitting in the clinic: "Master, I My stomach hurts." The doctor who was attending the consultation said, "There are only doctors here, but there are no masters. Please ask the master to go to the student cafeteria." The student's face turned red.
Comments:
The title of a cultural person must be clear, so as to reduce embarrassment. This not only reflects one's own cultural level, but also shows respect for others. Of course, as a doctor, you should also pay attention to your service attitude and pay attention to etiquette. Customers’ inappropriate language should be tolerated and criticism should be made in a tactful tone.
4. Once a company was recruiting secretarial staff. Due to the generous remuneration, there were many applicants. Xiao Zhang, who graduated from the Chinese Department, went for the interview. Her background material may be the best: in four years of college, she published 30,000 words of works in various publications, including novels, poems, essays, reviews, political commentaries, etc., and also He has planned anniversary celebrations for six companies. He speaks English extremely fluently and his calligraphy is excellent. Xiao Zhang has good facial features, tall and well-proportioned figure. During the interview, the recruiter waited for her to come in with her materials.
Xiao Zhang was wearing a miniskirt, revealing her lotus-like thighs, a navel-baring upper body, and bright red lipstick. She walked lightly in front of an examiner and sat down without invitation. Then she crossed her legs and waited for questions with a smile. Then, unexpectedly, the three recruiters exchanged glances with each other, and the examiner said: "Ms. Zhang, please go back and wait for notification." She beamed with joy: "Okay!" She picked up her small bag and ran out the door.
Question: Can Xiao Zhang wait for the offer notice? Why? If you were Xiao Zhang, how do you plan to prepare for this interview? Comments: Xiao Zhang cannot be admitted because she lacks basic interview etiquette; specifically Her unreasonable behavior is as follows: 1. The clothes are too fashionable and avant-garde, irregular, not solemn, and give people a feeling of frivolity; 2. The makeup is too colorful and exaggerated. 3. Behavior is casual, uncivilized and inelegant. "Sit down without asking", and "cross your legs" etc. give people the feeling that they lack basic self-cultivation.
5. Wang Feng studied very hard when he was in college and his grades were very good. He won special scholarships almost every year. For this reason, his classmates gave him the nickname "Superman". After graduating from college, Wang Feng successfully got the opportunity to study for a master's degree in the United States, and after graduation, he successfully entered a job in an American company. Fast forward eight years, and Wang Feng has now become the company's department manager. On National Day this year, Wang Feng took his wife and children back to China to visit relatives. One day, I was watching a musical at the Grand Theater. As soon as I sat down, I noticed three people walking towards them. One of them stretched out his hand and shouted loudly as he walked: "Hey! Isn't this Superman? Why are you back?" At this time, Wang Feng recognized that the speaker was his high school classmate Jia Zheng. Jia Zheng failed to pass the college entrance examination, so he went to the south to start a business and made some money. Now he has returned to Shanghai to register a company and become the boss of Lianpan. Today I happened to be watching a musical with two business partners from Hong Kong. The business partners were an older Hong Kong couple he had dated for many years. At this time, Wang Feng and Jia Zheng were both excited and moved by each other. After Jia Zheng exchanged greetings loudly, he remembered that there was a lady standing next to Wang Feng, and asked Wang Feng who the lady beside was. Only then did Wang Feng remember to introduce his wife to Jia Zheng. After Wang Feng finished the introduction, Jia Zheng walked up excitedly 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: Are there any irregularities in the etiquette for meeting on the above occasions? If so, please point it out and explain what the correct approach is.
Comments: The main areas of discordance with etiquette include:
You cannot call each other’s nicknames in public situations.
It is not easy to make loud greetings in public places and influence others.
Introduce guests who are familiar with each other in a timely manner, and do not leave out the accompanying guests in the cold.
The hugging ceremony for the opposite sex is not suitable for China. It is better to shake hands.
