国际商务谈判 词汇.docx

国际商务谈判 词汇.docx

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国际商务谈判词汇

Chapter1

Bargaining讨价还价:

competitive,win-losesituations;

Negotiation谈判:

win-winsituations;

Intangibles无形因素:

intangiblefactorsaretheunderlyingpsychologicalmotivationsthatmaydirectlyorindirectlyinfluencethepartiesduringanegotiation;

Interdependent相互依赖:

whenthepartiesdependoneachothertoachievetheirownpreferredoutcometheyareinterdependent;

Independentparties独立各方:

Independentpartiesareabletomeettheirownneedswithoutthehelpofothers;theycanberelativelydetached,indifferentanduninvolvedwithothers;

Dependentparties完全依赖各方:

Dependentpartiesmustrelyonothersforwhattheyneedsincetheyneedthehelp,benevolence,orcooperationoftheother,thedependentpartymustacceptandaccommodatetothatprovider’swhimsandidiosyncrasies;

Competitivesituation竞争性情形:

whenthegoalsoftwoormorepeopleareinterconnectedsothatonlyonecanachievethegoal,thisiscompetitivesituation,alsoknownasazero-sumordistributivesituation，inwhich“individualsaresolinkedtogetherthatthereisanegativecorrelationbetweentheirgoalattainments”;

Mutual-gainssituation相互获益情形:

Whenparties’goalsarelinkedsothatoneperson’sgoalachievementhelpsotherstoachievetheirgoals,itisamutual-gainssituation,alsoknownasanon-sumorintegrativesituation;

BATNA（达成谈判协议的最佳选择）anacronymforbestalternativetoanegotiatedagreement;

Thedilemmaofhonesty诚实困境:

itconcernshowmuchofthetruthtotelltheotherparty;

Thedilemmaoftrust信任困境:

itconcernshowmuchshouldnegotiatorsbelievewhattheotherpartytellsthem;

Distributivebargaining分配式谈判:

acceptsthefactthattherecanonlybeonewinnergiventhesituationandpursuesacourseofactiontobethatwinner;

Integrativebargaining共赢争价:

attemptstofindsolutionssobothpartiescandowellandachievetheirgoals;

Claimvalue主张价值:

todowhateverisnecessarytoclaimthereward,gainthelion’sshare,orgainthelargestpiecepossible;

Createvalue创造价值:

tofindawayforallpartiestomeettheirobjectives,eitherbyidentifyingmoreresourcesorfindinguniquewaystoshareandcoordinatetheuseofexistingresources;

Conflict冲突:

apotentialconsequenceofinterdependentrelationshipsisconflict.Conflictmaybedefinedasa“sharpdisagreementoropposition,asofinterests,ideas,etc.”andincludes“theperceiveddivergenceofinterest,orabeliefthattheparties’currentaspirationscannotbeachievedsimultaneously”.

Contending争夺战略:

actorspursuingthecontendingstrategypursuetheirownoutcomesstronglyandshowlittleconcernforwhethertheotherpartyobtainshisorherdesiredoutcomes;

Yielding屈服战略:

actorspursuingtheyieldingstrategyshowlittleinterestorconcerninwhethertheyattaintheirownoutcomes,buttheyarequiteinterestedinwhethertheotherpartyattainshisorheroutcomes;

Inaction不作为战略:

actorspursuingtheinactionstrategyshowlittleinterestinwhethertheyattaintheirownout-comes,aswellaslittleconcernabouttheotherpartyobtainshisorheroutcomes;

Problemsolving解决问题战略:

actorspursuingtheproblemsolvingstrategyshowhighconcernforattainingtheirownoutcomesandhighconcernforwhethertheother

Chapter2

targetpoint（目标点）:

thepointatwhichnegotiatorwouldliketoconcludenegotiations

resistancepoint（拒绝点）:

anegotiator’sbottomline,themostthebuyerwillpayorthe

smallestamountthesellerwillsettlefor

askingprice（要价，索价）:

theinitialpricesetbytheseller

initialoffer（最初报价）:

thefirstnumberthebuyerwillquotetotheseller

bargainingrange/settlementrange/zoneofpotentialagreement（谈判空间）:

thespread

betweentheresistancepoints

anegativebargainingrange（消极的谈判空间）:

theseller’sresistancepointisabovethe

buyer’s,andthebuyerwon’tpaymorethanthesellerwillminimallyaccept

apositivebargainingrange（积极的谈判空间）:

thebuyer’sresistanceisabovethethe

seller’s,andthebuyerminimallywillingtopaymorethanthesellerisminimallywillingto

sellfor

bargainingmix（谈判组合）:

thepackageofissuesfornegotiation

indirectassessment（间接估计）:

determiningwhatinformationanindividuallikelyusedto

settargetandresistancepointandhowheorsheinterpretedthisinformation

selectivepresentation（选择性表述）:

negotiatorsrevealonlythefactsnecessaryto

supporttheircase

commitment（承诺）:

thetakingofabargainingpositionwithsomeexplicitofimplicitpledge

regardingthefuturecourseofaction

Chapter3

Paretoefficientfrontier（帕累托有效边界）:

theclaimingvaluelineispushedtowardsthe

upperright-handsidetothefullestextentpossiblebycreatingvalue,andthelineiscalled

theParetoefficientfrontier

commongoal（共同目标）:

thegoalthatallpartiesshareequally,eachonebenefitingina

waythatwouldnotbepossibleiftheydidnotworktogether

sharedgoal（共享目标）:

thegoalthatbothpartiesworktowardbutthatbenefitseachparty

differently

jointgoal（联合目标）:

thegoalthatinvolvesindividualswithdifferentpersonalgoals

agreeingtocombinetheminacollectiveeffort

Chapter4

Strategy（策略）：

thepatternofplanthatintegratesanorganization’smajortargets,policies,andactionsequencesintoacohesivewhole.

