Rectangular tables are usually used in business negotiations with both parties sitting on each side: the host party sits with the door behind or keeps the main entrance at the right; and the other members all sit on the right or the left of the chief negotiator of each party according to their ranks so as to communicate and support each other more easily.
长方形桌子通常用于商务谈判，双方各坐：东道主坐在门后面或将主入口保持在右侧;其他成员都根据他们的等级坐在每个政党的首席谈判代表的右侧或左侧，以便更容易地相互沟通和支持。

The major negotiators sit face to face with the host party sitting with the behind door or on the right of the main entrance. All the members sit on the right or the left of their chief negotiator from each party. If there is not enough space, they can sit around the square table.
主要谈判代表与坐在后门或正门右侧的东道主面对面坐着。所有成员都坐在每个政党的首席谈判代表的右侧或左侧。如果没有足够的空间，他们可以围坐在方桌周围。

The major negotiators sit face to face with the host party sitting with the door behind or on the right of the main entrance. All the staff sit on the right or the left of the major negotiator of each party according to the ranks or they can sit in a circle.
主要谈判代表与东道主面对面坐着，门在正门后面或右侧。所有工作人员根据等级坐在每一方主要谈判代表的右侧或左侧，或者他们可以围成一圈坐着。

Square tables and round tables are suitable for relatively small-sized negotiations.
方桌和圆桌适合相对较小的谈判。

In fact, some international business negotiations often adopt a casual way of seating, even without a negotiation table: only a coffee table in the middle, or both parties sit on the same couch. These forms are fit for small scale and informal negotiations between regular clients.
事实上，一些国际商务谈判经常采用随意的就座方式，即使没有谈判桌：中间只有一张咖啡桌，或者双方坐在同一张沙发上。这些表格适合长期客户之间的小规模和非正式谈判。

Chairs: chairs should match the negotiation table in style and color, comfortable to sit in because too soft and sunken chairs will make people sleepy and distracted.
椅子：椅子在风格和颜色上应与谈判桌相匹配，坐着舒适，因为椅子太软和凹陷会让人昏昏欲睡和分心。

Demonstration boards: they can be used to demonstrate figures and explain cases directly. To be fastidious, the negotiation room may be furnished with an electronic inductor board with printing capacity. Or a black or white board with writing pens is equipped.
演示板：可用于直接演示图表和解释案例。为了讲究，谈判室可以配备具有打印能力的电子感应板。或者配备带书写笔的黑色或白色板。

Projectors: they can be used to demonstrate figures, pictures or information. Usually a reflection projector or a computerized projector will be used.
投影仪：它们可用于演示数字、图片或信息。通常会使用反射投影仪或计算机投影仪。

Other devices: ashtrays, pads, ball pens, paper folders, tea, coffee, boiled
其他设备：烟灰缸、垫子、圆珠笔、纸文件夹、茶、咖啡、煮沸
water, iced water and so on.
水、冰水等。
We’d better not use the tape recorder unless we have asked for the permission from the partner.
除非我们已请求合作伙伴的许可，否则我们最好不要使用录音机。

Whether the negotiation location is arranged at the host’s place or the guests’ place, arrangement should be made for the accommodation of the guests beforehand. The host party should have the lodging considerate, careful, convenient and comfortable for the visitors.
无论协商地点是安排在房东处还是客人处，都应事先安排好客人的住宿。接待方应为来访者提供周到、细心、方便、舒适的住宿。

If the guests pay all the bills by themselves, it would be better if the host could communicate with them to make sure of the standard and the class of the hotel they want to stay in. If the host party pays the hotel bills, the host should have a careful consideration of the choice of the hotels (especially the luxurious hotels ), which should be taken as a kind of investment, and thus needs to estimate its returns in future; If the clients come from the western countries, they value time and efficiency very much; and too many luxurious arrangements and activities will make them doubt your management level and intention behind. Hence, the principle to arrange the hotel is to de-emphasize luxury, but strive for convenient transportation and closeness to the negotiation site as much as possible; don’t be too far away from shopping centers in order to be convenient for shopping; if the guests can appreciate the beautiful scenery out of the hotel’s window, they will feel the kindness and carefulness of the host party so that they can be relaxed themselves.
如果客人自己支付所有账单，如果房东可以与他们沟通以确保他们想入住酒店的标准和等级，那就更好了。如果房东支付了酒店账单，房东应该仔细考虑酒店（尤其是豪华酒店）的选择，这应该被视为一种投资，因此需要估计其未来的回报;如果客户来自西方国家，他们非常重视时间和效率;而太多豪华的安排和活动，会让他们怀疑你的管理水平和背后的意图。因此，安排酒店的原则是淡化奢华，但尽量追求交通便利和靠近洽谈地点;不要离购物中心太远，以便购物;如果客人能欣赏到酒店窗外的美景，他们就会感受到主人派对的亲切和细心，让他们自己也能得到放松。