6. On Sunday, a young couple took their cute baby to the mall. The little baby looked at the dazzling array of products and pointed with his little fingers, showing an expression of great interest. When they arrived at the children's toy counter, the salesperson smiled and greeted the parents enthusiastically: "What do you two want to buy? Want to buy a toy for your child?" The couple looked at the prices of the goods and shook their heads apologetically. , holding the child in his arms and wanting to leave. Suddenly, the baby started crying: "I want a toy! I want a toy!" The couple had to persuade and coax with a smile, but to no avail. The salesperson seemed to have realized something, and immediately picked out a few high-end electric toys, turned on the switch to let the toys move for the child to see, and asked kindly: "Baby, which toy do you want? Auntie, let's get it for you." The child immediately stopped crying and said simply: "Robot dog!" At this time, the salesperson glanced at the young couple, saw that they hesitated, exchanged glances, and finally took the money to buy the robot dog.
Please answer: (1) What kind of negotiation strategy did the salesperson use? Why was it successful?
(2) What are the characteristics of this strategy? It is applicable to business negotiations What is the situation?
Answer: (1) The salesperson used the strategy of using softness to overcome strength; he found the weak link of the other party, the child, and moved the customer emotionally by seduce the child's needs.
(2) The characteristic of this strategy is to take advantage of the other person's emotional weakness. At the same time, you must maintain patience and be good at expressing a friendly attitude in order to gain the other person's favor.
In business negotiations, this strategy works well with opponents who are tough and arrogant but also have obvious emotional weaknesses.
Business Etiquette Case Analysis
According to the original plan, Mr. Jin, a salesman from a lighting equipment factory, held a sample of the company's newly designed lighting equipment in his hand and climbed up to the sixth floor excitedly with a smile on his face. Without even wiping the sweat off his face, he walked directly into the office of Manager Zhang of the business department. Manager Zhang, who was handling business, was startled.
"I'm sorry, this is a new product designed by our company, please take a look." Mr. Jin said.
Manager Zhang stopped what he was doing, took the illuminator handed by Mr. Jin, and casually praised: "It's so beautiful!" He asked Mr. Jin to sit down, poured a cup of tea and handed it to him. Then pick up the illuminator and study it carefully.
Mr. Jin was relieved to see that Manager Zhang was so interested in the new product. He leaned back on the sofa, crossed his legs, and looked around Manager Zhang's office leisurely while smoking.
When Manager Zhang asked him why the power switch was installed in this position, Mr. Jin scratched his scalp habitually.
Although Mr. Jin gave a more detailed explanation, Manager Zhang was still a little skeptical. When talking about the price, Manager Zhang emphasized: "This price is much higher than our budget. Can it be lowered?"
Mr. Jin replied: "Our manager said that this is the lowest price. The score cannot be lowered any further."
Manager Zhang remained silent for a long time without speaking.
Mr. Jin couldn't help but loosen his tie involuntarily, staring at Manager Zhang, who frowned.
"What is the advanced performance of this kind of illuminator?" Mr. Jin scratched his scalp again and said repeatedly: "New style, long life and energy saving."
< p> Manager Zhang excused himself and left the office, leaving Mr. Jin alone. After waiting for a while, Mr. Jin felt bored, so he casually picked up the phone on his desk and started chatting with a friend. At this time, the door was pushed open, and it was not Manager Zhang who came in, but the office secretary.Questions:
1. Based on the case analysis, what are the etiquette defects that caused Mr. Jin’s business to fail?
2. In business activities, How should Mr. Jin pay attention to his personal etiquette issues?
Analysis: 1. From the beginning, Mr. Jin climbed up to the sixth floor excitedly. The Mr. Zhang he wanted to visit was the person in charge of his business. People should pay great attention to etiquette:
① Without even wiping the sweat on his face, he walked directly into the office of Manager Zhang of the Business Department.
First of all, he ignored Paying attention to one's own external image is a kind of disrespect for others. This will leave a bad impression on others.
② Mr. Zhang took the illuminator handed by Mr. Jin and praised its beauty.
