商务谈判文中单词.doc

Chapter11、 Fundanmentals of international business negotiation 国际商务谈判概述 2、 Key concepts of negotiation 谈判基本概念3、 BATNA（best alternative to a negotiation agreement）达成协议的最佳抉择4、 Reservation price 底线价格5、 The principles of business negotiation 商务谈判基本原则6、 Characteristics of business negotiation 商务谈判的特点7、 The basic principles of negotiation 谈判的基本原则8、 Correct understanding of negotiation 对谈判的正确理解9、 Conflicts 冲突10、 Key aspects of negotiation 谈判的几个主要方面11、 Tips for a successful international business negotiation mission 成功国际商务谈判提示12、 Interpreters in international business negotiation 国际商务谈判中的翻译人员13、 Stages of negotiation 谈判的几个阶段14、 Pre-negotiation 前几准备阶段15、 Face-to-face negotiation 面对面谈判阶段16、 Post-negotiation 谈判后期阶段17、 Psychology in negotiation 谈判的心理18、 The need theory 需要理论19、 The need theory and negotiation 谈判与需要理论Chapter21、 proper behaviors in international businesss negotiation 国际商务谈判中的正确行为举止2、 Assumptions 假定3、 The concepts of assumptions 假定的概念4、 The types of hidden assumptions 潜在假定的类型5、 The barrier of listening 听的障碍6、 Active listening 认真倾听7、 Talking 说8、 Negotiation language 谈判语言9、 How to open and close 怎样开头和结尾10、 Several aspects to beware of 要注意的几个方面11、 Inquiring 问12、 Asking questions 提问13、 How to deliver questions 怎样提问14、 Several aspects to beware of 要注意的几个方面15、 Effective responding 正确的回答16、 Observing 观察17、 Facial expression 面部表情18、 Body language of upper limbs 上肢语言19、 Body language of lower limbs 下肢语言20、 How to get rid of the detrimental body language 怎样去除不好的身体语言Chapter31、 choosing the negotiation team 谈判班子的组成2、 Who qualifies as a negotiation 谁能成为谈判者3、 Personal characteristics 谈判人员的素质4、 A negotiator as an individual 谈判者个人5、 The role of a chief negotiator 主谈人的职责6、 The chief negotiator 主谈人7、 Organizational qualities of the chief negotiator 主谈人的组织能力8、 Team solidarity 谈判班子的团结9、 A comparison between a single negotiator and a negotiation team 个人谈判与小组谈判的比较10、 Organizational structure for negotiators 谈判班子的组织结构11、 How big should the team be 谈判班子的规模12、 The importance of team solidarity 谈判班子团结的重要性Chapter41、 preparing for negotiation 谈判的准备阶段2、 Scheduling the first meetings 初次会面的各项准备工作3、 Flights,ground transport and traffic issues 航班、地面交通问题4、 Jet lag,weather and health issues 飞行时差、天气及健康问题5、 Clothing 服装问题6、 Dining 饮食习惯问题7、 Holidays and religions 假日与宗教问题8、 Gifts 礼品问题9、 Setting the agenda 制定谈判议程10、 Taking a proactive role 积极筹划议程11、 Visitors and agendas 客方与谈判议程12、 Negotiating agenda 议程商议13、 Accommodating the social aspects 提供社交便利14、 Preparing for negotiation 谈判的各项准备15、 Establishing objectives 制定谈判目标16、 Issues and positions 确定谈判内容与谈判立场17、 Meeting site and accommodation 谈判地点与食宿选择18、 The physical preparation 谈判场地布置19、 Opening the meeting 谈判开场白Chapter51、 the bargaining process 谈判的磋商阶段2、 Bidding 报价3、 Tactics of the choice of bid 报价的确立策略4、 Tactics of the presentation of bid 报价的表达策略5、 Tactics of responsiveness 回应策略6、 Bargaining 磋商7、 The moves we must make at the start 磋商初始的策略8、 The ways to influence the deal 左右磋商局势的方式9、 Tactics of making concessions 让步的策略10、 Tactics of breaking an impasse 僵局的破解策略11、 Towards settlement 达成共识Chapter6 1、 Closing the negotiation 谈判的终局阶段2、 Closing the deal 结束谈判3、 Who makes the decision 谁来作决定4、 When is it time to close 什么时候结束5、 Tactics towards agreement 达成协议的策略6、 Recessing 休会7、 Setting deadlines 规定最后期限8、 Full disclosure / the straightforward statement 摊牌9、 Lubrication / the golf club 联络感情10、 The study group 各个击破11、 Tips on contract signing 签约过程应注意的问题12、 The draft of the contract 合同文本的起草13、 Examination of the qualification of the contract signer and its trading items , scope and process 对签约人资格及交易条款、范围和过程的审查14、 Contract articles must be rigid and thorough 合同的条款必须严密、详细15、 The contract signing ceremony 合同的缔约或签字仪式16、 Summary of the negotiation 谈判总结17、 Value evaluation standard of business negotiation 商务谈判的价值评判标准18、 Content of business negotiation summary 商务谈判总结的内容19、 Steps of business negotiating summary 商务谈判总结的步骤Chapter71、 negotiation strategies 谈判策略2、 Choices of strategies 策略的选择3、 Strategic considerations 策略的考虑4、 Guidelines for strategic decisions 决策指南5、 Negotiation strategies 谈判策略6、 “when” strategy 何时出击，何时叫停7、 “how and where” strategy 怎样谈，谈什么8、 Dealing with difficult people and difficult situations 在困境中和强手周旋9、 Developing self-control 增强自制力10、 Accurate diagnosis 准确判断对手11、 Knowing one’s core values 掌握核心价值12、 Appropriate anger management 适度发泄不满13、 Role selection 谈判角色选择14、 Doing the unexpected 出其不意15、 Resiliency 保持弹性16、 Handling conflicts in negotiation 处理谈判冲突17、 The nature of conflicts 冲突的本质18、 Are conflicts bad 冲突是坏事吗19、 Promoting consensus in negotiation 促进谈判的一致性20、 Preventing small conflicts from growing into big ones 防止小的冲突变大21、 Antic。