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1. Introduction In today’s business negotiations, dressing etiquette plays an important role. It embodies not only the personal taste but also the self-cultivation. To some extent, it can even make it all difference in the result of business negotiations. The more attention we draw to the details in modern business negotiations, the greater we will care about our dressing etiquette and maintain our personal image. Through analyzing dressing etiquette in business negotiations, the author tends to embody the advantages in business negotiations.

1.1 Background

Having good business dressing etiquette is an indispensable quality of business activities is the basic guarantee for success In today’s business negotiations.

1.2Purpose of the Study

During the business negotiation, the first impression is very important, therefore dressing etiquette plays an even more important role than we thought, it’s always worth studying.

1.3 Significance of the Study

Dressing etiquette is likely a technique of business negotiation; it helps the process get smooth.

2 .Definitions and Principles You have heard this a million times: “You never get a second chance to make a first impression.” And you will keep hearing it because it is true. People size up each other within a few seconds. Based on external cues, including dress, people assess one another positively or negatively. We make a flash judgment of someone as trustworthy, capable, friendly, and intelligent or the opposite—and we deal with them based on those impressions. It stands to reason that first impressions can make a big difference in a business negotiation. If the other party perceives us as untrustworthy or shady, what kind of deal are we going to get? Dress can also affect the perception of power, and power can play a significant role in negotiation. How you dress is crucial is creating a good first impression. Some negotiations will require formal business attire and some may be done in khakis and polo shirts.

Among the factors to consider are these:

• What are the expectations of the other party? Are they formal or informal? • Where will the negotiation take place? At a resort or in the boardroom? • What is the culture of the parties? Certain cultures are more formal than others. • Have you negotiated with the other party before? Perhaps you are no longer making a first impression. • Are you on friendly terms or not? You may be at odds, and how you dress can influence perceptions of power and stature.
Gladys Edmunds writes “Casual appearance can have serious impact on sales” in USA Today. She tells of a financial planner that shows up for a meeting in ripped jeans and a wrinkled t-shirt. She didn’t feel much confidence in him, and took her business elsewhere.

CIO Magazine has an article “Appearance does matter in business.” In it, the role of appearance and the perception of leadership is discussed. Leaders need to invest time, energy and money in their appearance (including their dress) and have to also watch their body language. If you “radiate authority” success may follow.

2.1 The Definition and Basic Principle of Business Negotiations

Business negotiation -a conferring process in which the participants of business activities communicate, discuss, and adjust their views, settle differences and finally reach an acceptably satisfying agreement in order to close a deal or achieve a proposed financial goal. Play to the score.

An Overview on business negotiation. Suppose you are one of them, you wish the negotiations between two parties end up with: Two satisfied parties or one very satisfied and one not so satisfied party or two very dissatisfied parties. Business negotiation is not a kind of fight or competition in which success and failure can be obviously figured out, but a kind of procedure of adjustment, giving up, and satisfying each other.

2.2 The Basic Principle of Dressing Etiquette in Business Negotiations

According to Zonghu Huang, author of “International business negotiation is important foreign affairs that negotiators dress, not only on behalf of the company's image, but also reflects the culture of the country. Therefore, in international business the general requirements of services negotiations style are simple, easy, clean and tidy. Men should wear formal suit, women should wear a dress or skirt suit. And for those who are no matter how fashionable styles of jeans, how high-grade sports shoes, tennis serve or t-shirts, shorts, women's tight sweater, male big open-necked shirts and any hat is not serious, only suitable for wearing in the sightseeing tourism. Clothing should be clean, smooth. No matter what clothing it is should pay attention to clean, tidy, footwear and neckline, cuffs are not allowed to have obvious dirt; sweat is not permitted in all over the body or other peculiar smell. Wear a suit, shirt sleeve should be longer than suit sleeve by 1 to 2 cm. Suit pockets outside don’t let it be "practical" pocket, the coat sleeve and garment dress is not able to roll up in front of others. Pants must be ironed out creases, wearing, should according to the characteristics of all kinds of clothing, clasp, dress hook, pocket button, such as tie.”