Asked Mr. Jin to sit down, poured a cup of tea and handed it to him. Mr. Jin here
should say thank you, but he didn't. This obviously has no etiquette to talk about, and left some unpleasant things for others.
③ Mr. Jin leaned back on the sofa, crossed his legs, and smoked
He looked around Manager Zhang's office leisurely. This is also a kind of disrespect
First of all, others did not ask you to sit or tell you that you cannot sit there
This is also a matter of etiquette. Smoking and looking around is also< /p>
Impolite.
④ Mr. Jin scratched his scalp habitually. Including the involuntary loosening of a tie below.
His own habitual actions cannot be brought into business discussions.
⑤ Manager Zhang is still a little doubtful. Should I ask him where else?
Does he need to explain?
⑥ When it comes to price, Mr. Jin should not have such a firm attitude,
and Both parties reconciled and explained the reasons why they could not give in.
Mr. Jin scratched his scalp again and said over and over again: "New style, long life, and energy saving." It was obvious that he was a little impatient in his attitude. Easily
Easily offensive.
⑦ Mr. Jin waited for a while and felt bored, so he picked up the phone very casually.
He started chatting with a friend on the phone on the desk. You should wait quietly for a while. Doing so will damage your image too much.
2. Personal appearance, clean and decent attire, and civilized behavior and language
Case analysis
A company negotiated a cooperation project with a foreign businessman. After the foreign businessman inspected the company, Satisfied with the comparison, ready to invest US$10 million. After the negotiation ended, the foreign businessman found a trace of phlegm on the elevator of the company's office building. After returning to China, he sent a letter back, refusing to sign the contract.
Question: What do you think should be said in the letter? What do you think of this problem? Analysis
The letter said: People who do not cherish the environment are not worthy of trust, and companies that do not cherish the environment are not worthy of cooperation.
How to treat it: In the routine of international communication, cherishing the environment is an important principle, and it is emphasized that it cannot just stay in words, but must be implemented in actions. Only by developing good behaviors in daily life Habits will prevent problems from occurring at critical moments.
Business etiquette case analysis
Meeting introduction
One day, an American guest came to a hotel in Nanjing to prepare for accommodation. In order to confirm the identity of the guest, the front office staff spent a lot of time going through relevant procedures and checking documents. Seeing that the guest was impatient to wait, the front desk staff explained in Chinese to the lady accompanying the guest, hoping to make the other party understand through her. During the conversation, he habitually used the word "foreigner" to address guests. Unexpectedly, when the lady heard this title, she immediately darkened her face and expressed great dissatisfaction. It turned out that the lady was none other than the guest's wife. She thought the service staff's title was too impolite. Seeing this situation, the relevant personnel and the service staff immediately apologized, but the guest's mood had been greatly affected, and he could not let go. He even had a bad impression of this hotel.
Instruments and Apparel
Xiaoye, the general manager of a large domestic enterprise with good returns, finally made the chairman of a well-known American home appliance company agree to cooperate with him after many efforts and matchmaking with the relevant superior departments. Cooperate with your own business. During the negotiation, in order to leave a good impression on the other party as being smart, capable and fashionable, Xiaoye wore a T-shirt on the upper body, a pair of jeans on the lower body, a pair of travel shoes and a pair of fashionable sunglasses. When he appeared in front of the other party energetically and cheerfully with his secretary in a black leather skirt and heavy makeup, the other party looked at him up and down with puzzled eyes for a while and was very dissatisfied, so this cooperation was not successful.