Preparation（准备工作）:

decidingwhatisimportant,defininggoals,thinkingaheadhowtoworktogetherwiththeotherparty.

Relationshipbuilding（建立关系）:

gettingtoknowtheotherparty,understandinghowyouandtheotheraresimilaranddifferent,andbuildingcommitmenttowardachievingamutuallybeneficialsetofoutcomes.

Informationsuing（使用信息）:

learningwhatyouneedtoknowabouttheissues,abouttheotherpartyandtheirneeds,aboutthefeasibilityofpossiblesettlements,andaboutwhatmighthappenifyoufailtoreachagreementwiththeotherside.

Bidding（竞标）:

theprocessofmakingmovesfromone’sinitial,idealpositiontotheactualoutcome.

Closingthedeal（结束谈判）:

theobjectiveofthisstageistobuildcommitmenttotheagreementachievedinthepreviousphase.Boththenegotiatorandtheotherpartyhavetoassurethemselvesthattheyreachedadealtheycanbehappywith,oratleastaccept.

Implementingtheagreement（履行协议）:

determiningwhoneedstodowhatoncetheagreementisreached.

Negotiator’sdilemma（谈判者的困境）:

thechoiceofwhethertopursueaclaimingvaluestrategyisdescribedasthe“negotiator’sdilemma”.

Positions（）:

anopeningbidoratargetpoint

Substantiveinterests（实质性的利益）:

directlyrelatedtothefocalissuesundernegotiation

Process-basedinterests（基于谈判过程的利益）:

relatedtohowthenegotiatorsbehaveastheynegotiate

Relationship-basedinterests（基于双方关系的利益）:

tiedtothecurrentordesiredfuturerelationshipbetweentheparties.

Resistancepoint（拒绝点）:

aresistancepointistheplacewhereyoudecidethatyoushouldabsolutelystopthenegotiationratherthancontinuebecauseanysettlementbeyondthispointisnotminimallyacceptable.

Alternatives（可替代的选择）:

otheragreementsnegotiatorscouldachieveandstillmeettheirneeds.

Targetpoint（目标点）:

onerealisticallyexpectstoachieveasettlementandtheaskingprice,representingthebestdealonecanhopetoachieve.

Chapter5

Perception（感知）:

Theprocessbywhichindividualsconnecttotheirenvironment;theprocessofscreening,selecting,andinterpretingstimulisothattheyhavemeaningtotheindividual.

Stereotypes（心理定势）:

isaverycommondistortionoftheperceptualprocess.Itoccurswhenoneindividualassignsattributestoanothersolelyonthebasisoftheother’smembershipinaparticularsocialordemographiccategory.

Haloeffects（晕轮效应）:

ratherthanusingaperson’sgroupmembershipasabasisforclassification,however,haloeffectsoccurwhenpeoplegeneralizeaboutavarietyofattributesbasedontheknowledgeofoneattributeofanindividual.

Selectiveperception（选择性感知）:

Whentheperceiversinglesoutcertaininformationthatsupportsapriorbeliefandfiltersoutinformationthatdoesnotconfirmthatbelief.

Projection（投射效应）:

Whenpeopleassigntoothersthecharacteristicsorfeelingsthattheypossessthemselves.

Aframe（框架）:

Thesubjectivemechanismthroughwhichpeopleevaluateandmakesenseoutofsituations,leadingthemtopursueoravoidsubsequentactions.

Framing（制定框架）:

Aboutfocusing,shaping,andorgnizingtheworldaroundus--makingsenseofacomplexrealityanddefiningitintermsthataremeaningfultous.

Substantiveframe（实质型框架）:

Whattheconflictisabout.

Outcomeframe（结果型框架）:

Aparty’spredispositiontoachievingaspecificresultoroutcomefromthenegotiation.

Aspirationframe（抱负型框架）:

Apredispositiontowardsatisfyingabroadersetofinterestsorneedsinnegotiation.

Processframe（过程型框架）:

Howthepartieswillgoaboutresolvingtheirdisputes.

Identityframe（识别型框架）:

Howthepartiesdefine“whotheyare”.

Characterizationframe（描述型框架）:

howthepartiesdefinetheotherparties.

Loss-gainframe（输-赢型框架）:

howthepartiesdefinetheriskorrewardassociatedwithparticularoutcomes.

Escalationofcommitment（承诺的扩大）:

Thetendencyforanindividualtomakedecisionsthatstickwithafailingcourseofaction.

Mythicalfixed-piebeliefs（固定蛋糕观念）:

thosewhobelieveinthemythicalfixed-pieassumethereisnopossibilityforintegrativesettlementsandmutuallybeneficialtrade-offs,andtheysuppresseffortstosearchforthem.

Anchoringandadjustment（基准调节）:

cognitivebiasesinanchoringandadjustmentarerelatedtotheeffectofthestandard（oranchor）againstwhichsubsequentadjustmentsaremadeduringnegotiation.

Issueframingandrisk（谈判框架的制定方式与风险）:

thewayanegotiationisframedcanmakenegotiatorsmoreorlessriskaverseorriskseeking.

Availabilityofinformation（信用的可用性）:

innegotiation,theavailabilitybiasoperateswheninformationthatispresentedinvivid,colorful,orattention-gettingwaysbecomeseasytorecall,andthusalsobecomescentr