-
北京物资学院
2009
届毕业论文（设计）
Ⅰ
.
Introduction
Etiquette
is
a
code
that
influences
expectations
for
social
behavior
according
to
contemporary
conventional
norms
within
a
society,
social
class,
or
group.
Rules
of
etiquette are usually unwritten, but
aspects of etiquette have been codified from time
to
time.
Rules
of
etiquette
encompass
most
aspects
of
social
interaction
in
any
society,
though
the
term
itself
is
not
commonly
used.
?
A
rule
of
etiquette
may
reflect
an
underlying ethical code, or it may
reflect a person's fashion or status. Like
is a word that has gradually grown
plural, especially in a multi-ethnic society with
many
clashing
expectations.
‘
(JS Martin,
2006: 123)In Britain, the word etiquette has its
roots
in the eighteenth century which
became a universal force in the nineteenth century
that
it
has
been
described
as
the
one
word
most
aptly
describes
life
during
the
reign
of
Queen
Victoria.
Etiquette
is
the
process
and
means
to
show
respect
to
each
other
in
interpersonal
relationship
by certain, common procedures.
The
Etiquette can be said to be a person‘s
external
appearance of
inward cultivation
and quality.
Firstly, it can help
people
raise
their
self-
cultivation. Secondly, it will
promote social interaction and improve people‘s
interpersonal
relationship.
It
also
can
help
to
build
business
relationships.
Since
different countries
have different historical and cultural
backgrounds.
1.1 The
definition of business etiquette
Business
etiquette
is
embodying
the
code
to
conduct
respecting
mutually
in
business affairs
activity. The core of business etiquette is kind
of the behavior criterion,
which
used
to
restrain
our
daily
flexible
business
affairs
in
all
around
facts.
?
The
business
etiquette core effect is to respect mutuality
between person and person. People
study
business
etiquette
because
business
does
a
good
thing
for
our
business.
’
（
Hosfed,2006:
22
）
We
can
use
one
kind
of
simple
way
to
draw
in
the
activity
to
summarize
that
business
etiquette,
which
gives
general
demanding
to
people's
appearance, people‘
s
expression, the speech manners and behavior.
Business
etiquette
is
essentially
about
building
relationships
with
colleagues,
clients
or
customers.
In
the
business
world,
it is
these
people
that
can
influence
your
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北京物资学院
2009
届毕业论文（设计）
success or failure. Etiquette, and in
particular business etiquette, is simply a means
of
maximizing
your
business
potential
by
presenting
yourself
favorably.
The
paper
is
trying
to
analyze
the
business
etiquette
code
between
China
and
Australian
to
guide
people in the right
way.
Ⅱ
. Literature Review
Etiquette
is
a
code
that
influences
expectations
for
social
behavior
according
to
contemporary
conventional
norms
within
a
society,
social
class,
or
group.
Rules
of
etiquette are usually unwritten, but
aspects of etiquette have been codified from time
to
time.
Rules
of
etiquette
encompass
most
aspects
of
social
interaction
in
any
society,
though
the
term
itself
is
not
commonly
used.
A
rule
of
etiquette
may
reflect
an
underlying ethical code, or it may
reflect a person's fashion or status. Like
is a word that has gradually grown
plural, especially in a multi-ethnic society with
many
clashing
expectations.
In
Britain,
though,
the
word
etiquette
has
its
roots
in
the
eighteenth century, becoming a
universal force in the nineteenth century to the
extent
that it has been described as
the one word that aptly describes life during
the reign of
Queen Victoria
Ⅱ
.The different
background for both countries
2.1
The brief
introduction of Sino-Australian business relations
Australia
is
one
of
the
developed
countries
who
have
established
diplomatic
relations with china for nearly more
than 37 years. Both China and Australia enjoys a
good corporation with each other.
Australia is rich in natural resources, which is
one of
the world‘s biggest producers of
minerals and metals. It is the world‘s largest
exporter
of coal, a major exporter of
uranium and exporter of crude oil and natural gas.
Australia
is
one
of
the
world
‘
s
leading
producers
of
food
and
natural
bibbers .It
is
the
world
‘
s
largest
exporter
of
wool,
the
second
largest
exporter
of
meat
and
the
third
largest
exporter of wheat.
Australia is a middle-level trading nation. The
main feature of trade
is
that
it
has
always
involved
the
exchange
of
raw
materials
for
finished
products.
Moreover,
Kevin
Rudd
is
the
first
leader
in
the
western
world
who
can
speak
fluent
Chinese
and
commit
himself
to
accelerate
the
development
between
China
and
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北京物资学院
< br>2009
届毕业论文（设计）
Australian.