Especially, Men’s Dressing, men’s suits make very much impact on his personality whether it is a business meeting or a corporate negotiation. Your professional attire dictates your overall personality and a men suit is the most appropriate dress code for any such occasion. You need your attire to clearly communicate that you are ready to make the transition from just in business into a respectful working professional.

You often see men not being dressed accordingly to their line of business. A suit not only underlines your personality, it also underlines the quality of your work. If you have a serious business to offer then you need to be taken serious starting by the way you look. It is not only about your service or product. It's also about the suit, the tie, the shoes, the watch you are wearing, etc. In other words, the total business looks. Business men or people in business not wearing a suit, tend to forget that first impressions are often right. You might be the bravest and smartest person on the planet - If you can't match your product or service to your presentation, you most likely will be lost in the long run. It is not that wearing a suit is a professional obligation; it is a part of your business and represents what you have to offer.

In any case, there are some key point of which we can learn that wearing a proper suit has it's advantages. During business negotiations or presentations, your suit plays a supporting role.

This in combination with your conduct, your interpersonal skills and your ability to articulate intelligent and well thought out responses to questions are the most important elements. Wearing the appropriate suit not only supports your image it also supports you as a person who takes the meeting process seriously and understands the nature of the industry in which you are trying to convince. You have to be aware that in some industries, contacts and image presented to the customer is critical. The more corporate you go, the more your attire will be judged critically.

In a loose atmosphere you can get casual the way you want to be and inform people about your line of work. But once you meet this person again for some serious business, a suit will have a bigger impact then just being dressed nicely. Never confuse a business meeting with a social event or considering it as "i know that person, so I can be myself in a casual atmosphere".

There are the basic principles of business dress:

(1)Always Adhere to the Dress Code Established by the company

Whether you are going to have a business negotiation or just going into the office for another day of work, you should always adhere to the dress code that has been mandated by the company. Smart options include suits, dress pants paired with a nice blouse or shirt, dresses or the like. Additionally, you may want to opt for classic business colors such as black, blue, grey or white. While the quality of your work stands for a lot, your professional image is just as important.

(2)When Unsure, Opt for Business Dress Rather than Casual Apparel

If you are ever unsure of what the dress code is for a corporate event, opt for business dress. It would be unwise to arrive at an office that adheres to a business dress code in casual attire. Your image should give your colleagues the impression that you take your role with the company seriously and you are ready to get down to business. Projecting an image of professionalism is of the utmost importance in a corporate environment.

(3)Maintain a Clean, Well-Groomed Appearance

You could be wearing an expensive, high-end designer suit, but if it is not clean, pressed and well fitted, you are wasting your money. In the corporate world, the amount of money you spend on your wardrobe is not nearly as important as presenting yourself in a clean, well-groomed image. To maintain a positive image in the workplace, a well-groomed appearance is very important.

(4)A Work Wardrobe Doesn’t Have to be Expensive

Many professionals are under the illusion that a work wardrobe has to be expensive. You do not have to frequent high-end boutiques to purchase stylish clothing for work. Select some classic staples, and build upon your wardrobe little by little. A strong corporate wardrobe can be purchased without shelling out a lot of cash by shopping around for the best value, as opposed to only selecting high-end name brands.

2.3 The Importance of Dressing Etiquette in Business Negotiations.

Dressing for a job, an interview, a business negotiation event, etc. is a source of anxiety for everyone at some point in their career. Each company and event is different, so it can be nerve-racking not knowing what the proper dress code is, what you can and can’t wear, etc. You want to make the best impression, of course, and your clothes say a lot about you and who you are.

Let’s face it, most people form their impressions of us based on our appearance. Whether this is right or wrong is not the issue, it’s just a fact of life. Therefore, business dress etiquette is a part of building our executive presence and should be taken seriously. While what you do at work and how well you do it is important, if you really want to climb up the corporate ladder fast you’ve got to increase your visibility, build influence and enhance your executive presence. Business dress etiquette is all about how you present yourself. Your professional image says a lot about you.

3 The Comparison between International Dressing Etiquette and Regional Dressing Etiquette.

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