國(guó)際商務(wù)談判-詞匯

1、精選優(yōu)質(zhì)文檔-傾情為你奉上Chapter 1Bargaining討價(jià)還價(jià): competitive, win-lose situations;Negotiation談判: win-win situations;Intangibles無(wú)形因素: intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation;Interdependent相互依賴: when the parties de

2、pend on each other to achieve their own preferred outcome they are interdependent;Independent parties獨(dú)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完全依賴各方 : Dependent part

3、ies 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 providers whims and idiosyncrasies;Competitive situation競(jìng)爭(zhēng)性情形: when the goals of two or more people are interconnected so that only o

4、ne 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相互獲益情形: When parties goals are linked so that one persons

5、 goal achievement helps others to achieve their goals, it is a mutual-gains situation, also known as a non-sum or integrative situation;BATNA(達(dá)成談判協(xié)議的最佳選擇) an acronym for best alternative to a negotiated agreement;The dilemma of honesty誠(chéng)實(shí)困境: it concerns how much of the truth to tell the other party;T

6、he dilemma of trust信任困境: it concerns how much should negotiators believe what the other party tells them;Distributive bargaining分配式談判: 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共贏爭(zhēng)價(jià): attempts to find

7、solutions so both parties can do well and achieve their goals;Claim value主張價(jià)值: to do whatever is necessary to claim the reward, gain the lions share, or gain the largest piece possible;Create value創(chuàng)造價(jià)值: to find a way for all parties to meet their objectives, either by identifying more resources or f

8、inding unique ways to share and coordinate the use of existing resources;Conflict沖突: 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,

9、or a belief that the parties current aspirations cannot be achieved simultaneously”.Contending爭(zhēng)奪戰(zhàn)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屈服戰(zhàn)略: actors pursuing the yie

10、lding 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不作為戰(zhàn)略: actors pursuing the inaction strategy show little interest in whether they attain their own out-comes, as well

11、 as little concern about the other party obtains his or her outcomes;Problem solving解決問(wèn)題戰(zhàn)略: actors pursuing the problem solving strategy show high concern for attaining their own outcomes and high concern for whether the otherChapter 2target point(目標(biāo)點(diǎn)): the point at which negotiator would like to co

12、nclude negotiationsresistance point(拒絕點(diǎn)): a negotiators bottom line, the most the buyer will pay or the smallest amount the seller will settle forasking price(要價(jià)，索價(jià)):the initial price set by the sellerinitial offer(最初報(bào)價(jià)):the first number the buyer will quote to the sellerbargaining range/settlement

13、range/zone of potential agreement(談判空間):the spread between the resistance pointsa negative bargaining range(消極的談判空間):the sellers resistance point is above thebuyers, and the buyer wont pay more than the seller will minimally accepta positive bargaining range(積極的談判空間):the buyers resistance is above t

14、he thesellers, and the buyer minimally willing to pay more than the seller is minimally willing tosell forbargaining mix(談判組合):the package of issues for negotiationindirect assessment(間接估計(jì)):determining what information an individual likely used toset target and resistance point and how he or she int

15、erpreted this informationselective presentation(選擇性表述):negotiators reveal only the facts necessary tosupport their casecommitment(承諾):the taking of a bargaining position with some explicit of implicit pledgeregarding the future course of actionChapter 3Pareto efficient frontier(帕累托有效邊界):the claiming

16、 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(共同目標(biāo)):the goal that all parties share equally, each one benefiting in away that would not be possible if they did not work together

17、shared goal(共享目標(biāo)):the goal that both parties work toward but that benefits each partydifferentlyjoint goal(聯(lián)合目標(biāo)):the goal that involves individuals with different personal goalsagreeing to combine them in a collective effortChapter 4Strategy（策略）：the pattern of plan that integrates an organizations m

18、ajor targets, policies, and action sequences into a cohesive whole.Preparation（準(zhǔn)備工作）: deciding what is important, defining goals, thinking ahead how to work together with the other party.Relationship building（建立關(guān)系）: getting to know the other party, understanding how you and the other are similar and

19、 different, and building commitment toward achieving a mutually beneficial set of outcomes.Information suing(使用信息): learning what you need to know about the issues, about the other party and their needs, about the feasibility of possible settlements, and about what might happen if you fail to reach

20、agreement with the other side.Bidding(競(jìng)標(biāo)): the process of making moves from ones initial, ideal position to the actual outcome.Closing the deal(結(jié)束談判): the objective of this stage is to build commitment to the agreement achieved in the previous phase. Both the negotiator and the other party have to a

21、ssure themselves that they reached a deal they can be happy with, or at least accept.Implementing the agreement(履行協(xié)議): determining who needs to do what once the agreement is reached.Negotiators dilemma(談判者的困境): the choice of whether to pursue a claiming value strategy is described as the “negotiator