China is
believed to have the oldest continuous
civilization. China has over 4,000
years of verifiable history. Beijing is
the capital of China and is the focal point for
the
country. The official language is
standard Chinese, which is derived from the
Mandarin
dialect. Most business people
speak English. There are many dialects in China
however
there is only one written
language.
A Communist form
of government rules China. The Chinese government
promotes
atheism although the
constitution guarantees freedom of religion. The
Chinese practice
a
variety
of
religions,
however,
Confucianism;
despite
not
being
a
formal
religion
is
practiced widely
throughout the country.
China
is
a
large
and
complex
market.
It
is
a
country
with
23
provinces,
five
autonomous regions,
four municipalities and two Special Administrative
Regions. Add
to this its trade
barriers, local protectionism, different
regulations and rules and it can be
quite confusing for foreign
companies.
Australians are
not very formal so greetings are
casual
and
relaxed.
For
Australian
businesses
looking
for
growth
potential,
opportunities for finding a trading
partner in China are currently promising.
China‘s
ascension
into
the
World
Trade
Organization
coupled
with
its
win
in
securing the 2008 Olympic
Games has generated much interest from the
international
business
community.
The
global
market
is
also
attracted
to
its
high
GDP
growth,
its
large
market
for
products
and
services,
its
continuously
improved
infrastructure
and
business environments and its cheap
labor.
It is a country
which is steeped in a long
history of
deep-set ideological and cultural thought and it
can be difficult for foreigners
to
judge between what is considered right and wrong.
C
hina‘s ascension into the World
Trade
Organization
coupled
with
its
win
in
securing
the
2008
Olympic
Games
has
generated
much
interest
from
the
international
business
community.
If
you
propose
entering
the
market
without
adequate
research
on
business
etiquette,
you
could
face
unnecessarily costly and inefficient
business development.
2.2 The necessity for studying this
topic
Since
different
countries
have
different
histories
and
cultures,
there
are
a
lot
of
differences in the habit
of conducts and the ceremony, especially between
China and the
Australia,
the
jokes
and
the
mistakes
caused
by
misunderstanding
is
not
unusual.
In
modern
history,
there
are
two
stories
concerning
the
misunderstanding
of
different
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北京物资学院
2009
届毕业论文（设计）
business etiquettes. Here is a story: a
KMT officer and his wife went to the airport to
meet a consultant from the
Australian
. After the meeting, the
consultant said ―Your wife
is really
beautiful
!‖ The officer felt
embarrassed and replied :
―
哪里，
哪里！
‖
However,
the Australian
consultant misunderstood the words to
―where, where‖, he thought ―I just
praised his wife, and why he asked me
where his wife is beautiful‖.
This joke
is due to
the lack of etiquette
knowledge about the differences between China and
the West. This
shows that the
understanding of the differences of the Western
etiquettes and Chinese
etiquettes are
absolutely necessary. To the officers, to
understand each other‘s customs
will
be
conductive
to
the
exchanges
between
the
different
countries.
?
A
person
who
understands others‘
rituals and folk customs can be seen as respecting
for others and can
be
easier
to
make
a
good
impression
on
the
other
side.
‘
(Boye
De
Mente.
1994:
232)Along with the
constant development of Chinese and the Western
cultures, Chinese
ritual and the
Western ritual are fusions. The Westerners have
accepted the reasonable
factors in
Chinese culture
.
At the same
time Chinese people have gradually accepted the
advanced civilization of the Western
culture and etiquette style. However, in real
life,
the
impact
on
etiquette
due
to
cultural
differences
between
China
and
the
West
still
exists. So the study of the Western
etiquette and Chinese etiquette is very valuable
and
reasonable.
This
shows
that
the
understanding
of
the
different
business
etiquettes
between
Chinese
and the
Australian
is
absolutely
necessary.
In
the
office,
to
understand
each
other‘s
custom
will be get used to the exchanges between the
countries. A person who
understands
others‘ rituals and folk customs can be seen as
respecting for others and can
be easier
to make a good impression on the other side. The
Australia has accepted the
reasonable
factors in Chinese culture and other important
feelings. Chinese people have
gradually
accepted the advanced civilization of the
Australia culture and etiquette style.
However, in real life, the business
etiquette‘s impact due to cultural
differences between
China and the
Australia still exists.
With
the
world
becoming
more
of
a
global
village
with
each
passing
day,
many
business people from different parts of
the world may have occasion to travel to China
to have business affairs.
The gravitational center of the global
economy has shifted to
East Asia, and
there is growing possibility that China will
reemerge as the centerpiece
of
this
part
of
the
world.