Catering reception
Li Moumou is a salesperson of a certain company. In order to strengthen communication with American companies, the company sent him to the United States for a learning visit. The American company sent representatives to warmly welcome Li Moumou's arrival. After shaking hands cordially with the American representative, Li came to a female secretary and offered to shake her hand. Later, in order to express welcome to Li, the representative of the American company invited Li to dine at a local restaurant. When arriving at the restaurant, Li took the initiative to pull out a chair for the woman to show gentlemanly demeanor. During the meal, Li took out his mobile phone from time to time to avoid missing important information. After the meal, Li saw that there were many delicacies left on the table that he could not eat at home, so he asked the waiter to pack them up and take them away. After finishing his studies, Li decided to return to China. Before leaving, Li expressed his hope to invite American companies to study in China and gave them a pair of chopsticks with Chinese characteristics. The American representative also gave a small gift in return. After thanking him quickly, he packed his luggage and set off back home.
Exchanging gifts
The boss of a company asked his secretary Li to select gifts for American customers and give them to them when they return to China.
So Secretary Li went to the gift market for a day, and finally decided to buy a set of dragon ornaments. It was very grand and expensive, which showed his sincerity, because he heard that Americans like ethnic things very much. He also knew that the American customer brought a female secretary, so he chose another perfume to show his sincerity. He asked the salesperson to make the packaging more beautiful. The salesperson said: "Then use black wrapping paper to make it look grand. This color is the most popular this year." Welcome." Secretary Li was very happy when he thought about it. Finally, he took back the carefully selected gift and handed it to the boss. The boss scolded him and handed the task over to someone else. Secretary Li was very troubled by this, so he asked others to find out what happened.
Social Language
The general manager of a foreign trade company went to the United States for an interview at the request of an American partner. The two parties needed to discuss the next step of cooperation. After arriving in the United States, the United States was very interested in the cooperation plan proposed by China. The cooperation matters were basically confirmed and they were waiting to sign the contract. While waiting for the contract, the American representative invited the general manager of the foreign trade company to his home for a banquet out of courtesy, and the general manager happily accepted the invitation. After arriving at the American representative's home, he started a customary Chinese conversation. In order to shorten the distance between the two parties, he asked the American representative at the beginning: Your face doesn't look good. Did you not get a good rest last night? He also asked in detail whether he was sick or for other reasons. Later he stopped talking when he felt that the face of the American representative was not very good-looking. In order to show his high taste, he asked the American representative: Your house is very beautifully decorated. It must have cost a lot of money, right? After the visit, the American representative said that he would carefully consider the specific contents of the contract and asked the general manager to go back first. Waiting for news. Shortly after the general manager returned, the U.S. representative sent someone to notify the general manager to cancel the contract. The reason was that the American representative felt that the general manager did not respect him and had doubts about the general manager's sincerity in cooperation.
Visiting etiquette
Li Hua is a new salesman who has just applied for a job in a company in the United States. Today he is going to visit Manager Wang of a company. Since there was no phone number from Manager Wang beforehand, Jin Yong went directly to Manager Wang's company without making an appointment. Jin Yong just joined a company in the United States and there was no company uniform yet, so he chose to dress casually. When he arrived at Manager Wang's office, he happened to be answering the phone, so he motioned for him to sit down on the sofa and wait. Jin Yong leaned back on the sofa, crossed his legs, and leisurely looked around Manager Zhang's office while smoking. While waiting, I looked at my watch from time to time, stood up from the sofa and walked around the office, and flipped through some information on the coffee table.
Meeting Etiquette
Liu Huan is a senior salesman in a garment factory in mainland China. In terms of eloquence and business ability, he puts his boss at ease. For this reason, the boss assigned Liu Huan to receive customers from the United States and prepare to hold a business meeting to sign a contract. After Liu Huan received the mission, he thought he had gotten a big deal because he believed that Americans were open-minded and easy to talk to, so he did not make too many preparations. On the morning when the American customer arrived, Liu Huan overslept the next morning due to excessive fatigue the night before. He came to the airport in a dusty state and introduced himself to the customer, "I am Mr. Liu from xxx company?" The customer saw that he was unshaven and disheveled, and expressed great dissatisfaction. However, due to the long-term cooperation with this company, he had no choice but to come to the company. When he saw his boss, he shook hands with him first, and then turned around. Introduce visiting American customers.
