国际商务谈判-词汇整理

Chapter1Bargaining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:actorspursuingtheproblemsolvingstrategyshowhighconcernforattainingtheirownoutcomesandhighconcernforwhethertheotherChapter2targetpoint(目标点):thepointatwhichnegotiatorwouldliketoconcludenegotiationsresistancepoint(拒绝点):anegotiator’sbottomline,themostthebuyerwillpayorthesmallestamountthesellerwillsettleforaskingprice(要价，索价):theinitialpricesetbythesellerinitialoffer(最初报价):thefirstnumberthebuyerwillquotetothesellerbargainingrange/settlementrange/zoneofpotentialagreement(谈判空间):thespreadbetweentheresistancepointsanegativebargainingrange(消极的谈判空间):theseller’sresistancepointisabovethebuyer’s,andthebuyerwon’tpaymorethanthesellerwillminimallyacceptapositivebargainingrange(积极的谈判空间):thebuyer’sresistanceisabovethetheseller’s,andthebuyerminimallywillingtopaymorethanthesellerisminimallywillingtosellforbargainingmix(谈判组合):thepackageofissuesfornegotiationindirectassessment(间接估计):determiningwhatinformationanindividuallikelyusedtosettargetandresistancepointandhowheorsheinterpretedthisinformationselectivepresentation(选择性表述):negotiatorsrevealonlythefactsnecessarytosupporttheircasecommitment(承诺):thetakingofabargainingpositionwithsomeexplicitofimplicitpledgeregardingthefuturecourseofactionChapter3Paretoefficientfrontier(帕累托有效边界):theclaimingvaluelineispushedtowardstheupperright-handsidetothefullestextentpossiblebycreatingvalue,andthelineiscalledtheParetoefficientfrontiercommongoal(共同目标):thegoalthatallpartiesshareequally,eachonebenefitinginawaythatwouldnotbepossibleiftheydidnotworktogethersharedgoal(共享目标):thegoalthatbothpartiesworktowardbutthatbenefitseachpartydifferentlyjointgoal(联合目标):thegoalthatinvolvesindividualswithdifferentpersonalgoalsagreeingtocombinetheminacollectiveeffortChapter4Strategy（策略）：thepatternofplanthatintegratesanorganization’smajortargets,policies,andactionsequencesintoacohesivewhole.Preparation（准备工作）:decidingwhatisimportant,defininggoals,thinkingaheadhowtoworkChapter8Centralroute(中央路径)：occurswhenmotivationandabilitytoscrutinizeissue-relevantargumentsarerelativelyhigh.Peripheralroute(边缘路径):ischaracterizedbysubtlecuesandcontextwithlesscognitiveprocessingofthemessageMessagecontent(消息内容):whenconstructingargumentstopersuadetheotherparty,negotiatorsneedtodecidewhattopicsandfactstheyshouldincludeMessagecomponents(消息组成):negotiatorshelptheotherpartyunderstandandaccepttheirbigideasbybreakingthemintosmaller,moreunderstandablepiecesOne-sidedmessage(单面消息):ignoreargumentsandopinionsthatmightsupporttheotherparty’spositionTwo-sidedmessage(双面消息):ignorethecompetition,mentionanddescribetheopposingpointofview,andthenshowhowandwhyitislessdesirablethanthepresenter’spointofviewPersonalreputationforintegrity(个人正直之荣誉):thequalitythatassurespeopleyoucanbetrusted,youwillbehonest,andyouwilldoasyousayStatusdifferences(地位差异):occupation\age\educationlevel\theneighborhoodwhereapeoplelives,dress,typeofautomobile,andthelikeIngratiation(逢迎):enhancingtheother’sself-imageorreputationthroughstatementsoractions,andthusenhancingone’sownimageinthesamewayReciprocity(互惠主义):whenyoureceivesthfromanotherperson,youshouldrespondinthefuturewithafavorinreturnSocialproof(社会认同)peoplelooktodeterminethecorrectresponseinmanysituationsScarcity(缺乏):whenthingsarelessavailable,theywillhavemoreinfluenceChapter9Ethics(道德标准):broadlyappliedsocialstandardsforwhatisrightorwronginaparticularsituation,oraprocessforsettingthosestandardsEthical(道德的):appropriateasdeterminedbysomestandardofmoralconductPrudent(审慎的);wise,basedontryingtounderstandtheefficacyofthetacticandtheconsequencesitmighthaveontherelationshipwiththeotherPractical(实际的):whatanegotiatorcanactuallymakehappeninagivensituationLegal(法定的);whatthelawdefinesasacceptablepracticeEnd-resultethics(归宿伦理):rightnessofanactionisdeterminedbyconsideringconsequenceDutyethics(责任伦理):rightnessofanactionisdeterminedbyconsideringobligationstoapplyuniversalstandardsandprinciplesSocialcontraction(社会收缩);rightnessofanactionisdeterminedbythecustomsandnormsofacommunityPersonalisticethics(人格伦理观):rightnessofanactionisdeterminedbyone’sconscienceAMisrepresentation(误传);anaffirmativemisstatementofsthAknowingmisrepresentation（知道误传）:youknowthatwhatyousayisfalsewhenyousayitAfact（事实）:anobjectivefact,tobelegal,intheoryReliance\caution(警示):foradeceptivestatementtobelegallyfraudulent,thereceivermustprovethatheorshereliedontheinfoandthatdoingsocausedharmMachiavellianism(权术主义);apragmaticandexpedientviewofhumannatureLocusofcontrol(控制源);thedegreetowhichtheybelievetheoutcomestheyobtainarearesultoftheirownabilityandeffortversusfateorchanceApreconventionallevel(前习俗水平):theindividualisconcernedwithconcreteoutcomesthatmeethisorherownimmediateneeds,particularlyexternalrewardsandpunishmentsAconventionallevel(习俗水平):theindividualdefineswhatisrightonthebasisofwhathisimmediatesocialsituationandpeergroupendorsesorwhatsocietyingeneralseemstowantAprincipledlevel(原则水平):theindividualdefineswhatisrightonthebasisofsomebroadersetofuniversalvaluesandprinciplesCallthetactic(调用策略):indicatetotheothersidethatyouknowheisbluffingorlyingIgnorethetactic:ifyouareawarethattheotherpartyisbluffingorlying,simplyignoreitChapter10Environmentalcontext（环境因素）：Theenvironmentalcontextincludesenvironmentalforcesthatneithernegotiatorcontrolsthatinfluencethenegotiation.Immediatecontext（直接因素）：Theimmediatecontextincludesfactorsoverwhichnegotiatorsappeartohavesomecontrol.UncertaintyAvoidance（不确定性）：Uncertaintyavoidanceindicatestowhatextentacultureprogramsitsmemberstofeeleitheruncomfortableorcomfortableinunstructuredsituations.Negotiationmetaphors（谈判隐喻）：Negotiationmetaphorsarecoherent，holisticmeaningsystems，whichhavebeendevelopedandcultivatedinparticularsocio-culturalenvironments，functiontointerpret，structure，andorganizesocialactioninnegotiation.Chapter11Impasse（僵局）：Impasseisaconditionorstateofconflictinwhichthereisnoapparentquickoreasyresolution.Postdealnegotiations（事后交易谈判）：Postdealnegotiationsarenegotiationthatoccurasanexistingagreementisexpiring.Intradealnegotiations（事间交易谈判）：Intradealnegotiationsoccurwhenanagreementstatesthatnegotiationsshouldbereopenedatspecificintervals.Extradealnegotiations（额外交易谈判)：Extradealnegotiationsoccurwhenitappearsthatthereisaviolationofthecontract，orintheabsenceofacontractreopeningclause.Cognitiveresolution（认知解决）：Cognitiveresolutionisneededtochangehowthepartiesviewthesituation.Emotionalresolution（情感解决）：Emotionalresolutioninvolveschanginghowpartiesfeelabouttheimpasseandtheotherparty，aswellasreducingtheamountofemotionalenergytheyputintothenegotiation.Behavioralresolution(行为解决）：Behavioralresolutionexplicitlyaddresseswhatpeoplewilldointhefutureandhowagreementstheymakeaboutthefuturewillberealized.Activelistening'（积极倾听）：Onecanlettheotherpartyknowthatboththecontentandemotionalstrengthofhisorhermessagehavebeenheardandunderstood，butthatdoesnotmeanthatoneagreeswithit.Chapter12Theshadownegotiation影子谈判:Theshadownegotiationoccursinparallelwiththesubstantivenegotiationandisconnectedwithhowthenegotiationwillproceed.Socialcontract实质性谈判：aSocialcontractregardinghowthenegotiationwillproceed,whohasinfluenceandpower,andwhattheboundariesofthenegotiationare;Hardtactics恶劣战术：thedistributivetacticsthattheotherpartyusesinanegotiationtoputpressureonnegotiationstodosomethingthatisnotintheirbestinterest;Ultimatum最后通牒：anultimatumisanattempttoinducecomplianceorforceconcessionsfromapresum