國(guó)際商務(wù)談判 詞匯整理

1、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 depend

2、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 parties

3、 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競(jìng)爭(zhēng)性情形 : when the goals of two or more people are interconnected so that only on

4、e 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 per

5、son 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 (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

6、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) : attem

7、pts to find 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 lion s 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

8、 resources or finding 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 div

9、ergence of interest, 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

10、戰(zhàn)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 不作為戰(zhàn)略 : actors pursuing the inaction strategy show little interest in whether they attai

11、n their own out-comes, as well as little concern about the other party obtains his or her outcomes;Problem solving解決問題戰(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 wh

12、ich negotiator would like to conclude negotiations resistance 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 se

13、llerbargaining range/settlement 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 seller s resistance point is above thebuyer s, and the buyer won t pay more than the seller will minimally accepta positive bargaining range(積極的談判空

14、間 :the buyer s resistance is above the the seller s, and the buyer minimally willing to pay more than the seller is minimally willing to sell 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 to set target an

15、d resistance point and how he or she interpreted this informationselective presentation(選擇性表述 :negotiators reveal only the facts necessary to support their casecommitment (承諾 :the taking of a bargaining position with some explicit of implicit pledge regarding the future course of actionChapter 3Pare

16、to efficient frontier(帕累托有效邊界 :the claiming value line is pushed towards the upper 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 a way that would

17、not be possible if they did not work togethershared goal(共享目標(biāo) :the goal that both parties work toward but that benefits each party differentlyjoint goal(聯(lián)合目標(biāo) :the goal that involves individuals with different personal goals agreeing to combine them in a collective effortChapter 4Strategy (策略 :the pa

18、ttern of plan that integrates an organizations major 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 worktogether with the other party.Relationship building(建立關(guān)系 : getting to know the other party, und

19、erstanding how you and the other are similar and 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, a

20、nd about what might happen if you fail to reach agreement with the other side.Bidding(競(jìng)標(biāo) : the process of making moves from one s 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.

21、Both the negotiator and the other party have to assure 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.Negotiator s dilemma(談判者的困境 : the choice of whether to pursue a claim

22、ing value strategy is described as the “ negotiator 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 negotiation Process-based interests(基于談判過程的利益 :related to how the negotiators behave as they negotiateRelationship-bas

23、ed interests(基于雙方關(guān)系的利益 :tied to the current or desired 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 accept

24、able.Alternatives(可替代的選擇 : other agreements negotiators 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 con

25、nect to their environment; the process of screening, 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 other

26、 s membership in a particular social or demographic category.Halo effects(暈 輪效應(yīng) : rather than using a person s 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.Sel

27、ective perception(選擇性感知 : When the perceiver singles out 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 subjecti

28、ve mechanism through which people evaluate and make sense out ofsituations, 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 f

29、rame(實(shí)質(zhì)型框架 : What the conflict is about.Outcome frame(結(jié)果型框架 : A party s 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(過程型框架 : How the parties w

30、ill go about resolving their disputes.Identity frame(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(

31、承諾的擴(kuò)大 : The tendency for an individual to make decisions 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

32、 to search for them.Anchoring and adjustment(基準(zhǔn)調(diào)節(jié) : cognitive 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 negotia

33、tors more or less risk averse or risk seeking.Availability 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 a

34、nd options.The winner s curse(贏家的詛咒 : the tendency of 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 c

35、orrect or accurate is greater than is actually true.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 t

36、heir own experience.Self-serving biases(感知錯(cuò)誤 : The tendency to overestimate the causal role of personal or internal factors and underestimate the causal role of situational or external factors, when explaining another person s behavior.Endowment effect(捐贈(zèng)效應(yīng) : The tendency to overvalue something you

37、own or believe you possess.Reactive devaluation(缺乏考慮 : The process of devaluing the other party s 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 on

38、e party to another. Decoding(解碼 :is the process of translating 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

39、饋 :is the process by which the receiver reacts to the senders 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-mai

40、l negotiations that they could not use during a face-to-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 b

41、y personality flaws, while overlooking the role of situational factors.Chapter 7Power (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 :i s the actual messages a

42、nd tactics an individual undertakes in order to change the 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

43、by being able to punish others for not doing what needs to 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(e.g. a vice president or directorReferent power(參照權(quán)力 :derived from the respect or ad

44、miration one command because of attributes like personality, 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 8 Central route (中央

45、路徑：occurs when motivation and ability to scrutinize issue-relevant arguments are relatively high. Peripheral route (邊緣路徑: is characterized by subtle cues and context with less cognitive processing of the message Message content( 消 息 內(nèi) 容 : when constructing arguments to persuade the other party ,nego

46、tiators need to decide what topics and facts they should include Message components(消息組成: negotiators help the other party understand and accept their big ideas by breaking them into smaller, more understandable pieces One-sided message(單面消息: ignore arguments and opinions that might support the othe

47、r partys position Two-sided message(雙面消息: ignore the competition , mention and describe the opposing point of view, and then show how and why it is less desirable than the presenters point of view Personal reputation for integrity(個(gè)人正直之榮譽(yù): the quality that assures people you can be trusted, you will

48、 be honest, and you will do as you say Status differences(地位差異: occupationageeducation levelthe neighborhood where a people lives, dress, type of automobile, and the like Ingratiation(逢迎: enhancing the others self-image or reputation through statements or actions, and thus enhancing ones own image i

49、n the same way Reciprocity(互惠主義: when you receive sth from another person, you should respond in the future with a favor in return Social proof(社會(huì)認(rèn)同 people look to determine the correct response in many situations Scarcity(缺乏: when things are less available, they will have more influence Chapter 9 E

50、thics(道德標(biāo)準(zhǔn): broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards Ethical(道德的: appropriate as determined by some standard of moral conduct Prudent(審慎的; wise, based on trying to understand the efficacy of the tactic and the con

51、sequences it might have on the relationship with the other Practical(實(shí)際的: what a negotiator can actually make happen in a given situation Legal(法定的; what the law defines as acceptable practice End-result ethics(歸宿倫理: rightness of an action is determined by considering consequence Duty ethics(責(zé)任倫理: r

52、ightness of an action is determined by considering obligations to apply universal standards and principles Social contraction(社會(huì)收縮; rightness of an action is determined by the customs and norms of a community Personalistic ethics(人格倫理觀: rightness of an action is determined by ones conscience A Misre

53、presentation(誤傳; an affirmative misstatement of sth A knowing misrepresentation（知道誤傳）: you know that what you say is false when you say it A fact（事實(shí)）: an objective fact, to be legal, in theory Reliancecaution(警示: for a deceptive statement to be legally fraudulent , the receiver must prove that he or

54、 she relied on the info and that doing so caused harm Machiavellianism(權(quán)術(shù)主義; a pragmatic and expedient view of human nature Locus 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 chance A preconventional level(前習(xí)俗水平

55、: the individual is concerned with concrete outcomes that meet his or her own immediate needs, particularly external rewards and punishments A 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

56、general seems to want A principled level(原則水平: the individual defines what is right on the basis of some broader set of universal values and principles Call the tactic(調(diào)用策略: indicate to the other side that you know he is bluffing or lying Ignore the tactic: if you are aware that the other party is b

57、luffing or lying, simply ignore it Chapter 10 Environmental context（環(huán)境因素） ：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 so

58、me control. Uncertainty Avoidance（不確定性） ：Uncertainty avoidance indicates to 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 deve

59、loped and cultivated in particular socio-cultural environments， function to interpret，structure，and organize social action in negotiation. Chapter 11 Impasse（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 negotiation that occur as an existing agreement is expiring. Intradeal negotiation