China
is
most
promising
developing
country
which
attracts
many foreign investments. More and more
companies would like to choose china as a
potential market for further
development. However, china enjoys more than 5000
years
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北京物资学院
2009
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of history .In this
sense, China has so many rules for doing business.
Moreover, Chinese
people
are
educated
to
have
etiquette
when
they
were
very
young
for
Chinese
nation
highlights
the
importance
of
etiquette.
To
ensure
that
a
business
proposal
is
taken
seriously,
it
is
wise
to
observe
certain
basic
business
customs
that
are
expected
from
China own.
However,
the
differences
of
business
etiquette
between
china
and
western
world
are
very sharp. Especially Australia who is able to
enjoy win-win policy with China.
For
all
the
good
environments
concerned,
more
and
more
opportunities
for
the
collaboration of the
China and Australian will appear .For this reason,
it is necessary for
the business man to
know the difference of business etiquette between
both countries in
order to avoid some
unhappy things happened which may cause a big loss
.The paper
explores the differences
between Chinese business etiquette and the
Australian etiquette
to give right
instructions to businessmen communicate with each
other more easily.
Ⅲ
.
The
Four
Different
Facets
of
Business
Etiquette
between
China and Australia
3.1The
difference business manners between China and
Australia
“Giving Face”
or
“
Gei
MianZi
”
A
businessman
was
recently
involved
in
a
business
meeting
that
went
sour
and
threatened to scuttle a good deal. What
happened was that the Chinese party receiving
the American purchaser was late in
reaching his hotel. The American was furious as he
had a tight schedule and that they were
late and threatened to quite his purchase.
The Chinese party was late because they
were given a vague address of a lake-side
hotel.
People
can
judge
that
what
happened
was
that
the
American
gave
his
hotel
as
Lakeside
hotel.
Unfortunately,
there
were
numerous
hotels
along
the
lake
but
the
Chinese were too shy to enquire which
lakeside hotel earlier because they were afraid
the American would 'lose face' for
having given a vague address. Instead, they spent
the
morning
hopping
from
one
lakeside
hotel
to
another
looking
for
this
American
gentleman.
In
many
business
occasion,
Chinese
people
are
too
shine
too
ask .The
reasons
which account for
this is that Chinese people pay more attention to
face value. They are
afraid
of
asking
people
means
they
are
lack
of
ability.
The
Australian
way
of
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北京
物资学院
2009
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communicating
is
quite
forth
coming
and
direct,
and
perhaps
even
a
little
brusque
in
contrast
to
their
South
Asian
neighbors.
Don‘t
ever
mistake
this
sort
of
approach
for
rudeness, as Australians
are renowned straight talkers, yet relaxed and
informal with it.
They
don‘t
gene
rally
partake
in
idle
chitchat,
especially
in
business
dealings,
and
usually there is no
double or hidden meaning in what they say, as
trust is considered a
virtue.
However, people in
Australia who like to do things very directly.
They always get
down to business and
don
‘
t push around the bush
.In this sense, the words they spoke is
very directly, which may hurt the
feeling of the Chinese business people.
Giving face (giving due respect) is a
very important concept in China. You must
give
the
appropriate
respect
according
to
rank
and
seniority.
For
example,
if
you
are
buying
gifts
for
an
initial
contact,
make
sure
you
buy
better
gifts
for
the
senior
managers
instead
of
buying
similar
gifts
.
It
is
important,
during
the
course
of
the
conversation, to be aware of the speech
culture in China. Never say
can respond
with
Similarly,
sitting
positions
in
a
meeting
room
or
a
dining
table
is
accorded
accordingly
to
rank,
importance
and
seniority.
It
is
good
to
seek
advice
before
embarking
on
your
first
meeting
with
Chinese
business
contacts
to
avoid
making
the
wrong
move.
But in Australia, the power
distance is very low .Every worker got their own
ideas
and own views. Everyone is in the
equal
position. It‘s
no need
to worry to speak whom
first .Everyone
can join in the decision making and they are never
afraid their decisions
turned down by
others.
What
‘
s
more,
the
Chinese
and
Australians
tend
to
resolve
conflicts
in
different
ways.
?
Since the Chinese come from
a strong
media feminine
society in which harmony
and
personal
relationship
are
emphasized,
they
will
try
to
use
indirect
ways
to
avoid
direct and open
conflict.
‘
(Birgit Zinnias S.
2004
：
134)When they face
conflict, they
prefer
to
resolve
conflict
through
negotiation
and
compromise.
Individualistic
and
medium masculine American managers are
used to confronting problems directly and
bringing things out in the open. To
resolve differences, American managers will prefer
to
use
tactics
that
involve
directly
confronting
others
rational
arguments,
factual
evidence,
and
suggested
solutions.
