国际商务谈判-词汇整理.doc

Chapter 1Bargaining讨价还价: competitive, win-lose situations;Negotiation谈判: win-win situations;Intangibles无形因素: intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation;Interdependent相互依赖: when the parties depend on each other to achieve their own preferred outcome they are interdependent;Independent parties独立各方: Independent parties are able to meet their own needs without the help of others; they can be relatively detached, indifferent and uninvolved with others;Dependent parties完全依赖各方 : Dependent parties must rely on others for what they need since they need the help, benevolence, or cooperation of the other, the dependent party must accept and accommodate to that provider’s whims and idiosyncrasies;Competitive situation竞争性情形: when the goals of two or more people are interconnected so that only one can achieve the goal, this is competitive situation, also known as a zero-sum or distributive situation，in which “individuals are so linked together that there is a negative correlation between their goal attainments”;Mutual-gains situation相互获益情形: When parties’ goals are linked so that one person’s goal achievement helps others to achieve their goals, it is a mutual-gains situation, also known as a non-sum or integrative situation;BATNA(达成谈判协议的最佳选择) an acronym for best alternative to a negotiated agreement;The dilemma of honesty诚实困境: it concerns how much of the truth to tell the other party;The dilemma of trust信任困境: it concerns how much should negotiators believe what the other party tells them;Distributive bargaining分配式谈判: accepts the fact that there can only be one winner given the situation and pursues a course of action to be that winner;Integrative bargaining共赢争价: attempts to find solutions so both parties can do well and achieve their goals;Claim value主张价值: to do whatever is necessary to claim the reward, gain the lion’s share, or gain the largest piece possible;Create value创造价值: to find a way for all parties to meet their objectives, either by identifying more resources or finding unique ways to share and coordinate the use of existing resources;Conflict冲突: a potential consequence of interdependent relationships is conflict. Conflict may be defined as a “sharp disagreement or opposition, as of interests, ideas, etc.” and includes “the perceived divergence of interest, or a belief that the parties’ current aspirations cannot be achieved simultaneously”.Contending争夺战略: actors pursuing the contending strategy pursue their own outcomes strongly and show little concern for whether the other party obtains his or her desired outcomes;Yielding屈服战略: actors pursuing the yielding strategy show little interest or concern in whether they attain their own outcomes, but they are quite interested in whether the other party attains his or her outcomes;Inaction不作为战略: actors pursuing the inaction strategy show little interest in whether they attain their own out-comes, as well as little concern about the other party obtains his or her outcomes;Problem solving解决问题战略: actors pursuing the problem solving strategy show high concern for attaining their own outcomes and high concern for whether the otherChapter 2target point(目标点): the point at which negotiator would like to conclude negotiationsresistance point(拒绝点): a negotiator’s bottom line, the most the buyer will pay or the smallest amount the seller will settle forasking price(要价，索价):the initial price set by the sellerinitial offer(最初报价):the first number the buyer will quote to the sellerbargaining range/settlement range/zone of potential agreement(谈判空间):the spread between the resistance pointsa negative bargaining range(消极的谈判空间):the seller’s resistance point is above thebuyer’s, and the buyer won’t pay more than the seller will minimally accepta positive bargaining range(积极的谈判空间):the buyer’s resistance is above the theseller’s, and the buyer minimally willing to pay more than the seller is minimally willing tosell forbargaining mix(谈判组合):the package of issues for negotiationindirect assessment(间接估计):determining what information an individual likely used toset target and resistance point and how he or she interpreted this informationselective presentation(选择性表述):negotiators reveal only the facts necessary tosupport their casecommitment(承诺):the taking of a bargaining position with some explicit of implicit pledgeregarding the future course of actionChapter 3Pareto efficient frontier(帕累托有效边界):the claiming value line is pushed towards theupper right-hand side to the fullest extent possible by creating value, and the line is called the Pareto efficient frontiercommon goal(共同目标):the goal that all parties share equally, each one benefiting in away that would not be possible if they did not work togethershared goal(共享目标):the goal that both parties work toward but that benefits each partydifferentlyj。