22、s dilemma”.Positions(): an opening bid or a target pointSubstantive interests(實(shí)質(zhì)性的利益): directly related to the focal issues under negotiationProcess-based interests(基于談判過(guò)程的利益): related to how the negotiators behave as they negotiateRelationship-based interests(基于雙方關(guān)系的利益): tied to the current or desi

23、red future relationship between the parties.Resistance point(拒絕點(diǎn)): a resistance point is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.Alternatives(可替代的選擇): other agreements negotia

24、tors could achieve and still meet their needs.Target point(目標(biāo)點(diǎn)): one realistically expects to achieve a settlement and the asking price, representing the best deal one can hope to achieve.Chapter 5Perception(感知): The process by which individuals connect to their environment; the process of screening

25、, selecting, and interpreting stimuli so that they have meaning to the individual.Stereotypes(心理定勢(shì)): is a very common distortion of the perceptual process. It occurs when one individual assigns attributes to another solely on the basis of the others membership in a particular social or demographic c

26、ategory.Halo effects(暈輪效應(yīng)): rather than using a persons group membership as a basis for classification, however, halo effects occur when people generalize about a variety of attributes based on the knowledge of one attribute of an individual.Selective perception(選擇性感知): When the perceiver singles ou

27、t certain information that supports a prior belief and filters out information that does not confirm that belief.Projection(投射效應(yīng)): When people assign to others the characteristics or feelings that they possess themselves.A frame(框架): The subjective mechanism through which people evaluate and make se

28、nse out of situations, leading them to pursue or avoid subsequent actions.Framing(制定框架): About focusing, shaping, and orgnizing the world around us - making sense of a complex reality and defining it in terms that are meaningful to us.Substantive frame(實(shí)質(zhì)型框架): What the conflict is about.Outcome fram

29、e(結(jié)果型框架): A partys predisposition to achieving a specific result or outcome from the negotiation.Aspiration frame(抱負(fù)型框架): A predisposition toward satisfying a broader set of interests or needs in negotiation.Process frame(過(guò)程型框架): How the parties will go about resolving their disputes.Identity frame(

30、識(shí)別型框架): How the parties define “who they are”.Characterization frame(描述型框架): how the parties define the other parties.Loss-gain frame(輸-贏型框架): how the parties define the risk or reward associated with particular outcomes.Escalation of commitment(承諾的擴(kuò)大): The tendency for an individual to make decisio

31、ns that stick with a failing course of action.Mythical fixed-pie beliefs(固定蛋糕觀念): those who believe in the mythical fixed-pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress efforts to search for them.Anchoring and adjustment(基準(zhǔn)調(diào)節(jié)): co

32、gnitive biases in anchoring and adjustment are related to the effect of the standard (or anchor) against which subsequent adjustments are made during negotiation.Issue framing and risk(談判框架的制定方式與風(fēng)險(xiǎn)): the way a negotiation is framed can make negotiators more or less risk averse or risk seeking.Availa

33、bility of information(信用的可用性): in negotiation, the availability bias operates when information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options.The winners curse(贏家的詛咒): the tendency of

34、 negotiators, particularly in an auction setting, to settle quickly on an item and then subsequently feel discomfort about a negotiation win that comes too easily.Overconfidence(自負(fù)): the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true.

35、The law of small numbers(小數(shù)法則): in decision theory, the law of small numbers refers to the tendency of people to draw conclusions from sample sizes. In negotiation, the law of small numbers applies to the way negotiator learn and extrapolate from their own experience.Self-serving biases(感知錯(cuò)誤): The t

36、endency to overestimate the causal role of personal or internal factors and underestimate the causal role of situational or external factors, when explaining another persons behavior.Endowment effect(捐贈(zèng)效應(yīng)): The tendency to overvalue something you own or believe you possess.Reactive devaluation(缺乏考慮)

37、: The process of devaluing the other partys concessions simply because the other party made them.Chapter 6Encoding(編碼)：is the process by which messages are put into symbolic form.Channels(渠道)：are the conduits by which messages are carried from one party to another.Decoding(解碼)：is the process of tran

38、slating messages from their symbolic form into a form that makes sense.Meanings(含義)：are the facts, ideas, feelings, reactions, or thoughts that exist within individuals and act as a set of filters for interpreting the decoded messages.Feedback(反饋)：is the process by which the receiver reacts to the s

39、enders message.Temporal synchrony bias(時(shí)間同步偏差): is the tendency for negotiators to behave as if they are in synchronous situation when they are not.Burned bridge bias(燒毀的橋梁偏差)：is the tendency for individuals to employ risky behavior during e-mail negotiations that they could not use during a face-to

40、-face encounter.Squeaky wheel bias(吱吱響的車輪偏差)：is the tendency for e-mail negotiators to use a negative emotional style to achieve their goals.Sinister attribution bias(險(xiǎn)惡的歸因偏差) occurs when one mistakenly assumes that anothers behavior is caused by personality flaws, while overlooking the role of situ

41、ational factors.Chapter 7 Power（權(quán)力）：in negotiation, power means the capabilities negotiators can assemble to give themselves an advantage or increase the probability of achieving their objectives.Power in action(行動(dòng)中的權(quán)力)：is the actual messages and tactics an individual undertakes in order to change t

42、he attitudes and/or behaviors of others.Expert power(專家權(quán)力)：derived from having unique, in-depth information about a subject.Reward power(獎(jiǎng)賞權(quán)力)：derived by being able to reward others for doing what needs to be done.Coercive power(強(qiáng)制權(quán)力)：derived by being able to punish others for not doing what needs t

43、o be done.Legitimate power(法律權(quán)力)：derived from holding an office or formal title in some organization and using the powers that are associated with that office. a vice president or director)Referent power(參照權(quán)力)：derived from the respect or admiration one command because of attributes like personality,

44、 integrity, interpersonal style, and the like.Information power(信息權(quán)力)：is derived from the negotiators ability to assemble and organize facts and data to support his or her position, arguments, or desired outcomes.Chapter 8Central route (中央路徑)：occurs when motivation and ability to scrutinize issue-re

45、levant arguments are relatively high.Peripheral route (邊緣路徑): is characterized by subtle cues and context with less cognitive processing of the messageMessage content(消息內(nèi)容): when constructing arguments to persuade the other party ,negotiators need to decide what topics and facts they should includeM

46、essage components(消息組成): negotiators help the other party understand and accept their big ideas by breaking them into smaller, more understandable piecesOne-sided message(單面消息): ignore arguments and opinions that might support the other partys positionTwo-sided message(雙面消息): ignore the competition

47、, mention and describe the opposing point of view, and then show how and why it is less desirable than the presenters point of viewPersonal reputation for integrity(個(gè)人正直之榮譽(yù)): the quality that assures people you can be trusted, you will be honest, and you will do as you sayStatus differences(地位差異): o

48、ccupationageeducation levelthe neighborhood where a people lives, dress, type of automobile, and the likeIngratiation(逢迎): enhancing the others self-image or reputation through statements or actions, and thus enhancing ones own image in the same wayReciprocity(互惠主義): when you receive sth from anothe

49、r person, you should respond in the future with a favor in returnSocial proof(社會(huì)認(rèn)同) people look to determine the correct response in many situationsScarcity(缺乏): when things are less available, they will have more influenceChapter 9Ethics(道德標(biāo)準(zhǔn)): broadly applied social standards for what is right or

50、wrong in a particular situation, or a process for setting those standardsEthical(道德的): appropriate as determined by some standard of moral conductPrudent(審慎的); wise, based on trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the otherPractica

51、l(實(shí)際的): what a negotiator can actually make happen in a given situationLegal(法定的); what the law defines as acceptable practiceEnd-result ethics(歸宿倫理): rightness of an action is determined by considering consequenceDuty ethics(責(zé)任倫理): rightness of an action is determined by considering obligations to

52、apply universal standards and principlesSocial contraction(社會(huì)收縮); rightness of an action is determined by the customs and norms of a communityPersonalistic ethics(人格倫理觀): rightness of an action is determined by ones conscienceA Misrepresentation(誤傳); an affirmative misstatement of sthA knowing misre

53、presentation（知道誤傳）: you know that what you say is false when you say itA fact（事實(shí)）: an objective fact, to be legal, in theoryReliancecaution(警示): for a deceptive statement to be legally fraudulent , the receiver must prove that he or she relied on the info and that doing so caused harmMachiavellianis

54、m(權(quán)術(shù)主義); a pragmatic and expedient view of human natureLocus of control(控制源); the degree to which they believe the outcomes they obtain are a result of their own ability and effort versus fate or chanceA preconventional level(前習(xí)俗水平): the individual is concerned with concrete outcomes that meet his o

55、r her own immediate needs, particularly external rewards and punishmentsA conventional level(習(xí)俗水平): the individual defines what is right on the basis of what his immediate social situation and peer group endorses or what society in general seems to wantA principled level(原則水平): the individual define

56、s what is right on the basis of some broader set of universal values and principlesCall the tactic(調(diào)用策略): indicate to the other side that you know he is bluffing or lyingIgnore the tactic: if you are aware that the other party is bluffing or lying, simply ignore itChapter 10Environmental context（環(huán)境因

57、素）：The environmental context includes environmental forces that neither negotiator controls that influence the negotiation.Immediate context（直接因素）：The immediate context includes factors over which negotiators appear to have some control.Uncertainty Avoidance（不確定性）：Uncertainty avoidance indicates to

58、what extent a culture programs its members to feel either uncomfortable or comfortable in unstructured situations.Negotiation metaphors（談判隱喻）：Negotiation metaphors are coherent，holistic meaning systems，which have been developed and cultivated in particular socio-cultural environments，function to interpret，structure，and organize social action in negotiation.Chapter 11Impasse（僵局）：Impasse is a condition or state of conflict in which there is no apparent quick or easy resolution.Postdeal negotiations（事后交易談判）：Postdeal negotiations are ne