Chinese
mangers
use
those
tactics
less
than
Australian managers, because using the
tactics will provoke overt disagreement, which
is considered highly undesirable.
6
北京
物资学院
2009
届毕业论文（设计）
In addition, Australian
managers are reluctant to invest the time and
effort required
to
enlist
the help
of other people,
when they have conflicts
or
problems
with
another
party. In contrast, the strong
collective orientation and uncertainty avoidance
values in
‘
China encourage
Chinese managers to use indirect forms of
influence that involve the
assistance
of
a
third
party.
To
deal
with
a
difficult
or
controversial
request,
indirect
forms
of
influence
are
preferred
by
Chinese
managers
to
avoid
losing
face
and
damaging
guanxi.
’
（
Jenny L. 1999.
：
45
）
When their Australia
partners propose to use
direct and open
ways to deal with the conflict, they may feel
embarrassed.
3.2 How to
deal with guanxi
Guanxi
Literally means
‘
In the
Chinese
business world, however, it is also understood as
the network of relationships
among
various parties that cooperate together and
support one another.
’（
JS Martin,
LH Chaney. 2006
：
76
）
The Chinese businessmen mentality is
very much one of
scratch my back,
I'
ll scratch yours.‖In
essence, this boils down to exchanging favors,
which are expected to be done regularly
and voluntarily. Therefore, it is an important
concept to understand if one is to
function effectively in Chinese society.
Regardless of business
experiences in ones home country, in China it is
the right
‘
By
getting the right
disappointments when doing business in
China.
’
（
JS Martin, LH Chaney. 2006
：<
/p>
86
）
Often it is
acquiring the right
the competitive
standing of an organization in the long run in
China. And moreover, the
inevitable
risks, barriers, and set-ups which encounter in
China will be minimized when
you have
the right Guanxi. That is why the correct
business strategy in China.
In a country which cares more about
guanxi (a Chinese word for human
relationship) personal relationships
play a crucial role in personal and public lives.
In
business, guanxi exerts its
influence over how things are conducted. The
downside of
this pervasive guanxi
phenomenon is rampant nepotism which compromises
justice and
fairness. Ethics based on
guanxi is arbitrary and capricious. To minimize
the negative
impact of guanxi, Double
Star builds public and objective rules.
The system of rules is
established from bottom up through extensive
consultations,
and is endorsed by the
worker representative committee as formal rules
for the
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北京物资学院
2009
届毕业论文（设计）
corporation. As
result of this process, the rules have legitimacy
and binding force.
Double Star
employees revere these rules as `house rules'
which they dutifully follow.
The rules
apply impartially to every member of the Group
regardless of rank and office.
?
The effect of enforcement
of these rules has helped to reduce the
arbitrariness and
injustice created by
unbridled practice of guanxi and political
peddling unique history
and
background.
‘
(
John
Milton.S, 2004)
It is quite
puzzled for Australian to understand how important
the Guanxi is in a
country
that
always
chooses
according
to
their
benefit
and
ability.
When
Australian
conducts a
business, they will choose according to the
reputation of the company and
the
quality of the goods. But things in China are
quite different. Chinese will choose the
patterned which recommended by other
fellows. So it is very important for Australian to
know how to build good Guan xi
relationship with Chinese fellows.
3.3
The
main
difference
between
Chinese
and
Australian
table
etiquette
3.3.1The brief introduction to the
table etiquette
Table manners refer to
the etiquette used while eating, which may also
include the
appropriate use of
utensils. Different cultures observe different
rules for table manners.
Many table
manners evolved out of practicality. For example,
it is generally impolite to
put elbows
on tables, since doing so creates a risk of
tipping over bowls and cups. Each
family or group sets its own standards
for how strictly these rules are to be enforced.
3.3.2The differences table manners in
both countries
3.3.2.1
The
different eating tools
Talking about table etiquette, unlike
the Australian, where everyone has their own
plate of food, in China the dishes are
placed on the table and everybody shares. If
guests
are
being
treated
by
a
Chinese
host,
be
prepared
for
a
ton
of
food.
Chinese
are
very
proud of their culture of cuisine and
will do their best to show their hospitality.
And sometimes the host will
serve some dishes with his or her own chopsticks
to
guests to show his or her
hospitality. This is a sign of politeness. The
appropriate thing
to
do
would
be
to
eat
the
whatever-
it-is
and
say
how
yummy
it
is.
If
you
feel
uncomfortable with this, you can just
say a polite
There
some
other
rules
that
are
suggested
you
follow
to
make
your
stay
in
China
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