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Chapter1Bargaining討價還價:competitive,win-losesituations;Negotiation談判:win-winsituations;Intangibles無形因素:intangiblefactorsaretheunderlyingpsychologicalmotivationsthatmaydirectlyorindirectlyinfluencethepartiesduringanegotiation;Interdependent相互依賴:whenthepartiesdependoneachothertoachievetheirownpreferredoutcometheyareinterdependent;Independentparties獨立各方:Independentpartiesareabletomeettheirownneedswithoutthehelpofothers;theycanberelativelydetached,indifferentanduninvolvedwithothers;Dependentparties完全依賴各方:Dependentpartiesmustrelyonothersforwhattheyneedsincetheyneedthehelp,benevolence,orcooperationoftheother,thedependentpartymustacceptandaccommodatetothatprovider'swhimsandidiosyncrasies;Competitivesituation競爭性情形:whenthegoalsoftwoormorepeopleareinterconnectedsothatonlyonecanachievethegoal,thisiscompetitivesituation,alsoknownasazero-sumordistributivesituation,inwhich“individualsaresolinkedtogetherthatthereisanegativecorrelationbetweentheirgoalattainments”Mutual—gainssituation相互獲益情形:Whenparties'goalsarelinkedsothatoneperson'sgoalachievementhelpsotherstoachievetheirgoals,itisamutual-gainssituation,alsoknownasanon—sumorintegrativesituation;BATNA(達成談判協(xié)議的最佳選擇)anacronymforbestalternativetoanegotiatedagreement;Thedilemmaofhonesty誠實困境:itconcernshowmuchofthetruthtotelltheotherparty;Thedilemmaoftrust信任困境:itconcernshowmuchshouldnegotiatorsbelievewhattheotherpartytellsthem;Distributivebargaining分配式談判:acceptsthefactthattherecanonlybeonewinnergiventhesituationandpursuesacourseofactiontobethatwinner;Integrativebargaining共贏爭價:attemptstofindsolutionssobothpartiescandowellandachievetheirgoals;Claimvalue主張價值:todowhateverisnecessarytoclaimthereward,gainthelion'sshare,orgainthelargestpiecepossible;Createvalue創(chuàng)造價值:tofindawayforallpartiestomeettheirobjectives,eitherbyidentifyingmoreresourcesorfindinguniquewaystoshareandcoordinatetheuseofexistingresources;Conflict沖突:apotentialconsequenceofinterdependentrelationshipsisconflict.Conflictmaybedefinedasa“sharpdisagreementoropposition,asofinterests,ideas,etc.”andincludes“theperceiveddivergenceofinterest,orabeliefthattheparties'currentaspirationscannotbeachievedsimultaneously”.Contending爭奪戰(zhàn)略:actorspursuingthecontendingstrategypursuetheirownoutcomesstronglyandshowlittleconcernforwhethertheotherpartyobtainshisorherdesiredoutcomes;Yielding屈服戰(zhàn)略:actorspursuingtheyieldingstrategyshowlittleinterestorconcerninwhethertheyattaintheirownoutcomes,buttheyarequiteinterestedinwhethertheotherpartyattainshisorheroutcomes;Inaction不作為戰(zhàn)略:actorspursuingtheinactionstrategyshowlittleinterestinwhethertheyattaintheirownout-comes,aswellaslittleconcernabouttheotherpartyobtainshisorheroutcomes;Problemsolving解決問題戰(zhàn)略:actorspursuingtheproblemsolvingstrategyshowhighconcernforattainingtheirownoutcomesandhighconcernforwhethertheotherChapter2targetpoint(目標點):thepointatwhichnegotiatorwouldliketoconcludenegotiationsresistancepoint(拒絕點):anegotiator'sbottomline,themostthebuyerwillpayorthesmallestamountthesellerwillsettleforaskingprice(要價,索價):theinitialpricesetbythesellerinitialoffer(最初扌報價):thefirstnumberthebuyerwillquotetothesellerbargainingrange/settlementrange/zoneofpotentialagreement(談判空間):thespreadbetweentheresistancepointsanegativebargainingrange(消極的談判空間):theseller'sresistancepointisabovethebuyer's,andthebuyerwon'tpaymorethanthesellerwillminimallyacceptapositivebargainingrange(積極的談判空間):thebuyer'sresistanceisabovethetheseller's,andthebuyerminimallywillingtopaymorethanthesellerisminimallywillingtosellforbargainingmix(談判組合):thepackageofissuesfornegotiationindirectassessment(間接估計):determiningwhatinformationanindividuallikelyusedtosettargetandresistancepointandhowheorsheinterpretedthisinformationselectivepresentation(選擇性表述):negotiatorsrevealonlythefactsnecessarytosupporttheircasecommitment(承諾):thetakingofabargainingpositionwithsomeexplicitofimplicitpledgeregardingthefuturecourseofactionChapter3Paretoefficientfrontier(帕累托有效邊界):theclaimingvaluelineispushedtowardstheupperright-handsidetothefullestextentpossiblebycreatingvalue,andthelineiscalledtheParetoefficientfrontiercommongoal(共同目標):thegoalthatallpartiesshareequally,eachonebenefitinginawaythatwouldnotbepossibleiftheydidnotworktogethersharedgoal(共享目標):thegoalthatbothpartiesworktowardbutthatbenefitseachpartydifferentlyjointgoal(聯(lián)合目標):thegoalthatinvolvesindividualswithdifferentpersonalgoalsagreeingtocombinetheminacollectiveeffortChapter4Strategy(策略):thepatternofplanthatintegratesanorganization'smajortargets,policies,andactionsequencesintoacohesivewhole.Preparation(準備工作):decidingwhatisimportant,defininggoals,thinkingaheadhowtoworktogetherwiththeotherparty.Relationshipbuilding(建立關(guān)系):gettingtoknowtheotherparty,understandinghowyouandtheotheraresimilaranddifferent,andbuildingcommitmenttowardachievingamutuallybeneficialsetofoutcomes.Informationsuing(使用信息):learningwhatyouneedtoknowabouttheissues,abouttheotherpartyandtheirneeds,aboutthefeasibilityofpossiblesettlements,andaboutwhatmighthappenifyoufailtoreachagreementwiththeotherside.Bidding(競標):theprocessofmakingmovesfromone'sinitial,idealpositiontotheactualoutcome.Closingthedeal(結(jié)束談判):theobjectiveofthisstageistobuildcommitmenttotheagreementachievedinthepreviousphase.Boththenegotiatorandtheotherpartyhavetoassurethemselvesthattheyreachedadealtheycanbehappywith,oratleastaccept.Implementingtheagreement(履行協(xié)議):determiningwhoneedstodowhatoncetheagreementisreached.Negotiator'sdilemma(談判者的困境):thechoiceofwhethertopursueaclaimingvaluestrategyisdescribedasthe“negotiator'sdilemma”.Positions():anopeningbidoratargetpointSubstantiveinterests(實質(zhì)性的利益):directlyrelatedtothefocalissuesundernegotiationProcess-basedinterests(基于談判過程的利益):relatedtohowthenegotiatorsbehaveastheynegotiateRelationship-basedinterests(基于雙方關(guān)系的利益):tiedtothecurrentordesiredfuturerelationshipbetweentheparties.Resistancepoint(拒絕點):aresistancepointistheplacewhereyoudecidethatyoushouldabsolutelystopthenegotiationratherthancontinuebecauseanysettlementbeyondthispointisnotminimallyacceptable.Alternatives(可替代的選擇):otheragreementsnegotiatorscouldachieveandstillmeettheirneeds.Targetpoint(目標點):onerealisticallyexpectstoachieveasettlementandtheaskingprice,representingthebestdealonecanhopetoachieve.Chapter5Perception(感^口):Theprocessbywhichindividualsconnecttotheirenvironment;theprocessofscreening,selecting,andinterpretingstimulisothattheyhavemeaningtotheindividual.Stereotypes(心理定勢):isaverycommondistortionoftheperceptualprocess.Itoccurswhenoneindividualassignsattributestoanothersolelyonthebasisoftheother'smembershipinaparticularsocialordemographiccategory.Haloeffects(暈輪效應(yīng)):ratherthanusingaperson'sgroupmembershipasabasisforclassification,however,haloeffectsoccurwhenpeoplegeneralizeaboutavarietyofattributesbasedontheknowledgeofoneattributeofanindividual.Selectiveperception(選擇性感^口):Whentheperceiversinglesoutcertaininformationthatsupportsapriorbeliefandfiltersoutinformationthatdoesnotconfirmthatbelief.Projection(投射效應(yīng)):Whenpeopleassigntoothersthecharacteristicsorfeelingsthattheypossessthemselves.Aframe(框架):Thesubjectivemechanismthroughwhichpeopleevaluateandmakesenseoutofsituations,leadingthemtopursueoravoidsubsequentactions.Framing(制定框架):Aboutfocusing,shaping,andorgnizingtheworldaroundus-makingsenseofacomplexrealityanddefiningitintermsthataremeaningfultous.Substantiveframe(實質(zhì)型框架):Whattheconflictisabout.Outcomeframe(結(jié)果型框架):Aparty'spredispositiontoachievingaspecificresultoroutcomefromthenegotiation.Aspirationframe(抱負型框架):Apredispositiontowardsatisfyingabroadersetofinterestsorneedsinnegotiation.Processframe(過程型框架):Howthepartieswillgoaboutresolvingtheirdisputes.Identityframe(識別型框架):Howthepartiesdefine“whotheyare".Characterizationframe(描述型框架):howthepartiesdefinetheotherparties.Loss-gainframe(輸—贏型框架):howthepartiesdefinetheriskorrewardassociatedwithparticularoutcomes.Escalationofcommitment(承諾的擴大):Thetendencyforanindividualtomakedecisionsthatstickwithafailingcourseofaction.Mythicalfixed—piebeliefs(固定蛋糕觀念):thosewhobelieveinthemythicalfixed-pieassumethereisnopossibilityforintegrativesettlementsandmutuallybeneficialtrade-offs,andtheysuppresseffortstosearchforthem.Anchoringandadjustment(基準調(diào)節(jié)):cognitivebiasesinanchoringandadjustmentarerelatedtotheeffectofthestandard(oranchor)againstwhichsubsequentadjustmentsaremadeduringnegotiation.Issueframingandrisk(談判框架的制定方式與風險):thewayanegotiationisframedcanmakenegotiatorsmoreorlessriskaverseorriskseeking.Availabilityofinformation(信用的可用性):innegotiation,theavailabilitybiasoperateswheninformationthatispresentedinvivid,colorful,orattention-gettingwaysbecomeseasytorecall,andthusalsobecomescentralandcriticalinevaluatingeventsandoptions.Thewinner'scurse(贏家的詛咒):thetendencyofnegotiators,particularlyinanauctionsetting,tosettlequicklyonanitemandthensubsequentlyfeeldiscomfortaboutanegotiationwinthatcomestooeasily.Overconfidence(自負):thetendencyofnegotiatorstobelievethattheirabilitytobecorrectoraccurateisgreaterthanisactuallytrue.Thelawofsmallnumbers(小數(shù)法貝U):indecisiontheory,thelawofsmallnumbersreferstothetendencyofpeopletodrawconclusionsfromsamplesizes.Innegotiation,thelawofsmallnumbersappliestothewaynegotiatorlearnandextrapolatefromtheirownexperience.Self-servingbiases(感知錯誤):Thetendencytooverestimatethecausalroleofpersonalorinternalfactorsandunderestimatethecausalroleofsituationalorexternalfactors,whenexplaininganotherperson'sbehavior.Endowmenteffect(捐贈效應(yīng)):Thetendencytoovervaluesomethingyouownorbelieveyoupossess.Reactivedevaluation(缺乏考慮):Theprocessofdevaluingtheotherparty'sconcessionssimplybecausetheotherpartymadethem.Chapter6Encoding(編碼):istheprocessbywhichmessagesareputintosymbolicform.Channels(渠道):aretheconduitsbywhichmessagesarecarriedfromonepartytoanother.Decoding(解碼):istheprocessoftranslatingmessagesfromtheirsymbolicformintoaformthatmakessense.Meanings(含義):arethefacts,ideas,feelings,reactions,orthoughtsthatexistwithinindividualsandactasasetoffiltersforinterpretingthedecodedmessages.Feedback(反饋):istheprocessbywhichthereceiverreactstothesender'smessage.Temporalsynchronybias(時間同步偏差):isthetendencyfornegotiatorstobehaveasiftheyareinsynchronoussituationwhentheyarenot.Burnedbridgebias(燒毀的橋梁偏差):isthetendencyforindividualstoemployriskybehaviorduringe-mailnegotiationsthattheycouldnotuseduringaface-to-faceencounter.Squeakywheelbias(吱吱響的車輪偏差):isthetendencyfore-mailnegotiatorstouseanegativeemotionalstyletoachievetheirgoals.Sinisterattributionbias(險惡的歸因偏差)occurswhenonemistakenlyassumesthatanother'sbehavioriscausedbypersonalityflaws,whileoverlookingtheroleofsituationalfactors.Chapter7Power(權(quán)力):innegotiation,powermeansthecapabilitiesnegotiatorscanassembletogivethemselvesanadvantageorincreasetheprobabilityofachievingtheirobjectives.Powerinaction(行動中的權(quán)力):istheactualmessagesandtacticsanindividualundertakesinordertochangetheattitudesand/orbehaviorsofothers.Expertpower(專家權(quán)力):derivedfromhavingunique,in-depthinformationaboutasubject.Rewardpower(獎賞權(quán)力):derivedbybeingabletorewardothersfordoingwhatneedstobedone.Coercivepower(強制權(quán)力):derivedbybeingabletopunishothersfornotdoingwhatneedstobedone.Legitimatepower(法律權(quán)力):derivedfromholdinganofficeorformaltitleinsomeorganizationandusingthepowersthatareassociatedwiththatoffice(e.g.avicepresidentordirector)Referentpower(參照權(quán)力):derivedfromtherespectoradmirationonecommandbecauseofattributeslikepersonality,integrity,interpersonalstyle,andthelike.Informationpower(信息權(quán)力):isderivedfromthenegotiator'sabilitytoassembleandorganizefactsanddatatosupporthisorherposition,arguments,ordesiredoutcomes.Chapter8Centralroute(中央路徑):occurswhenmotivationandabilitytoscrutinizeissue-relevantargumentsarerelativelyhigh.Peripheralroute(邊緣路徑):ischaracterizedbysubtlecuesandcontextwithlesscognitiveprocessingofthemessageMessagecontent(消息內(nèi)容):whenconstruetingargumentstopersuadetheotherparty,negotiatorsneedtodecidewhattopicsandfactstheyshouldincludeMessagecomponents(消息組成):negotiatorshelptheotherpartyunderstandandaccepttheirbigideasbybreakingthemintosmaller,moreunderstandablepiecesOne-sidedmessage(單面消息):ignoreargumentsandopinionsthatmightsupporttheotherparty'spositionTwo-sidedmessage(雙面消息):ignorethecompetition,mentionanddescribetheopposingpointofview,andthenshowhowandwhyitislessdesirablethanthepresenter'spointofviewPersonalreputationforintegrity(個人正直之榮譽):thequalitythatassurespeopleyoucanbetrusted,youwillbehonest,andyouwilldoasyousayStatusdifferences(地位差異):occupation\age\educationlevel、theneighborhoodwhereapeoplelives,dress,typeofautomobile,andthelikeIngratiation(逢迎):enhancingtheother'sself-imageorreputationthroughstatementsoractions,andthusenhancingone'sownimageinthesamewayReciprocity(互惠主義):whenyoureceivesthfromanotherperson,youshouldrespondinthefuturewithafavorinreturnSocialproof(社會認同)peoplelooktodeterminethecorrectresponseinmanysituationsScarcity(缺乏):whenthingsarelessavailable,theywillhavemoreinfluenceChapter9Ethics(道德標準):broadlyappliedsocialstandardsforwhatisrightorwronginaparticularsituation,oraprocessforsettingthosestandardsEthical(道德的):appropriateasdeterminedbysomestandardofmoralconductPrudent(審慎的);wise,basedontryingtounderstandtheefficacyofthetacticandtheconsequencesitmighthaveontherelationshipwiththeotherPractical(實際的):whatanegotiatorcanactuallymakehappeninagivensituationLegal(法定的);whatthelawdefinesasacceptablepracticeEnd-resultethics(歸宿倫理):rightnessofanactionisdeterminedbyconsideringconsequenceDutyethics(責任倫理):rightnessofanactionisdeterminedbyconsideringobligationstoapplyuniversalstandardsandprinciplesSocialcontraction(社會收縮);rightnessofanactionisdeterminedbythecustomsandnormsofacommunityPersonalisticethics(人格倫理觀):rightnessofanactionisdeterminedbyone'sconscienceAMisrepresentation(誤傳);anaffirmativemisstatementofsthAknowingmisrepresentation(知道誤傳):youknowthatwhatyousayisfalsewhenyousayitAfact(事實):anobjectivefact,tobelegal,intheoryReliance\caution(警示):foradeceptivestatementtobelegallyfraudulent,thereceivermustprovethatheorshereliedontheinfoandthatdoingsocausedharmMachiavellianism(權(quán)術(shù)主義);apragmaticandexpedientviewofhumannatureLocusofcontrol(控制源);thedegreetowhichtheybelievetheoutcomestheyobtainarearesultoftheirownabilityandeffortversusfateorchanceApreconventionallevel(前習(xí)俗水平):theindividualisconcernedwithconcreteoutcomesthatmeethisorherownimmediateneeds,particularlyexternalrewardsandpunishmentsAconventionallevel(習(xí)俗水平):theindividualdefineswhatisrightonthebasisofwhathisimmediatesocialsituationandpeergroupendorsesorwhatsocietyingeneralseemstowantAprincipledlevel(原貝U水平):theindividualdefineswhatisrightonthebasisofsomebroadersetofuniversalvaluesandprinciplesCallthetactic(調(diào)用策略):indicatetotheothersidethatyouknowheisbluffingorlyingIgnorethetactic:ifyouareawarethattheotherpartyisbluffingorlying,simplyignoreitChapter10Environmentalcontext(環(huán)境因素):Theenvironmentalcontextincludesenvironmentalforcesthatneithernegotiatorcontrolsthatinfluencethenegotiation.Immediatecontext(直接因素):Theimmediatecontextincludesfactorsoverwhichnegotiatorsappeartohavesomecontrol.UncertaintyAvoidance(不確定性):Uncertaintyavoidanceindicatestowhatextentacultureprogramsitsmemberstofeeleitheruncomfortableorcomfortableinunstructuredsituations.Negotiationmetaphors(談判隱喻):Negotiationmetaphorsarecoherentholisticmeaningsystems,whichhavebeendevelopedandcultivatedinparticularsocio-culturalenvironments,functiontointerpret,structure,andorganizesocialactioninnegotiation.Chapter11Impasse(僵局):Impasseisaconditionorstateofconflictinwhichthereisnoapparentquickoreasyresolution.Postdealnegotiations(事后交易談判):Postdealnegotiationsarenegotiationthatoccurasanexistingagreementisexpiring.Intradealnegotiations(事間交易談判):Intradealnegotiationsoccurwhenanagreementstatesthatnegotiationsshouldbereopenedatspecificintervals.Extradealnegotiations(額外交易談判):Extradealnegotiationsoccurwhenitappearsthatthereisaviolationofthecontract,orintheabsenceofacontractreopeningclause.Cognitiveresolution(認知解決):Cognitiveresolutionisneededtochangehowthepartiesviewthesituation.Emotionalresolution(情感解決):Emotionalresolutioninvolveschanginghowpartiesfeelabouttheimpasseandtheotherparty,aswellasreducingtheamountofemotionalenergytheyputintothenegotiation.Behavioralresolution(行為解決):Behavioralresolutionexplicitlyaddresseswhatpeoplewilldointhefutureandhowagreementstheymakeaboutthefuturewillberealized.Active
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