After a while of greetings, they arrived at the auditorium, where the conference table was filled with a variety of drinks. Liu Huan took out the USB flash drive he had prepared in advance and prepared to introduce the copywriting he had prepared. However, after inserting the USB flash drive, he did not find his own materials. Then he remembered that he had forgotten to copy due to negligence. At this time, the atmosphere of the meeting was very awkward. Several people American customers expressed their disbelief. After a period of discussion, the meeting was delayed by half an hour compared to the scheduled time. Without adequate rest, Liu Huan's thinking was not fast enough and his voice was very low and depressed. In the end, the cooperation failed and Xiao Liu lost his job.
Negotiation Etiquette
A certain metallurgical company in my country wanted to purchase an advanced combination furnace from the United States and sent a senior engineer to negotiate with the American businessman. In order to live up to his mission, this senior engineer went to work Fully prepared, he searched for a large amount of information about smelting combination furnaces, and spent a lot of energy to understand the market situation of combination furnaces in the international market and the history, current situation, and operating conditions of the American company. When the negotiations began, the American businessman asked for $1.5 million. The Chinese engineers listed the transaction prices from various countries, which stunned the American businessmen, and finally reached an agreement with US$800,000. When negotiating to purchase automatic smelting equipment, the American businessman quoted a price of US$2.3 million. After bargaining, the price was lowered to US$1.3 million. The Chinese still disagreed and insisted on an offer of US$1 million. The American businessman expressed his unwillingness to continue the negotiation, threw the contract in front of the Chinese engineer, and said: "We have made such big concessions, but your company is still unable to cooperate. It seems that you are not sincere. Forget this business, tomorrow We have returned to China." Upon hearing this, the Chinese engineer smiled softly, stretched out his hand, and made an elegant gesture of invitation. The American businessman really left, and other people in the metallurgical company were a little anxious, and even complained that the engineer shouldn't be so tight. The engineer said: "Don't worry, they will come back. The same equipment they sold to France last year was only US$950,000. The price of this kind of equipment in the international market is US$1 million." As expected, a week later The United States is back to continue negotiations. The engineer pointed out the price of their transaction with France to the American businessman. The American businessman was stunned again. He did not expect that the Chinese businessman in front of him was so shrewd, so he did not dare to quote an inflated price. He could only say: "The benefits and disadvantages of rising prices now are incomparable." "Last year," the engineer said, "the annual price increase index has not exceeded 6%. How much should it increase in the next few years?" The American businessman was speechless. Faced with the facts, he had to give in and finally settled for 1.01 million. The deal was concluded with U.S. dollars.
Travel Etiquette
Mr. Zhang, a salesperson from Shishi, once flew to the United States to discuss a business deal. After getting off the plane, he waited in the waiting room to pick him up. Since the flight took too long, I fell asleep in the waiting room and took off my shoes to sleep on the bench. After waiting for a while to wake up, I continued to play music on my phone. The Americans were very dissatisfied with him when they saw this situation, and many people frowned. Later, when Mr. Zhang was negotiating business, when he met his client, he hurriedly introduced himself and handed his business card to the client. Since he had forgotten to write his phone number when making the business card before, Mr. Zhang By the way, I added a line of phone numbers with a pen. Customers are dissatisfied throughout the entire process, and ultimately the business ends in failure.
Communication Etiquette
A:Hello.
B: Goodmorning. This is Gary Black speaking. May I have a word with Mr. Smith?
A: Hangon a moment, please.
C: Hello, Mr. Smith?s office. Who is calling, please.
B: Hello, This is Gary speaking. I?d like to speak to Mr. Smith,please.
C:Sorry, he?s out. Please ring back later. And I must ring off now. I have got a call on the other line.
B: All right. Bye.
Cultural taboos
In the 1960s, US President Johnson visited Thailand. When being received by the King of Thailand, Johnson unashamedly crossed his legs and pointed his toes directly towards the King. This posture is considered insulting in Thailand and therefore caused dissatisfaction with the King of Thailand.