【Case】A Hong Kong manager was at the airport to meet a mainland delegation just coming back from Europe at 22:00. Knowing that they have finished in-flight meal on the plane, the manager treated all the members of the delegation well in a restaurant after arranging them to stay in the hotel. Although it was two or three o’clock in the early morning next day when they finished the feast, both parties were quite pleased. Eastern and western guests have different eating customs and oriental people value eating more. Suppose the Hong Kong boss had only arranged the guests to stay
【案例】22：00，一名香港经理在机场迎接刚从欧洲回来的大陆代表团。知道他们在飞机上吃完了机上餐，经理在安排他们入住酒店后，在餐厅对代表团所有成员都给予了很好的款待。虽然他们吃完了宴会，已经是第二天凌晨两三点了，但双方都相当满意。东西方客人的饮食习俗不同，东方人更看重饮食。假设香港老板只安排客人留下来
in the hotel without treating them, he would have been complained by his guests.
在酒店里如果不治疗他们，他就会被客人抱怨。

Most Westerners value efficiency and do not like complex and lengthy reception ceremony. Since they have been accustomed to having western-style food without too much interest in oriental food, we can arrange the dishes combined with meat, fish and vegetables properly with our own characteristics, not necessarily the most valuable dishes but to avoid the dishes they never eat (such as dog meat), that will be completely OK. In addition, please leave some space to the guests. It is unnecessary to treat the guests for every meal or order expensive dishes for every meal. Proper dishes will do so as to avoid waste and not to irritate western guests.
大多数西方人重视效率，不喜欢复杂而冗长的接待仪式。既然他们已经习惯了吃西餐，对东方菜没有太大的兴趣，我们可以把肉、鱼、蔬菜结合的菜品适当地安排，符合我们自己的特点，不一定是最有价值的菜品，但要避免他们从不吃的菜品（比如狗肉），那就完全没问题了。此外，请为客人留出一些空间。没有必要每顿饭都请客，也没必要每餐都点昂贵的菜。适当的菜肴可以避免浪费，也不会激怒西方客人。

If time permits, especially when it is the first time the guests have come to the host territory, the host party can usually arrange some visiting and sightseeing. The following places can be taken into consideration to visit:
如果时间允许，尤其是当客人第一次来到东道国领土时，东道主通常会安排一些参观和观光。可以考虑参观以下地方：
(1) Factories, production lines (if necessary) and places of origin related to the negotiation subject
（1） 与谈判标的有关的工厂、生产线（如有需要）和原产地
(2) Famous and symbolic local scenic spots
（2） 当地著名和标志性景点
(3) Worldly well-known restaurants and shopping centers with local characteristics
（3） 具有地方特色的世界知名餐厅和购物中心
(4) Other places of historic resort or entertainment that guests get interested in
（4） 其他客人感兴趣的历史度假胜地或娱乐场所

Arranging the guests to have a visit will deepen the guests’ knowledge of the host culture, remove the discomfort of the travel and relax themselves as well as get in touch with each other more often to build up a harmonious relationship, all of which will be favorable for the processing of the negotiation.
安排客人参观将加深客人对东道国文化的了解，消除旅行的不适感，放松身心，并更频繁地相互联系，建立和谐的关系，所有这些都有利于谈判的进行。

Generally speaking, the expenses of visiting and sight-seeing are not very large, so the host party can pay all the bills. There is no doubt that sensitive military areas, confidential factories and production lines should be avoided during the visit.
一般来说，参观和观光的费用不是很大，所以房东可以支付所有账单。毫无疑问，在访问期间应避免敏感的军事区域、机密工厂和生产线。